Highgate Hotels - Full-Time July 28th

Complex Director of Sales and Marketing

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com.

Location

The Gates is a new lifestyle hotel in Key West offering an intimate setting that invites guests to celebrate the island’s colorful history and creative spirit. Mixing contemporary design and retro Floridian flair, The Gates Hotel features guestrooms with modern amenities that uniquely combine upscale sophistication and polished service with the island’s casual laidback vibe.

Overview

Complex Director of Sales and Marketing Opportunity selling the The Keys Collection in Key West, FL. The Complex Director of Sales & Marketing will be responsible for leading & driving top line revenue strategy for traditional sales related segments to include group, volume transient & catering. This position will oversee the Keys Collection properties which includes the Hilton Garden Inn, the Fairfield by Marriott, the 24 North and the Gates Hotels. The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams (rooms & catering) to insure budgeted revenues are met or exceeded. The Complex Director of Sales and Marketing is also responsible for assisting on the implemetation of the marketing communications plan designed to achieve the desired positioning for the hotels, as well as managing the sales and marketing budget that supports revenue attainment.

Responsibilities

  • Supervise, administer and ensure timely completion of all activities of the Sales Department.
  • Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
  • Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
  • Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
  • Meet or exceed set goals.
  • Operate the Sales Department within established sales expense budget.
  • Participate in required M.O.D. program as scheduled.
  • Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.
  • Coordinate group, transient and catering bookings to maximize profits.
  • Initiate and follow up on leads.
  • Maintain and participate in an active sales solicitation program.
  • Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.
  • Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
  • Administer training in the Sales and Catering departments, according to Highgate Hotel standards.
  • Assist in the preparation of required reports in a timely manner.
  • Conduct weekly sales meetings according to Highgate Hotel standards.
  • Develop quarterly KRA’s, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
  • Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.
  • Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
  • Conduct all Sales and Catering Team Performance Appraisals according to HighgateHotel SOP’s.
  • Motivate, coach, counsel and discipline all Sales and Catering department personnel according to HighgateHotel SOP’s.
  • Review meeting planner evaluations as received to ensure that any problems are rectified.
  • Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
  • Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
  • Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
  • Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
  • Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA’s) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
  • Coordinate the preparation of complete and accurate end-of-month reports, according to HighgateHotelSOP’s. Ensure that Sales Managers can explain the importance and components of the report.
  • Coordinate preparation of the annual revenue budget.
  • Coordinate preparation of the annual Marketing Plan.
  • Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.
  • Meet and greet onsite contacts.
  • Abide by Prime Selling Time (PST) and ensure that the Sales Team does the same.
  • Understand all GDS systems.
  • Understand ISIS.
  • Understand loading rates into ISIS/GDS.
  • Develop networking opportunities through active participation in community and professional associations activities and events.
  • Entertain clients.
  • React to negative trends in the market place by implementing blitzes or promotions.
  • Handle inquiries as part of Inquiry Day Program.

Qualifications

  • Bachelor’s degree preferred in Hospitality or Marketing
  • Experience with Branded Properties.
  • Experience dealing with/communicating with ownership groups and asset management.
  • Proficient in managing/using sales automation (DELPHI) & PMS systems.
  • Experience working collaboratively with revenue management.
  • Well rounded knowledge of all market segments and channel sources, as well as ability to develop a strategic plan for each.
  • Excellent communication and presentation skills.
  • Strong interpersonal skills and ability to work in a team environment.
  • Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
  • Must be proficient in MS Office including Word, Excel, and Power Point.
  • Must be able to multitask and prioritize departmental functions to meet deadlines

Highgate Hotels

Salary: Negotiable
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