Purpose:
To achieve hotel revenue, profit, and customer satisfaction goals by developing and implementing strategies to increase product awareness and hotel sales.
Constituents:
- Guests
- Employees
- Meeting planners, corporate customers
- Hotel owners
- Brand management team
- Vendors
Indicators of Success:
- Achievement of customer satisfaction and loyalty goals
- Achievement of financial goals
- Achievement of revenue and market share goals
- Achievement of employee satisfaction and retention goals
Areas of Responsibility:
- Participate in the development and implementation of business strategies aligned with the Brand's mission, vision, values, and strategies
- Develop and implement marketing and sales strategies that support hotel goals
- Monitor progress regularly and adjust strategies as needed
- Develop the annual budget with the Sales and Marketing team
- Achieve market share and revenue goals by directing group and transient sales and marketing strategies
- Analyze sales and market statistics to determine profitability and market opportunities
- Develop sales strategies to maximize revenue and yield, participating in yield management strategy development
- Maximize revenue from WRS by collaborating with Reservation Services to market the hotel appropriately and update cost structures
- Create and implement marketing strategies to increase local market awareness, leveraging brand marketing support
- Develop and implement public relations and advertising campaigns
- Ensure all marketing materials comply with brand standards
- Maximize productivity by aligning sold business with yield management strategies
- Qualify prospective leads based on profitability
- Design and propose programs that meet client needs
- Negotiate and close contracts with key customers
- Create 100% guest satisfaction by promoting Yes I Can! genuine hospitality and exceeding guest expectations
- Communicate and reinforce the Yes I Can! service vision to employees
- Ensure employees provide genuine hospitality and teamwork continuously
- Use teamwork to support guests and employees
- Seek opportunities to improve customer experience using customer feedback; collaborate with Director of Sales and Marketing to enhance hotel services
- Maintain up-to-date administrative records of all sales activity and account information using computer systems (Fidelio, Sales and Catering, Maximiser)
- Represent the hotel at relevant industry trade shows and events
- Understand and implement all Brand sales programs including but not limited to:
- Yes I Can Meetings!
- Worldwide Hospitality Program
- Business Class
- Partnership Marketing
- Look To Book
- Monitor market and competitor activity; conduct ongoing research to identify sales opportunities
- Recommend and implement promotions aligned with the business plan
- Participate in weekly and monthly sales and revenue maximization meetings
- Prepare monthly reports for inclusion in Sales and Marketing reports
- Ensure brand integrity in all communications; coordinate marketing activities with the Director of Sales and Marketing
- Keep Director of Sales and Marketing informed of significant issues promptly
- Maintain a high standard of personal grooming and professionalism to represent the hotel effectively
- Familiarize with hotel objectives, strategies, and annual business plan marketing information
- Perform all duties efficiently and according to company policies and procedures
- Foster a cooperative and harmonious working environment with all hotel employees
- Project a positive image of the hotel at all times
- Perform other duties as requested by the General Manager or Director of Sales and Marketing
Success Factors:
- Focus on the Customer: Understand and exceed the needs of guests, internal and external customers
- Foster Teamwork: Motivate and work effectively in a team environment
- Communicate Effectively: Provide clear information for action by coworkers, customers, and suppliers
- Influence Decisions and Actions: Engage others to make decisions and take action
- Drive for Results: Achieve high levels of performance and meet or exceed objectives
- Build Strong Relationships: Foster trust and cooperation with coworkers, customers, and suppliers
- Drive for Change: Pursue continuous improvement across the organization
- Develop Self and Others: Continuously improve personal and team capabilities
- Think Critically: Apply logical approaches to problem-solving and planning
Key Skills and Requirements:
- Sales Skills: Understand hotel positioning and services; close business effectively
- Negotiation: Evaluate cost/benefits and negotiate mutually beneficial contracts
- Hotel Positioning: Understand hotel's competitive positioning and market segments
- Budget Management: Develop and adhere to departmental budget
- Performance Management & Supervisory: Communicate with and motivate employees for high performance
- Think Strategically: Anticipate and address problems and opportunities proactively
- Revenue Forecasting: Assist in preparing revenue forecasts based on bookings and promotions
- Coaching: Guide and develop others through goal setting, reflective listening, and action planning
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Skills
Sales
Room Sales
