Director Of Sales And Marketing - Gecko Hospitality

We are seeking a Director of Sales and Marketing for our 400-room, full-service branded hotel in Hartford, Connecticut. We are looking for an initiative-taking Director of Sales and Marketing with strong leadership skills, a strong work ethic, and a drive to exceed expectations. It is also important that you have excellent communication, interpersonal, and presentation skills as well as the ability to establish rapport with both new and existing clients. Our Director of Sales will play a key role in the development of new business nurture and client relationships. Our Director of Sales and Marketing will be driven to get involved in the community, to further the goals of the hotel, and to create lasting relationships that secure the property’s long-term positioning. Our Director of Sales and Marketing will be a valued member of the Hotel’s Executive Committee and report to the Hotel General Manager.

Responsibilities

• To drive revenues in business transient, retail, and group market segments and for all revenue streams via in-depth knowledge of the Hotel’s financial goals to improve occupancy, ADR, and RevPAR; this involves direct selling via telephone, email, social platforms, personal appointments, and site tours along with guiding a team of sales professionals to do the same.
• Determine selling rates for business transient accounts and groups in different segments with adjustments for high/low season, weekday/weekend, and need dates. Administer the same, adjusting based on economic and market conditions and the unexpected.
• Exceed customer expectations with exceptional knowledge and genuine service.
• Develop and maintain exceptional internal and external client relationships. Function as a collaborator to promote a positive atmosphere for all associates while keeping the highest standards in place.
• Have current knowledge of the Hotel’s rates, discounts and promotions, food & beverage offerings, and specials and monitor the accuracy of all marketing platforms for the Hotel including the website, Facebook, Linked In, Cvent, and other platforms, etc.
• Understand the overall competitive market, competitor strengths and weaknesses, economic trends and market demand generators, and local supply, and demand.
• Business Segment: Corporate Preferred Accounts, Travelers, CVS, large Corporate, and Association. Solicit, propose, book, and contract the same. Monitor the P/H/T pipeline for follow-up and advancement.
• Monitor the P/H/T pipeline for the sales team.
• Function as property lead catcher and business review evaluator.
• Teach, guide, coach, and counsel the sales team in all competencies of their roles including conducting quarterly reviews, annual reviews, sales meetings, and one on ones.
• Complete monthly Forecasts for group rooms and banquet & catering revenues.
• Create the annual Sales Marketing Plan; execute with the team via monthly action plans.
• Create the annual Group Budget and participate with updates to the multi-year pro forma.
• Attend and conduct meetings which include sales meetings, staff meetings, BEO meetings, credit meetings, forecast reviews, P& L meetings, budget meetings, marketing meetings, etc.
• Oversee reporting including month-end reporting (Top Producers, Marketing Recap, Citywide/Convention tracking, etc.) and other weekly/monthly/annual reports including Travelers Production Report.
• Participate in biweekly revenue management calls, providing insights and demonstration of market knowledge, noting unique events and demand dates/periods for hurdle control.
• Oversee and develop sponsorship/trade agreements with key city partners such as CT Science Center, Infinity Music Hall, etc.
• Maintain a high profile within the local community attending meetings with entities such as Metro Hartford Alliance, CT Convention Center, CTCSB, etc.
• Participate in sales calls, industry events, and trade shows, as necessary.
• Oversee CITY key roles, set, and update free sell dates, audit, and oversee auditing of quotes including netting for current and future years.
• Oversee rebate, commission, and concession fulfillment via CTAC or property direct.
• Oversee printed and digital collateral updates, including banquet menu updates as needed.
• Oversee all marketing initiatives via the Hotel’s Marketing and Social Strategy Manager. Participate in the development of messaging via the Marketing Calendar.
• Work with the CT Convention Center to evaluate all significant future business; oversee completion of Event Calendar sharing and Event Manager assignment sharing.

Qualifications

• 5(+) years of Director of Sales & Marketing experience in an upscale hotel environment, with preference given to Marriott full-service and above
• An associate or bachelor’s degree in business, Marketing, Management, or Finance is preferred.
• Thorough understanding of revenue management principles and standard practices
• Knowledge of principles and methods for showing, promoting, and selling hotel rooms
• Working knowledge of various sales methods and familiarity with revenue accounting
• Ability to use integrated technologies: phone, computer, tablet, and other electronic systems and platforms.
• Strong organizational ability and effective communication skills
• Must always project a professional image through both appearance and demeanor.
• Must maintain an elevated level of confidentiality and integrity.
• Must be an initiative-taker, able to work productively and enthusiastically, with minimal supervision.
• Must be a motivational leader, able to direct, teach, coach, and counsel a team of sales professionals and support staff.
• Must demonstrate strong customer service, and people skills, and maintain a respectful ability to relate to people of diverse backgrounds/perspectives as a property representative.
• Ability to show and promote flexibility in response to change and adapt to and accommodate new methods or procedures.
• Must be able to pass a background check.

Benefits

• Medical, dental, vision, and company-paid life insurance.
• Vacation, PTO, and holidays.
• 401(k) plan with company match.
• STD, accident, life, and critical illness.
• Educational assistance, hotel discounts, and travel assistance.
• Relocation Assistance.