Director of Sales & Marketing - Waterford Hotel Group

Come Join the Waterford Hotel Group Team!

At Waterford Hotel Group we pride ourselves on cultivating a workplace that feels like home and brings out the best in you, each and every day. We will celebrate your successes, appreciate your strengths, and offer an environment where each of us can truly be ourselves. We provide competitive compensation and benefits, a tight-knit and supportive work environment, plus numerous opportunities for professional development and advancement. Come for a JOB, stay for a CAREER.

Director of Sales

The Director of Sales and Marketing is responsible for all sales efforts to achieve the hotel’s annual revenue goals and maximize house profits; the overall positioning of the hotel; brand communications and the development of customers for the property’s revenue streams for guestrooms, food & beverage outlets and event space. This position directs a team of sales professionals, banquet/catering professionals and support staff, including those at a management/director level. The position is a member of the Hotel’s Executive Committee and reports to the Hotel General Manager.

Job Responsibilities

As a Hotel Director of Sales & Marketing, you will lead and manage all day-to-day activities with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives.

Your specific duties in this role will include:

• 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 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. Act as a collaborator to promote a positive atmosphere for all associates while keeping the highest of standards in place.
• Have current knowledge of Hotel’s rates, discounts and promotions, food & beverage offerings and specials and monitor 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, local supply and demand.
• Business Segment:  Corporate Preferred Accounts, Travelers, CVS, large Corporate and Association. Solicit, propose, book and contract same. Monitor P/H/T pipeline for follow-up and advancement.
• Monitor P/H/T pipeline for sales team.
• Act 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.
• Handle 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 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 Hotel’s Marketing and Social Strategy Manager. Participate in development of messaging via 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.

Requirements:

We are looking for a self-motivated Hotel Director of Sales with solid 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. Specific qualifications for the role include:

• 5(+) years Director or Sales & Marketing experience in an upscale hotel environment, preference given to Marriott full-service and above
• 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 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, 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.

For more information about Waterford Hotel Group, please visit our website at www.waterfordhotelgroup.com. EOE/M/F/D/V

Benefits

Health Insurance is available on the first of the month after hire!

We value the health and wellness of you and your family.  Full time associates can enroll in medical, dental and vision coverage and part-time associates averaging 17.5 hours a week can enroll in dental and vision coverage.  Everyone’s needs are different and there is something for everyone with numerous supplemental insurances to choose from.

We know that life gets in the way, and YOU deserve to recharge.  

Full-time associates receive paid time off within the first 90 days of employment.  We also offer paid holidays for eligible associates.  If you stick with us for five years or more, enjoy paid days off for your Birthday and Employment Anniversary date!