Director of Sales and Marketing - Hilton Norfolk Main

Overview

The Director of Sales & Marketing is responsible for the creation and implementation of the property’s sales and marketing plan to maximize Hotel and Food & Beverage revenues to their potential.

• Develop a culture that promotes accountability, effective communications, service excellence, teamwork, performance feedback, recognition, mutual respect, and Associate satisfaction.
• Hire, train and hold sales managers accountable for consistent sales production to meet business plan commitments.
• Develop the annual Sales and Marketing Business plan inclusive of the revenue day‑by‑days, marketing plan, sales expenses and sales goals for each sales manager.
• Create a culture within the Sales Team that maximizes performance through effective communication including meaningful Preshift, structured weekly one‑on‑ones, teamwork, and regular performance feedback and recognition. Communicate punctually and proactively with the MD as applicable on Business Plans, hotel performance, personnel changes, asset issues and any other significant concerns through structured weekly 1‑1 meetings.
• Execute the Group Sales and Marketing Operating Plans to ensure predictability and consistency. Proactively anticipate and drive guest/service satisfaction and conduct root cause analysis of evaluate gaps in group service delivery and initiate corrective action or recommend changes to operating/business plans.
• Assess each compliance to all standard operating procedures in weekly one on one meetings with direct reports. Assists in solving any operational shortcomings. Document findings from property visits and follow up to ensure that action items are promptly and effectively addressed.
• Ensure responsible financial management of the company’s assets at all times including revenue forecasting, event profitability and leading the monthly financial meetings with the ability to speak to financial results and explain any variances for your departments.
• Develop rates, group ceilings, select sell guidelines and deployment strategies through review of competitive data, demand analysis and mix management.
• Work closely with the Revenue Manager to ensure all revenue generation opportunities are recognized and effectively acted upon for long‑ and short‑term strategic planning.
• Direct and manage all group, transient and catering/banquet sales activities to maximize hotel revenue.
• Critically analyze all metrics (including but not limited to financial reports, Quality Assurance Inspections, Financial Audits, and Associate Turnover), assess actual performance to defined benchmarks, identify variances, and initiate corrective action.
• Set sales quotas and selling activity levels, monitoring same on a regular basis. Counsels and monitors sales managers, enabling them to improve selling effectiveness and bookings.
• Monitor performance to defined goals, provide regular feedback for all direct reports.
• Review all room revenue forecasting and budgeting for all resorts, continually evaluating actual performance to projected performance and improving accuracy accordingly.
• Oversee Marketing Manager to ensure development of the annual marketing plans, coordination, and execution for all property marketing initiatives.
• Conduct/attend Daily Business Review Meetings, weekly strategic sales meeting, management meetings and other meetings as required/requested.
• Actively participate in sales presentations, property tours and customer meetings.
• Professionally represent the hotel in community and industry organizations and events.
• Reconcile Revenue and Marketing monthly to the Business Plan and develop any corrective plans and actions for any gaps in performance.
• Perform Emergency Response duties as required for this role in the Emergency Response Organizational Chart and Plan.
• Lead special projects and other responsibilities as assigned. Participate in task forces and committees as requested.

• Education Four-year college degree preferred, however any combination of education and training within hotel sales may also be considered.
• Experience Five years hotel sales preferred.
• Skill Extensive knowledge of sales skills - Ability to effectively…