Job Description

Job Description

Job Description

Job Title: Area Director of Sales & Marketing  

Position Overview: The Area Director of Sales & Marketing is responsible for proactively identifying and pursuing business opportunities to meet personal and hotel revenue targets. This role combines tele-prospecting, direct sales, and strategic planning to drive growth and enhance the customer experience. The Area Director will oversee total revenue management and yield strategies across multiple revenue streams, including room sales, meeting rooms, local catering, and other services. By implementing and assessing pricing strategies, market mix, and performance metrics, the goal is to optimize profitability while delivering exceptional service quality to guests. The Area Director will analyze market performance, forecast potential outcomes, and ensure revenue targets are met across a group of hotels. 

Key Responsibilities:  

• Lead and manage the sales and marketing efforts for a group of hotels, brands included: Hilton, Marriott and Choice. 
• Actively sell hotel concepts to corporate, group, and leisure clients, showcasing the unique and innovative identities of each brand. 
• Conduct proactive prospecting and qualifying leads through cold calls, tele-prospecting, and networking to generate new business opportunities. 
• Consistently meet or exceed individual and team sales and catering goals, driving hotel revenue. 
• Oversee corporate, wholesale, leisure transient, and group account management efforts to achieve or exceed hotel revenue goals. 
• Negotiate contracts and ensure all aspects of the solicitation and closing process are documented and completed accurately. 
• Develop and implement innovative sales strategies to identify new clients and expand the customer base. 
• Maximize upselling opportunities through packages, food and beverage offerings, room upgrades, AV and lighting services, and spa facilities, as applicable. 
• Manage lead sources, ensuring both the quantity and quality of leads are met with timely follow-through. 
• Create customized proposals, wedding packages, and event menus, tailored to client needs. 
• Ensure timely response to all customer inquiries and communications within 24 hours. 
• Lead marketing initiatives and coordinate events to enhance brand visibility and customer engagement. 
• Report on sales activities and event feedback, ensuring accurate tracking and analysis of performance against goals. 
• Foster long-term business relationships and drive repeat business through strategic relationship-building and customer satisfaction. 
• Represent the hotel group at trade shows, client presentations, and outside sales meetings to build business opportunities. 
• Collaborate with the revenue management team to maximize occupancy and revenue through effective rate setting and monitoring. 
• Lead the sales efforts for new hotel openings and manage the transition of newly acquired hotels into the company’s portfolio. 
• Ensure high levels of team performance, job satisfaction, and personal growth through coaching, training, and development. 

Physical Demands:  

• Work primarily indoors, with moderate temperature control. 
• Ability to sit for long periods and navigate between hotel departments. 
• Must be able to lift up to 15 lbs. occasionally, with potential lifting of food items up to 30 lbs. 
• Ability to push/pull carts and equipment weighing up to 250 lbs. 
• Requires frequent use of office equipment (computers, phones, etc.) and strong communication skills. 

Travel Requirements:  

• This position requires travel approximately 25% – 50% of the time. 

Skills & Qualifications:  

• Fluency in spoken and written communication, with strong leadership and organizational skills. 
• Knowledge of hotel services, revenue management strategies, and marketing best practices. 
• Ability to analyze data, forecast performance, and make informed decisions to drive profitability. 
• Expertise in managing and developing a high-performing sales team. 
• Thorough understanding of federal, state, and local labor laws and regulations. 
• Strong ability to build and maintain customer relationships while managing complex negotiations. 
• Proficient in using computers, accounting programs, and budget analysis tools. 

Supportive Functions:  

• Assist with guest inquiries and enforce hotel safety standards as needed. 
• Participate in company-wide initiatives to foster a positive and collaborative work environment. 

Other Responsibilities:  

• Perform all duties in accordance with company policy and represent Management in a professional manner. 
• Additional responsibilities may be assigned by the Chief Operating Officer. 

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