Area Director of Sales and Marketing (Hybrid)

Job Description Summary

The Area Director of Sales & Marketing (ADOSM) develops and implements the total sales and marketing strategy for two or more hotels located in the same market to ensure that joint occupancy, average daily rate, and market share goals are achieved. This includes creating and implementing specific revenue, sales and marketing strategies and tactical plans by hotel and the joint enterprise. Results are monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors, as well as position each hotel appropriately in the market. The ADOSM will work directly with the Area General Manager, individual hotel General Managers and the Regional leadership team to identify specific top line revenue strategies and tactics to drive revenue according to the market’s seasonal demand. They also manage multiple hotel Non-Shared Group Sales Managers who will both represent an individual hotel and the joint enterprise, as well as will work with Sonesta’s Marketing, Revenue Management, Regional Account Director, Global Sales & Group Shared Services Sales teams to leverage national brand strategies at the local level.

Job Description

Principle duties and responsibilities (Essential Functions) include:

Develop and implement, in partnership with the Market Director of Revenue Management, each hotels total revenue re-positioning plans

Oversee, in partnership with corporate leadership, hotel’s cluster sales positions, non-clustered sales positions, catering sellers and administrative support

Work interdepartmentally with Revenue, Marketing, PR and other corporate leadership to position the hotels within the market

Professionally represent the hotels in community and industry organizations and events

Additional duties as necessary and assigned.

Job Responsibilities:

Create and implement cohesive Commercial Plans for each hotel including Direct Sales, PR, and Ecommerce for rooms, catering and outlet revenue

Assist with the direction of the entire sales and catering team; carry out supervisory responsibilities in accordance with company policies which may include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Incorporates marketing and public relations initiatives to support the sales strategies and activities.

Establishes a sense of urgency with the team to understand and achieve the needs of each hotel.

Handle specific accounts assigned by the Regional Director of Sales

Analyze short- and long-term forecasting and adjust strategies to align

Operational/Functional:

Work with Area General Manager, individual hotel General Managers, Regional Director of Sales, Market Director of Revenue and Operations teams to develop and execute revenue management strategies to maximize revenues and market share with an eye on raising profitability of the business

Work closely with the corporate functional leaders to ensure that each property is maximizing sales and marketing opportunities that require corporate support including but not limited to SEO, PPC, Direct Marketing, Advertising, Public Relations

Ensure that the sales team is properly deployed, is working the correct market segments, and participates in the right trade shows and corporate supported GSO missions

Responsible for total hotel revenue to include Rooms, Food and Beverage, and Banquets and Catering revenue

Financial responsibilities to also include compensation and the processing of sales incentive payments

Strategy and Planning:

Develop and execute sales, marketing, and revenue strategies through preparation of a strategic sales plans, implementation and administration of the impacted budgets and the establishment of annual seller and revenue management goals.

In-depth analysis of industry intelligence reports (STR, Kalibi, Knowland etc.)

Pull and analyze appropriate data to develop and recommend appropriate actions.

Assist with individual quarterly SMART Plans.

Develop and approve sales and catering team annual goals, and review and revise the goals as needed midyear.

Directly work with the corporate sales, marketing, and revenue teams to develop strategies for revenue management, public relations, advertising, marketing/sales providers with responsibility for managing the plans set forth and approved.

Develop and execute action plans against existing and new target accounts to achieve and exceed sales quotas within the assigned segment.

Financial Management:

Drive Top Line Revenue in all segments

Act as a steward of the hotels annual Sales and Marketing travel and marketing budgets

Work closely with the sales and catering team towards achievement of aggressive both quarterly and annual goals for production and consumption.

Financial Acumen

Strong Reporting and Analytics

Knowledge of Hospitality Systems, Delphi FDC

Leadership:

Ability to recruit, supervises, train and motivate multiple levels of managers

Ensure team members receive proper training applicable to their position and career aspirations and in accordance with company policy and/or local laws.

Responsible for monitoring, measuring, and recognizing performance management of team members who directly report to the role and indirect reports

Support, comply and promote company initiatives, policies, and guidelines

Handle employee issues in a professional, thoughtful, and timely manner

Utilize and collaborate with resources across different departments capable of influencing peer group to perform to their highest standard and establishing a trusting environment to enrich the culture

Focus on the mission and well-being of the department, hotel, and company

Lead by example and operate with integrity and respect

Inspire your teams to embrace and demonstrate our values and GUEST People Standards

Additional Job Information/Anticipated

Pay Range

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

Medical, Dental and Vision Insurance

Health Savings Account with Company Match

401(k) Retirement Plan with Company Match

Paid Vacation and Sick Days

Sonesta Hotel Discounts

Educational Assistance

Paid Parental Leave

Company Paid Life Insurance

Company Paid Short Term and Long Term Disability Insurance

Various Employee Perks and Discounts

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.