Director of Sales & Marketing

Position Title:     Director of Sales & Marketing              Date:                    March 20, 2017 Department:      Sales & Marketing                                  Reports to:          General Manager/VP Status:                 Manager/Exempt                                   Direct Reports:   4-5   I. Position Summary The Director of Sales & Marketing position is responsible for the supervision of the Sales & Marketing department. Their primary role will be to conceive, plan, direct, control and implement strategies and activities in order to generate and maximize overall revenues, through marketing, sales, promotion, advertising and public relations that will impact positively on all operating departments of the hotel, thereby resulting in a profitable return on the ownership's investment. The Director of Sales & Marketing is responsible to instruct, supervise and support the Sales & Marketing Department; maintain positive interdepartmental communications; contribute to the overall direction and operation of the hotel and to effectively control and minimize all marketing expenses while exceeding overall budgeted revenues and occupancy.   II. Essential Functions: Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.   Hires, develops, trains and manages direct reports. Creates schedules, provides consistent feedback with respect to hotel standards, and conducts performance evaluations according to hotel guidelines. Ensures staff meets or exceeds customer service satisfaction goals. Working with the VP & General Manager, meets and approves all hires for the Sales & Marketing Department. May be included on the interview panel for other management positions. Masters the tasks required of a Division head in order to effectively and appropriately direct, interview, hire, train, develop and motivate personnel. Completes critical administrative responsibilities. For example, is responsible for overseeing, controlling, and amending as required, scheduling, payroll, prompt resolution of accounting issues, budget and business plan preparation, and managing product and labor expenses to budget. Promotes and maintains adherence to Accounting and Payroll policies and procedures among staff; including adherence to, and correct management of, all meal and rest break policies and time-keeping procedures. Completes and conducts timely personnel performance evaluations. Listens to, and effectively resolves, associate concerns in an expeditious and professional manner according to hotel and departmental standards and best practices such as those communicated via the Dream Inn’s, Associate Handbook. Serves to maintain the hotel’s Open Door Policy and a positive, productive work environment. Consults with the Human Resources department as needed. Manages the daily sales and catering effort through the execution of the annual Business/Marketing Plan to achieve annual budgeted revenue for all revenue producing divisions.  Focus to be on price point and gross revenue, occupancy and covers. Develop and execute with the General Manager the marketing effort for the property as it relates to advertisements, collateral, promotions and packages.  The overall campaign to be consistent with the standards of the Dream Inn, Santa Cruz and Woodside Hotels.  Markets established by the Director of Sales & Marketing and General Manager to be consistent with the long-term goals of the property.  All marketing to support the image and annual financial expectations of the property.  Directly manage the Senior Sales Manager, Sales & Catering Manager, Events Manager and the Sales & Marketing Coordinator. Maintain a competent and experienced sales and administrative staff. Provide inspiration and leadership through goal oriented meetings, strategizing and monitoring to occur by utilizing a morale building philosophy that guarantees a motivated and goal oriented staff.  All sales & catering goals to be met on a quarterly basis per the annual plan. Regularly evaluate the future in both group and leisure markets regarding sales performance as it relates to group booking pace, leisure reservation pace, rate yielding, conference services, local social and weddings. Evaluate value add packages for pricing, value, brand and results. Initiate constant communication with the General Manager regarding the efforts and results as produced by the Sales & Marketing Department.  Verbal and written reports to be completed timely in a conscious manner on a routine basis or upon request.  Weekly meetings to occur. Effectively direct a public relations effort by keeping the hotel and its’ successes or promotional activities in front of the media and travel writers. May be done in-house or by contracting with firm.  Participate as a member of the Steering Committee. Social Media – Manage the Sales & Marketing Coordinator’s daily efforts to include all channels, accounts and customer service results. Digital Alchemy, Trip Advisor, Yelp, OTA’s, etc.  Monitor trends, public and private responses, etc. Maintain accurate quality information on all property social media channels.  Website to be maintained in a professional manner at all times.  To be audited weekly by Sales & Marketing Coordinator and Director of Sales & Marketing.  Facilitate changes through corporate office following proper protocol. Ensure evaluations of personnel are done per policy for all personnel under your supervision. Direct all promotional efforts for all divisions with Directors of the various divisions to ensure that all promotions are relevant to need and placed in a timely manner allowing maximum exposure and return on investment. Quarterly review of individual Sales Manager performance to ensure progress is being made as it relates to annual goals. Ensure all systems utilized in Sales, Catering, and Events are kept upgraded and utilized correctly by all personnel to promote efficiencies and accuracy within the work groups, i.e., Delphi, iHotelier, call accounting system, etc. Observes all safety protocols and holds others accountable to hotel and departmental safety standards and procedures. Completes other duties and special projects as assigned.   III. Additional Responsibilities Conducts or arranges regular on-going training, which is both robust and effective for the Sales team. Assists with the resolution of service issues. Operates the department and controls labor and expenses to budget.   IV. Competencies/Proficiencies 1. Customer/Client Focus                2. Communication Proficiency                        3. Team Player    4. Sales Results Driven                      5. Performance Management                          6. Business Acumen 7. Initiative                                         8. Organizational Skills                                     9. Presentation Skills 10. Leadership Skills     V. Supervisory Responsibility The Director of Sales & Marketing is responsible to direct support staff and has the authority to enforce adherence to all hotel protocols, procedures and standards, and make decisions independent of established protocol in service of the business interests of the Dream Inn, Santa Cruz.   VI. Position Type And Expected Hours Of Work This is a full-time position. Due to the nature of the hospitality industry, they will be required to work a flexible schedule that meets business and operational demands. Thusly, their schedule will include evenings, weekends, and holidays.   VII. Work Environment This position operates in a closed office environment and routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets. This position also operates in the lobby and within the back-of-the house, environments which can be hectic and noisy

Salary : $90,000 - $125,000