Director of Sales & Marketing

250 rooms | 17,634 sq. ft. total event space across 13 meeting roomsAmenities include: on-site restaurants (La Grotta, 1885 Café & Market), lobby bar (Gather & Hem), indoor pool, fitness center, EV charging, banquet & meeting support.Located in the heart of Virginia’s capital in the historic Miller & Rhoads building, this hotel is just steps from the Richmond Convention Center and Virginia State Capitol. Blending historic charm with modern amenities, it provides an engaging downtown environment for hospitality professionals serving both business and leisure travelers.Pay Range:$98,000.00-$162,000.00The Director of Sales & Marketing is responsible for the leadership and management of the sales team to include overseeing and coordinating Marketing, Sales, Catering and Conference Services Managers. The Director of Sales & Marketing will implement, monitor and control sales and Marketing strategies. The Director of Sales & Marketing is also responsible for meeting assigned monthly sales goals.MINIMUM REQUIREMENTSEducationBachelor’s Degree or equivalent industry experienceMinimum of 5 years’ experience as a Director of Sales & Marketing or Director of Sales in a similar sized propertySkills and KnowledgeThe individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she may perform the essential functions of the job, with or without reasonable accommodation.Excellent verbal and written communication skills including leading and participating in formal presentationsStrong sales and negotiation skills as well as the ability to cultivate leads, build relationships and achieve financial expectationsStrong organizational skills with the ability to handle multiple tasks in a fast-paced environmentExperience with hotel and sales systemsStrong computer skills. Microsoft Office, Delphi, or other hotel sales system, and other programs as it pertains to this positionStrong knowledge of sales and business intelligence products such as D360, A360, STR Reports, and Pace ReportsExcellent working knowledge of all department operationsSkilled at both monthly group forecasting and the annual budget processSkilled at preparing and presenting annual marketing plans and quarterly ownership presentationsUnderstanding of budgetary and fiscal responsibility to the sales departmentAbility to provide strong leadership, mentorship, training, and coaching & counseling skills to his or her direct reportsStrong knowledge of Social Media, Digital Marketing and PRGood understanding of reading and analyzing data/reports and developing sound E-commerce, Social Media, Digital Marketing and PR strategiesJOB DUTIESManage the sales team to achieve/exceed budgeted revenues for current year, along with future year pre-booking goalsInitiate and maintain a direct and aggressive sales effort to meet/exceed budgeted goals and achieve RevPAR andpenetration growthHands-on sales responsibility with supervisory accountability for the daily activities of sales team members, providing them with the leadership, mentorship, and training necessary to implement effective sales strategies that maximize all revenue streams for the hotelManagement of each member of the sales team to direct the effort and execution of exceeding monthly sales activities and productivity goalsEnsure each member of the team adheres to professional and timely correspondences, proposals, contracts, and follow-upDirects hiring and training of all new employees in the Sales, Catering and Conference Services departmentsEstablish sales team policies and procedures relating to Sales, Revenue Management, and ReservationsAssist in development and implementation of quarterly and annual booking goals for the Sales DepartmentAssist the General Manager with the Sales and Marketing portion of the Annual Marketing Plan and Quarterly Ownership Review presentationsSupport all direct sales efforts to include sales trips, off property functions and customer entertainmentKnowledgeable about each hotel’s top accounts. Accompanies sellers on outside sales appointments and “shadows” sellers during telephone prospecting and solicitation calls as neededCollaborate and produce rate strategies with Revenue Management to ensure hotel has effective pricing and selling strategies in place to achieve the optimal mix of business, minimum 12-month periodPlan, manage and evaluate all financial aspects of the sales efforts throughout the properties to ensure cost effectiveness and optimal utilization of resourcesWork with Corporate Marketing Manager in taking an active role in developing Marketing and PR strategies to support the revenue goalsManage and engage with outside agencies that support marketing efforts on a weekly basis, including brand marketing (if applicable)Create and manage Sales, Catering, Banquet and Marketing revenue and expense budget/forecastReceive department related guest complaints and ensure necessary corrective action is administeredCreate and implement development plans for Sales team and provide coaching and action plans to team when necessaryBe a champion of sales excellence by creating initiatives to motivate and inspire Sales teamConduct frequent sales calls to existing and new accounts, as well as uncover new business in assigned market segment(s)Build and strengthen relationships with existing and new accounts to enable future bookings. Activities include sales calls, entertainment, site visits, trade shows, etc.Maintain accurate sales records in the hotel sales system to provide complete history, ensure future and current quality of service and enhance future prospectsPartner with operations team to coordinate customer specifications, effectively respond to customer issues and comments to ensure customer satisfactionAdjust work schedule as needed to meet the business demands, which may include hours in early morning, evening and/or weekend hoursOther duties as assignedHRI is an Equal Opportunity Employer and provides fair and equal employment opportunity to all employees and applicants regardless of race, color, religion, gender, sexual orientation, gender identity, national origin, age, disability, veteran status or any other protected status prohibited under Federal, State, or local laws. All employment decisions are based on valid job‐related requirements. #J-18808-Ljbffr