Area Director of Sales

Area Director Of Sales & Marketing

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands.

The Area Director of Sales & Marketing is primarily responsible for leading & driving top line revenue strategy for customary sales related segments to include group & volume transient for the anchored property (serving as Director of Sales & Marketing), and additionally responsible for overseeing and managing area sales & synergies for other market hotels assigned. The individual is expected to stay ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams to insure budgeted revenues are met or exceeded. The Area Director of Sales & Marketing is also responsible for developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotel, as well as managing the sales and marketing budget that supports revenue attainment.

This Area role is an ideal stepping stone toward gaining multi-hotel oversight experience in preparation for a larger regional oversight responsibility.

Responsibilities

• Responsible for leading & driving top line revenue for customary sales segments to include group, volume transient for the primary hotel, as well as providing oversight to the sales leaders at the other area hotels assigned.
• Assesses & reacts to market trends, market share & the competitive hotel environment.
• Develops and implements a marketing communications plan designed to achieve the desired positioning of the hotel, as well as manage the sales & marketing budget that supports all initiatives.
• Act as the hotel's voice of the customer and communicate key issues/concerns at all levels of the organization.
• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.
• Ability to understand and communicate market trends, demand generators, supply/demand and economic factors affecting hotel performance.
• Conduct comprehensive competitive set reviews, SWOT analysis & keep tabs on new supply.
• Understand GEO source & ability to develop a plan to penetrate the primary markets.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Design effective sales deployment schemes & market assignments.
• Develop sales goals designed to achieve budget & market share targets.
• Manage group pace measurement and set sales production goals.
• Manage sales activity & travel schedule.
• Take the lead and manage owner relations, communications and expectations on behalf of Highgate Hotels for primary hotel as well as the other area hotels assigned.

Qualifications

• Bachelor's degree in Hotel Management, Business or Marketing preferred.
• At least a minimum of 5 years' experience as a DOSM/sales leader, with prior hotel sales experience.
• Area/Regional sales oversight of multi-hotels preferred.
• Experience dealing with/communicating with ownership groups and asset management.
• Proficient in managing/using sales automation (i.e. DELPHI or alternative) & PMS systems.
• Experience working collaboratively with revenue management & operation teams.
• Well-rounded knowledge of all market segments and channel distribution sources, as well as ability to develop a strategic plan for each.
• Excellent communication and presentation skills.
• Strong interpersonal skills and ability to work in a team environment.
• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines.

Benefits

We are pleased to offer to our full-time associates a comprehensive and competitive benefits package designed to support your health, well-being, and financial future.

• Medical insurance, dental insurance, vision insurance, life insurance, short-term and long-term disability insurance401(k) Retirement Plan with employer matching contributions
• Paid holidays
• Paid vacation
• Paid sick leave (provided in accordance with applicable law)
• Employee assistance program (EAP)
• Educational opportunities / Tuition reimbursement
• Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law

For Employees Based in Washington:

• 8 paid holidays per year
• Up to 20 days of paid vacation per year, based on classification and length of service
• Paid Sick & Safe Time accrues at 1 hour for every 30 hours worked, with up to 72 hours of unused time carried over from one anniversary year to the next.

For Employees Based in Colorado:

• 8 paid holidays per year; employees working in the City of Denver receive 64 hours of designated holiday time per calendar year
• Up to 20 days of paid vacation per year, based on classification and length of service
• 6 days or 48 hours of Paid Sick Leave per year, accrued at 1 hour for every 30 hours worked.

For Employees Based in California:

• 8 paid holidays per year
• Up to 20 days of paid vacation per year, based on classification and length of service, capped at 1.5x annual accrual rate; non-supervisory employees working in the City of Los Angeles accrue up to 22 days of Compensated Time Off, based on length of service capped at 192 hours of combined PST and CTO.
• Paid Sick Time accrues at 1 hour for every 30 hours worked, unused time is carried over from one anniversary year to the next up to a maximum of 80 hours; employees working in the City of Los Angeles are provided 40 hours of Paid Sick Time annually on their anniversary, unused time is not carried over from one anniversary year to the next.

Please note that certain benefits described above for associates in Washington, Colorado, and California may vary for associates covered by a Collective Bargaining Agreement ("CBA"). For such associates, eligibility for and the terms and conditions of benefits are governed by the applicable CBA and any applicable plan documents, and may differ from the benefits described above. In the event of any conflict or inconsistency, the terms of the applicable CBA and governing plan documents will control, as applicable.

**The above-referenced benefits do not apply to part-time positions