Director of Sales and Marketing

THE FAENA CULTURE

The FAENA Movement is one of culture, art and community. The FAENA Culture is steeped in the warmth and traditions of the south combining authentic and attentive hospitality with the world's finest amenities. We act as a catalyst in making dreams a reality with the collaboration of ideas. Creating carefully curated spaces paired with excellence in service to delight the most sophisticated guests as they are indulged by the FAENA Culture.


JOB OVERVIEW

The Director of Sales & Marketing is responsible to lead the Sales and Marketing Department to meet and exceeds revenue goals by developing new accounts and growing current accounts in a profitable and mutual selling approach. This position is responsible for all communications between department, all operations managers as they relate to hotel sales/marketing developments, special projects, target accounts and sales tactics. It is responsible for revenue maximization and control of expenses through effective negotiation of contracts, timely and accurate submission of requests for proposal, lead responses, accurate forecasting, appropriate marketing endeavors and expenditures and labor and checkbook tools. Oversees all financial aspects of Sales & Marketing, Catering and Events and Reservations Department and ensures employee, guest and financial satisfaction.


ESSENTIAL JOB FUNCTIONS

• Lead and guide a team and hold them accountable for goals
• Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales and Marketing.
• Develops, executes and tracks overall sales and marketing programs and processes for the Faena.
• Identifies revenue opportunities for the hotel based on the event profile.
• Meets and exceeds Group revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
• Exceeds company minimum standards with the sales process and acts as a mentor for others within this area.
• Understands the overall market in which they sell - competitors' strengths and weaknesses, economic trends, supply and demand, etc.
• Takes the senior role in establishing strong relationships with significant clients to include direct engagement, relationship building and negotiation.
• Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc. Conducts customer site inspections
• Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue.
• Responds to incoming inquiries within their market segment.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Accurately forecasts group sleeping rooms and revenue for his/her groups prior to the turnover and continues to be a part for this process after the turnover.
• Creates sales contracts as required.
• Comprehends budgets as needed to assist in the financial management of department. Understands the impact of department's role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals.
• Achieve incremental market share and profitability through aggressive, strategic, well-resourced and tactically engaged pricing and channel leadership.
• Design and work within market plan
• Develop programs and promotions to drive share and expand reach.
• Meet solicitation and maintenance call requirements
• Complete all assigned paperwork
• Follow the Sales Basics
• Respond to customer needs in a timely manner
• Process paperwork to other departments in a timely manner
• Entertain clients in all outlets
• Maintain good relationships with counterparts at competing hotels
• Make outside sales calls
• Prepare appointments for sales trips and do follow up in a timely manner
• Maintain file base
• Follow up with groups after departure with Meeting Planner Survey
• Attend designated trade shows
• Maintain high level of knowledge in reference to product and competition
• Attend departmental meetings
• Build and maintain positive relations with Sales Offices across the brand
• Prepare monthly forecast on a timely basis
• Administer staff reviews on a timely basis
• Ensure financial successes of hotel by overseeing all bookings are profitable for entire hotel
• Fully participate in the annual budgeting and business planning process.

QUALIFICATIONS

• Minimum of 3 to 5 years' experience as Director of Sales and Marketing in luxury property in hospitality.
• Experience in multiple markets
• Requires knowledge of general sales techniques, yield management, and customer service skills.
• Requires effective business writing skills.
• Bachelor's Degree or university program certificate and three years related experience as sales leader.