Director of Sales and Marketing

Company Description Fairmont Breakers is a beloved feature of the Long Beach skyline, a historic landmark with a character and soul of its own. Originally opened in the roaring twenties as a lavish hotel on the waterfront, Breakers was a sought‑after destination for world‑famous stars. Following an extensive renovation, Fairmont Breakers returns as Long Beach’s only luxury hotel, restoring one of California’s most storied properties to its original grandeur. It offers 185 boutique rooms and suites; a rooftop pool and terrace; an open‑air rooftop lounge with views of the Pacific; a blissful two‑story spa, wellness and fitness centre; dining venues and bars including a live jazz club; and 10,000 square feet of indoor and outdoor function space. Whether exploring the comforts of elevated coastal Italian cuisine in Nettuno or dining among the stars with champagne and caviar in Sky Room, Fairmont Breakers aims to delight all of your senses with artful surroundings and innovative offerings from our culinary team. Job Description Develop and execute short‑ and long‑term sales and marketing strategies to achieve revenue, profitability, occupancy, ADR, and market share goals. Lead the creation and implementation of the annual Sales & Marketing Business Plan and budget. Identify new market opportunities, business segments, partnerships, and revenue streams to drive hotel performance. Maintain comprehensive knowledge of market trends, economic conditions, competitor activity, and demand drivers impacting hotel performance. Collaborate with Executive Committee members to align commercial strategies with operational objectives and guest experience standards. Drive group, transient, catering, leisure, entertainment and corporate business to maximise total hotel revenue. Partner with Revenue Management to develop and execute pricing, inventory, forecasting and segmentation strategies. Analyse booking pace, market share, demand trends and business mix to identify opportunities and implement corrective actions as needed. Participate in total revenue management initiatives impacting Rooms, Food & Beverage, Catering, Spa and ancillary revenue streams. Lead contract negotiations and secure strategic partnerships that support revenue growth and brand visibility. Direct all sales activities to achieve established revenue goals and budgeted performance. Establish sales targets, account strategies and prospecting plans for all sales team members. Conduct regular sales meetings, pipeline reviews, account evaluations and business development planning sessions. Support client engagement through site inspections, presentations, industry events, trade shows and sales missions. Maintain strong relationships with key accounts, meeting planners, travel advisors, corporate clients and community partners. Develop and oversee integrated marketing plans that strengthen brand awareness and drive demand. Direct digital marketing, public relations, social media, advertising, promotional campaigns and content strategies. Ensure all marketing initiatives align with Fairmont brand standards and luxury positioning. Monitor campaign performance and ROI, adjusting strategies and budgets to maximise effectiveness. Collaborate with corporate, regional and agency partners to execute marketing initiatives and enhance market presence. Recruit, develop, coach and retain a high‑performing Sales & Marketing team. Establish performance goals, conduct evaluations and create development plans for team members. Foster a culture of accountability, collaboration, innovation and exceptional service. Ensure all team members are properly trained on sales systems, policies, procedures and brand initiatives. Promote colleague engagement and support succession planning within the department. Develop and manage departmental operating budgets and expense forecasts. Monitor sales and marketing expenditures to ensure fiscal responsibility and return on investment. Prepare and present revenue forecasts, business reviews, performance analyses and strategic recommendations. Utilise data analytics and reporting tools to measure success and guide decision‑making. Maintain accurate records, reports, contracts and business documentation. Serve as a visible ambassador for Fairmont Breakers Long Beach within the local community and hospitality industry. Build relationships with tourism organisations, convention and visitor bureaus, local businesses, community groups and industry partners. Represent the hotel at industry functions, networking events, trade shows and community engagements. Support initiatives that enhance the hotel’s reputation as Long Beach’s premier luxury destination. Ensure compliance with all company policies, brand standards and legal requirements. Maintain proficiency with all sales, marketing, CRM and reporting platforms utilised by the hotel. Perform other duties and special projects as assigned. Qualifications Bachelor’s degree in Hospitality Management, Business Administration, Marketing, Communications or a related field required. Equivalent combination of education and experience may be considered. Minimum of five (5) years of progressive experience in hotel sales, catering, marketing or commercial operations, including at least three (3) years in a leadership or management role within a full‑service hotel. Luxury or upper‑upscale hospitality experience strongly preferred. Demonstrated success in developing and executing sales and marketing strategies that achieve revenue, occupancy, ADR and market share objectives. Experience managing multiple market segments including group, corporate, leisure, transient, catering and special events. Strong knowledge of hotel sales, marketing, revenue management principles, market segmentation, yield management and cost controls. Excellent leadership, coaching, mentoring and team development skills. Strong analytical, organisational, problem‑solving and decision‑making abilities. Ability to develop strategic business plans and successfully execute initiatives that drive revenue growth. Exceptional verbal, written, presentation and negotiation skills. Ability to build and maintain strong relationships with clients, ownership, colleagues, community partners and industry organisations. Demonstrated ability to manage multiple priorities while maintaining attention to detail, accuracy and deadlines. Ability to exercise sound judgement, maintain confidentiality and handle sensitive business information. Self‑motivated with the ability to work independently and collaboratively in a fast‑paced environment. Strong financial acumen with experience preparing budgets, forecasts and business performance reports. Ability to adapt quickly to changing business conditions and operational priorities. Proficient in Microsoft Office Suite, including Word, Excel, PowerPoint and Outlook. Working knowledge of hotel property management, sales, CRM and catering systems such as Opera Cloud, Delphi/Opera Sales & Catering or comparable platforms. Experience utilising reporting, forecasting and business intelligence tools to analyse performance and identify opportunities. Ability to learn and effectively utilise company‑specific software, reporting systems and technology platforms. Excellent command of the English language, both written and verbal. Ability to perform basic business mathematics and financial analysis. Ability to travel locally and occasionally outside the market for client meetings, industry events and sales activities. Ability to work a flexible schedule, including evenings, weekends and holidays, based on business needs. Additional Information What is in it for you: Salary range: USD $175,000-$185,000 gross per annum Discounted hotel rooms and food & beverage rates to employees at our sister properties around the globe. We provide learning programmes through our Academies to promote growth and development so that you can perform at your full potential. Opportunity to develop your talent and grow within your property and across the world! Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21 and WATCH Accor is proud to be an Equal Opportunity Employer EOE/M/F/V/D. We provide an environment of trust, respect and integrity. A home away from home. Where diversity and inclusion are celebrated. Privacy and personal information are protected. Through Accor’s Employee Value Proposition, we ensure fair treatment and a workplace free from discrimination & harassment. Our commitment to Diversity & Inclusion: We are an inclusive company and our ambition is to attract, recruit and promote diverse talent. We commit to a future where diverse identities are celebrated, and equitable and inclusive practices are woven into the fabric of everything we do as an organisation. #J-18808-Ljbffr