Director of Sales & Marketing (Local Hire)

The Director of Sales & Marketing (DOSM) is responsible for leading and driving the Hotel's overall sales, marketing and commercial strategy to maximise revenue, market share, profitability and brand positioning.

The position develops and executes strategic sales and marketing plans aligned with the Hotel's business objectives, market opportunities and annual budget. The DOSM leads the Sales & Marketing team in achieving room revenue, occupancy, ADR, RevPAR and total revenue targets, while strengthening the Hotel's market presence and competitive position.

Responsibilities

• Is required to instill a yield philosophy ensuring that account profitability is being evaluated, and guiding sales force deployment.
• Ensures that full support and commitment is provided to all aspects of the Sales Contract development and implementation.
• Is instrumental in leading customer interaction for key accounts and site inspections, and to be included in all actions for key accounts.
• Preparation and planning of the Integrated Pricing Grid, Annual Marketing Plan, Departmental Sales Objectives and all factors relating to the S&M Annual Budget, the Strategic Business Plan, Marketing Capex plan and control methodology.
• Is actively involved in the monthly outlook / forecast for revenues and related expenses and ensures accuracy within a +/-5% variance.
• At all times, to express your point of view on any topic, either in written form, verbal communication, singly or in a group format, and never feel intimidated to put forward any ideas that might come to mind. Participation is key to group success.
• Demonstrate effective leadership and strategic management skills in order to drive business results, while demonstrating effective verbal and non-verbal communication skills.
• Drive revenue performance and market share through comprehensive analysis and proper pricing and mix management in all distribution channels.
• Assist and leverage Revenue Management applications/reports (PMS, forecasting tools, Revenue Management Optimization tools, Competitive Reports, Market Share data) to maximize hotel revenues.
• Develop and clearly communicate to the sales team strategic vision to drive revenue and improve Hotel performance multi-discipline discussions/activities, where applicable.
• Interact across functions within the Hotel, corporate Onyx team and Owner.
• Lead weekly property strategic sales meetings with the Sales force with Revenue and eCommerce.
• Active/contributing member to the Executive Committee.
• Humble and hardworking individual.
• Consistent leader willing to hit the road to get the business.
• Personality that represents and lives the brand and its values.
• Drive employee experience and operational efficiency.

Develop key initiatives and full understanding of the below:

• Analysis of competition
• Source of Business
• Occupancy trends
• Room rate trends
• Top commercial producers
• Good knowledge of Top travel agency producers
• Manage city ledger/aging (review latest credit meeting minutes)
• Marketing strategy
• On Line Marketing
• Corporate Rate Program i.e Rate Structure and Production and effectiveness

Revenue Management:

• Understands he/she has the responsibility for driving key strategic revenue management, pricing and distribution decisions through the Revenue Management function, to ensure maximum profit for the hotel.
• Takes strategic leadership for managing the delicate balance between sales and revenue management in matters such as key account pricing and tradeoff decisions. Hence, ensuring a good balance of short and long stay guest maximizing profits
• Ensures an approach toward total revenue maximization with the help of the Revenue Management function to determine optimization strategies for all revenue generating areas of the hotel.
• Establish or Partner in Marketing programs and incorporates participation in corporate brand marketing promotions.
• Is responsible for the driving of all sales and marketing activities to ensure optimisation of market share.
• He/she is a brand champion at the Hotel to drive adherence to brand standards.

Qualifications

• Bachelor's degree or Diploma in Hospitality Manager, Hotel Manager, Business Administration, Marketing, Sales or related discipline.
• Minimum 8–10 years of relevant hotel Sales & Marketing experience.
• At least 3–5 years in a senior leadership role, preferably as Director of Sales & Marketing, Director of Sales, or equivalent.
• Strong experience in 4/5-star hotels, branded hotels, resorts, or international hotel groups preferred.
• Proven experience managing corporate, leisure, MICE, group, government and wholesale segments.
• Experience in developing and executing annual sales & marketing plans and budgets.