Luxury 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. www.highgate.com

The Director of Sales and Marketing is responsible for directing, coordinating, training and supervising the Sales Managers, Catering Manager(s) and Sales/Catering Administrators/Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues and Catering revenues meet or exceed budget to maximize revenue and profitability, and to improve the hotel's performance in the marketplace. He/she is also responsible for overseeing all marketing initiatives for the hotel, including managing hotel relationships with third party agencies that support Reservations, Public Relations, Social Media, and Luxury consortia programs.

Supervise, administer and ensure timely completion of all activities of hte Sales & Marketing Department.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, VIP Services, and Reservations.
• Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales and marketing team.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Meet or exceed set goals
• Operate the Sales and Marketing Department within established sales and marketing expense budget.
• Participate in required M.O.D. and Saturday office coverage as schedule
• Be responsible for developing a Manager in Development (MID or DOSID) as assigned by the Corporate including sign-off on all competencies, and assist in his/her placement.
• Coordinate group, transient and catering bookings to maximize profits.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market and ensure that the Sales Team is held accountable for those accounts within their respective territories.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Administer training in the Sales, Marketing, and Catering departments, according to Highgate Hotel standards.
• Assist in the preparation of required reports in a timely manner.
• Conduct weekly sales meetings according to Highgate Hotel standards.
• Develop quarterly KRA's, and review the KRA process with the Sales and Catering Team to ensure that deadlines are met.
• Conduct daily Highgate Hotel Business Review (HHBR) meeting with Sales and Catering, operations staff and General Manager.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy, Average Daily Rate (ADR) and Banquet and Catering revenues.
• Conduct all Sales, Marketing, and Catering Team Performance Appraisals according to Highgate Hotel SOP's.
• Motivate, coach, counsel and discipline all Sales, Marketing, and Catering department personnel according to Highgate Hotel SOP's.
• Review meeting planner evaluations as received to ensure that any problems are rectified.
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
• Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
• Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits, and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
• Ensure that Sales and Catering Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments and executing sales calls.
• Coordinate the preparation of complete and accurate end-of-month reports, according to Highgate Hotel SOP's. Ensure that Sales Managers can explain the importance and components of the report.
• Coordinate preparation of the annual revenue budget.
• Coordinate preparation of the annual Marketing Plan.
• Coordinate and direct preparation of the monthly Rooms revenue reforecast for the current and upcoming months and assist in ensuring accuracy within 5% margin of error.

• Bachelor's degree preferred in Marketing
• At least 6 years of progressive hotel sales experience in a leadership role in a luxury/lifestyle hotel, preferably in an independent hotel/resort environment.
• Pre-opening sales and marketing experience in a luxury/lifestyle hotel, experience in recruiting and building high performing sales and marketing teams.
• Must have a driver's license in the applicable state.
• Must be proficient in Windows, Company approved spreadsheets and word processing