POSITION PURPOSE
Overall responsibility for total revenue and yield strategies, implementation and results including group and transient rooms, group food and beverage, meeting room rental, local catering. Strategies will include market mix, pricing, status, direct sales, marketing, and acquisition status and results. Maximize profitability for the hotel and outstanding quality service for the customers. Accountable to market performance and potential performance as well as budget, forecast, and target goals. Participate in total hotel management as a member of the hotel Executive Committee.
ESSENTIAL FUNCTIONS
AVERAGE % OF TIME
35% Direct and manage all group, transient, and catering/banquet sales activities to maximize revenue for the hotel.
15% Prepare, implement and compile data for the strategic sales plan, monthly report, annual goals, sales and marketing budget, forecasts and other reports as directed/required.
15% Develop rates, group ceilings and deployment strategies through review of competitive data, demand analysis and mix management.
10% Recruit, direct, manage, train and counsel sales staff. Oversee departmental matters as they relate to federal, state and local employment and civil rights laws.
10% Actively participate in sales presentations, property tours and customer meetings.
10% Conduct/attend daily business review meetings, weekly strategic sales meetings, management meetings and other meetings as required/ requested.
5% Manage/direct all advertising, public relations and promotional activities.
Other:
Regular attendance in conformance with the standards, which may be established from time to time, is essential to the successful performance of this position. Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.
Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.
Upon employment, all employees are required to fully comply with hotel rules and regulations for the safe and effective operation of the hotel’s facilities. Employees who violate hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment.
SUPPORTIVE FUNCTIONS
In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:
- Professionally represent the hotel in community and industry organizations and events.
- Participate as team player with other key executive members.
- Provide constructive feedback to all departments and to hotel sales and marketing staff.
- Be a leader and role model to all employees.
- Additional duties as necessary and assigned.
SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES
The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills and abilities:
- Must be able to speak, read, write and understand the primary language(s) used in the workplace.
- Must be able to read and write to facilitate the communication process.
- Requires good communication skills, both verbal and written.
- Most tasks are performed in a team environment with the employee acting as a team leader. There is minimal direct supervision.
- Must possess basic computational ability.
- Must possess computer skills, including, but not limited to, use of Microsoft Word, Excel and Fidelio
- Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required.
- Extensive knowledge of sales skills.
- Ability to assess/evaluate employees performance fairly.
- Extensive knowledge of revenue management.
- Ability to recruit, supervise, train and motivate multiple levels of managers.
- Knowledge of hotel and competitive market.
- Ability to analyze data and establish appropriate action plans.
- Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA.
Physical Demands
- Most work tasks are performed indoors. Temperature is moderate and controlled by hotel environmental systems.
- Must be able to sit at a desk for up to five hours per day. Walking and standing are required the rest of the working day. This includes travelling to and from meetings and may include air travel. Length of time of these tasks may vary from day to day and task to task.
- Must be able to exert well-paced ability to maneuver between functions occurring simultaneously.
- Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis.
- Must be able to lift up to 15 pounds occasionally.
- Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.
- Talking and hearing occur continuously in the process of communicating with guests, supervisors and subordinates.
- Vision occurs continuously with the most common visual functions being those of near vision and depth perception.
- Requires manual dexterity to use and operate all necessary equipment.
- Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, electric typewriter, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed.
QUALIFICATION STANDARDS
Education
Bachelor's Degree preferred or equivalent experience.
Experience
Five to seven years of sales and marketing leadership in similar size operation preferred.
Licenses or Certificates
Not applicable.
Grooming
All employees must maintain a neat, clean and well-groomed appearance per standards.
This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.