Director of Sales, Catering and Marketing - Franchise
Hilton · Columbus
ESSENTIAL FUNCTIONS:
Responsible for financial revenue success.
- Assist in Development of annual budget, together with the hotel revenue team to determine revenue strategy; mix of sales between transient/group and ADR growth.
- Reforecast revenues and sales expenses in P3 on a monthly basis
- Oversee Contract account and build a strong relationship. Complete all Transient RFP’s and participate in rate structure.
- Actively participate in weekly Revenue management meetings.
- Analyze STR performance, focus on increasing RevPAR year over year.
- Monitor Transient account production, approve annual rate increases.
- Utilize tools; such as, Agency360, Demand360, and OTA Insight to understand market performance.
- Assist in creating booking strategies, rate strategies, free sell policy and monitor booking pace. Adjust strategies to achieve budgets.
- Reduce group liability as much as possible, ensure contract is reviewed annually.
- Review and approve business as well as concessions, ensure cut off dates are monitored and if necessary collect attrition or cancellation fees.
- Work with Sales Team to Develop a Business Plan for each market segment that position our hotels to achieve desired results.
- Ensure there are selling strategies against each hotel in our competitive set.
- Follow up on action plans with each manager to ensure they are set up to achieve their goals. Modify plans to be nimble with changing conditions.
- Assist in creating an expense budget for the year with ROI on actions; such as, trade shows, client events, marketing initiatives with third parties etc.
Lead Sales and Catering management team. Create an atmosphere that is high energy, sales focused and driven to achieve results.
- Establish quarterly and annual booking and solicitation goals. Monitor results, calculate bonuses earned and paid timely.
- Hold regular meetings with Hilton and sister hotels to ensure transparent communication with the team; weekly sales meetings, group pick up meetings, stand up meetings and one on ones.
- Develop strong sales managers. Encourage participation in any training available via the hotel Brands and industry associations.
- Celebrate successes!
- To ensure the hotels success, hold managers accountable for results; monitor bookings, timely response to leads, maintaining relationships with their clients, and prospecting calls.
- Execute annual reviews.
Ensure hotels stay top of mind by leading marketing efforts.
- Make sure social media campaigns are developed and executed; Facebook, Instagram, and The Knot.
- Respond to Social Media comments ensuring hotel is viewed positively
- Oversee both Brand and vanity website. Ensure content is current; photography and video images as well as hotel promotions. Work with hotel teams to develop packages creating landing pages, banner ads, Targeting etc.
Maintain strong positive relationships within all aspects of the market
- Develop rapport with key clients both transient, group, and meeting planners.
- Work with Hilton National Sales Managers to leverage their relationships with our clients.
- Ensure hotels are networking with industry associations; such as; MPI, ASAE, and PCMA
- Ensure hotels have a strong presence in local community; Experience Columbus, Hotels in competitive set, and Easton Town Center.
- Hold client events regularly showcasing the property
- Monitor SALT and Meeting Planner feedback.
Participate in total hotel leadership and smooth operation.
- Develop systems to foster communication between departments to deliver outstanding memorable events; such as, timely BEO distribution, Sheets Meetings, Turnover Sheets, Group Resumes, attend staff meetings and daily stand-up meetings.
- Actively work with hotel resolving client disputes working with all parties to come to best possible outcome for hotel.
- Follow accounting processes with Yardi purchase orders and invoices.
- Be a positive impact on hotel culture, building rapport with team members throughout the hotel, actively participate in team member events ensuring our team members are appreciated and focused on delivering excellent guest experiences.
- Participate in Executive Committee meetings assist in steering the hotel operation to successfully follow Olshan Properties Mission Statement.
- Partner with our key vendors maintaining our systems; such as, Amadeus (Delphi FDC), Cendyn, Cvent, Meeting Broker, Hilton Content Gateway, and Fourwinds Interactive