Director of Sales & Marketing

Overview:

Iconic history and a thoroughly modern sense of enjoyment come together at the Hilton Richmond Downtown, where genuine service and relaxed grandeur create the ultimate travel experience. A Richmond destination since 1885, the present Hilton Richmond Downtown is as storied as its past. With thoughtful amenities, exclusive partnerships, and a unique approach to service, every stay is a new chapter in the hotel’s history.

Job Summary:

Join our team as Director of Sales & Marketing and become one of the authors of our story. As part of the Hilton family, you will be responsible for managing the implementation of the hotel’s sales and strategies and achieving budgeted top-line revenue for the hotel. This role is accountable for the guest room and catering/banquet revenues, and also for maximizing profitability for the hotel and ensuring delivery of outstanding quality service for all clients. The DOSM will work closely with the revenue management and marketing teams to develop strategies to maximize RevPAR and grow market share. The ideal candidate will be organized, detail-oriented, and someone who enjoys working in a team environment, as well as leading & developing others. This role serves as a strategic member of the hotel's Executive Committee who interacts with Ownership and is expected to participate in the hotel's MOD program.

NOTE: This is a SELLING POSITION, w/Citywide Group Responsibility. We are looking for a highly motivated, proactive sales hunter.

POSITION RESPONSIBILITIES:

• Manages a team of 5 to 6 sales associates
• Manages the development of a strategic account plan for the demand generators in the market.
• Manages the property's reactive and proactive sales efforts.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Reviews the Strategic Alignment Review (STAR) report, and competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.
• Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
• Attends sales & revenue strategy meetings to provide input on weekly and overall sales strategy.
• Participates in sales calls with members of the above property Sales and Revenue team to acquire new business and/or close on business.
• Implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Maintains successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owners.
• Implements the independent brand strategy and applicable initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable the achievement of the hotel’s sales objectives.
• Training and developing sales associates
• Weekly reporting on sale production.
• Develop strong partnerships with local organizations to further increase brand/product awareness.
• Develops and manages internal key stakeholder relationships.
• Develop strong community and public relations by maintaining property participation in local, regional, and national tradeshows and client events.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Hilton Richmond.
• Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues, and concerns, to offer better business solutions both prior to, and during the program/event.
• Functions as the leader of the property’s sales department with a strong knowledge base in all segments of group and deployed transient in addition to catering and events.
• Creates effective structures, processes, jobs, and performance management systems are in place.
• Sales, Group Sales within the Sales Office, electronic lead channels, etc., and develops strong working relationships to proactively position and market the property.
• Manages the sales budget to enable the development of property-specific campaigns, promotions, and collateral to drive revenue and meet property objectives.
• Manages the sales expenses.
• Manages remote sales managers.

Minimum Requirements:

• Bachelor's degree preferred.
• Preferred 3-5 years experience as a Director of Sales in a full-service hotel.
• Seasoned Senior Sales Manager or Assistant Director of Sales, welcome to apply
• Experience in Banquets/Catering needed.
• Delphi FDC, Knowland, CVENT, Meeting Broker, Agency 360, Hilton OnQ experience preferred.
• Professional image that falls within the hotel and company guidelines for appearance & dress.
• Excellent reading, writing & oral proficiency in the English language.
• Strong follow-up & ability to meet strict deadlines.
• Good organizational & communication skills.
• Strong attention to detail.
• Ability to multi-task, and high level of creativity.
• Ability to negotiate, organize, delegate & work under pressure.

WORK SCHEDULE: Must be flexible to work long and irregular hours, including some weekends and evenings.

WORK ENVIRONMENT: Fast-paced work environment which requires the ability to manage multiple projects at a detailed level. Many of the job duties are time-sensitive and have strict deadlines for completion. Will be required to work onsite at the hotel; not a work-from-home (or) hybrid opportunity at this time.

MORE REASONS TO CHOOSE US:

• Virginia Green Hotel, Re-Certified 2024; green hotel of the year 2021
• Composting with National Organic Processing Enterprises since 2010
• Tesla and universal charging stations & bike racks on-site
• Quarterly blood drives sponsored at hotel
• Make-A-Wish host hotel
• Donates items to Habitat for Humanity, Doorways, SPCA & others so they can be repurposed vs trash
• Bi-annual participation w/”Tourism Picks-Up” events – local trash clean-up supporting “Keep Virginia Beautiful”
• Host to J1 students from various countries throughout the world

Competitive Benefits Package includes: 401(k), 401(k) matching, Medical, Dental & Vision Insurance, Company Paid Life & ADD Insurance, Voluntary Life & ADD Insurance, Ancillary Options, Pet Insurance, Direct Deposit, Flexible Spending Accounts, and Health Savings Account. You will also enjoys benefits like hotel & other discounts, paid time off, tuition reimbursement, an employee assistance program, and more!

EOE/M/F/V/D