Director of Sales and Marketing

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THE IMPACT OF THIS ROLE

Responsible for the hotel Sales & Marketing function, the relationship and coordination between the hotel Sales & Marketing Division, Rosewood Hotels & Resorts and Rosewood Hotel Group Commercial team. Maximize total hotel revenue market share and optimize profit return. Sets and develops strategies for the Sales & Marketing division aligned with organizational vision and future aspirations. Takes a long-term and big-picture view of the business. Communicate compelling visions and translate that into plans and actions.

KEY RESPONSIBILITIES

Financial

· Demonstrate sound business acumen by keeping up to date with market trends and industry dynamics. Identify business opportunities for the organization. Demonstrate financial awareness by thinking in terms of profits, loss and added value. Deliver tangible business results.

· Keep abreast of newest trends and innovations in the hospitality industry, maintain an awareness of competitor activity/consumer trends and recommend actions to ensure that the Hotel remains a forerunner in its marketplace.

· Actively promote the services and facilities available to guests within the hotel and Rosewood Hotels & Resorts, maximizing revenue from other outlets.

· Provide feedback to Senior Commercial Director on all methods of preopening strategies, which includes opening rate, advertising, sales promotion, personal selling, publicity, community relations, special sales projects, etc.

· Review marketing and sales budgets and allocated expenditures for the hotel to ensure most effective use of funds available to support hotel opening campaigns.

· Work closely with Director of Revenue Management in the development of effective marketing and sales strategies and plans to ensure rate and occupancy objectives are achieved.

· With direct report Department Heads prepare annual budgets, with full back up, for designated areas and propose/justify to the Managing Director and Director of Finance.

· Monitor annual department budgets with Heads of Department throughout the year, reporting reasons for all variances of actual versus budget and recommending and implementing appropriate actions.

· Conduct comprehensive monthly departmental meetings to include review of Profit and Loss, core programmes, guest issues, strategic development, future activities, etc.

· Implement strategies to increase both room yield and RevPar, liaising with the Director of Revenue Management to ensure overall revenue maximisation.

· Ensure the Events Sales and Sales teams are updated and have sufficient financial acumen to understand the business needs and selling strategies.

Operations

· Take initiative and ownership of making decisions and actions timely and independently. Take calculated risks and makes considered decisions based on information and intelligence across the organization.

· Participate in sales trips, entertaining, hotel show rounds, familiarisation tours, meetings etc.

· Develop the overall hotel Marketing Plan and ensure strategies, initiatives and action plans are well executed in a timely and professional manner.

· Provide a professional, advisory support service to the Senior Commercial Director on brand related initiatives.

· Ensure that all brand standards and values are maintained at all times, by all stakeholders; Managing Director, Executive Committee Members, Sales & Marketing Team, etc.

· Work closely with Corporate Distribution Channel Manager in developing clear channel strategies; fully utilize Rosewood Hotels and Resorts Marketing support system to maximize business opportunities.

· Work with the Brand & Communications team in the development of hotel collateral, advertising and sales campaign, which support the achievement of profitability objectives for the hotels with the established brand values.

· Recommend to Managing Director and Senior Commercial Director the kind of advertising which will be most productive for the hotel by analysing the market effectiveness of competitor advertising campaigns and consulting with the Advertising Agency.

· Develop a Public Relations Activity Chart with inputs from Corporate Communications to ensure high awareness of the hotel in the local and national media.

· Maintain good communication with all regional Sales and Marketing personnel including Rosewood Hotels and Resorts and support all corporate initiatives.

· Work with Market Analysis to provide competitor information for strategy planning, conduct customer research and review the market assessment studies for new development and pre-opening hotels

· Ensure a holistic synergy in the use of hotel pre-opening support systems, technology and sales practices for future templates as best practices.

· Review and provide input to the annual business plan and longer-term strategic plans of the hotel, ensuring these are in line with the Group’s sales and marketing goals and overall objectives of the Company.

Team

· Through people leadership, provide others with a clear direction and set appropriate standards of behavior. Motivate and empower others by delegating work appropriately. Provide associates with development opportunities and support. Build capable and diverse teams.

· Foster the development of a positive work environment for all associates. Mentor all levels of associates through formal and informal meetings, discussions and performance feedback.

· Establish and maintain effective internal communication and meeting structures to ensure optimum teamwork and productivity.

· Proactively drive high levels of associate engagement by ensuring regular conversations and communication through department meetings, one to ones, performance appraisals and all associate meetings.

· Foster a culture of recognition by promoting hotel recognition programmes and divisional incentives.

· To maintain discipline within the Hotel and conduct disciplinary and grievance interviews with all relevant associates and as and when required with the Talent & Culture Department.

· Operate an efficient and well organized division, ensuring all associates are well trained and highly motivated.

· Take an active role in ensuring compliance with training requirements in conjunction with Talent & Culture.

· Actively participate in recruitment and succession planning, ensuring the right people are in the right roles, to meet both current and future needs.

· Model the company culture, vision, mission and core values at all times, actively driving the vision and values across the hotel.

CRITICAL SKILLS & QUALIFICATIONS

· Well-developed leadership competencies:

o Initiative- ability to decide and initiate action.

o Strategic thinking- ability to formulate strategies and methodically solve problems.

o Business acumen- entrepreneurial mindset and commercial thinker.

o People leadership- leads by example, promoting a clear sense of purpose to associates.

· Excellent communication and presentation skills (written / verbal).

· Effective relationship management and influencing skills (internal / external)

· Strong guest centricity skills.

· Display and understanding of all markets in region of oversight.

· Bachelor’s degree or equivalent in Hotel Management, Business degree or equivalent experience.

· Experience at a senior management level within Sales & Marketing division