Sales/Marketing Manager at BWC Hotels

Job Description

• We are recruiting a Sales/Marketing Manager for a 5-Star Hotel that has 130 Rooms with about 120 staffs.
• The incumbent will provide hands-on sales, marketing, and channel strategy and reports to the General Manager by developing strategic action plans for hotels to drive measurable, incremental sales revenue.
• Work with individual hotel teams to identify skill development areas and properly deploy sales and marketing resources.
• Provide guidance on the appropriate segmentation mix to maximize revenue potential.
• Identify areas of opportunity in performance and recommend tools and sales training to optimize performance of sales team.
• Assist in identifying target account and potential for each hotel.

Main Responsibilities

• To guarantee a unified and seamless process to hotels and clients. Partner with Franchise Revenue team on sales and revenue strategy.
• Develop relationships with key counterparts in category 1 management companies.
• Diagnose root cause of issues at hotel(s), prioritize information and create specific action plans based on data analyses to deliver incremental revenue and improve market share.
• Analyze and interpret market research data, identify gaps in performance to determine hotel (s) strengths and weakness relative to its competitors.
• Based on hotel assessment determine appropriate consultation with key stakeholders, management companies, and/or hotels (including GM and Director of Sales), either over the phone or through an in person visit.
• Develop tactical and strategic sales and marketing plans with the hotel, owner, and/or management company designed to maximize hotel revenues from local, regional, and national markets, to drive hotel-level sales performance, and market share position.
• Assess the current deployment of the sales organization to ensure the team is deployed and aligned with segmentation mix and goals are set accordingly to maximize revenue segmentation strategies.
• Identify potential clients and assist the local sales team in developing account penetration plan.
• Accompany sales team on sales calls to potential clients to assist in development of the account and to access the effectiveness and sales skills of the sales person.
• Assess additional training needs based on data gathered and interaction with sales team from property visits.
• Review training and tools to improve sales processes that drive performance, improve sales and marketing efficiency and build a stronger sales culture.
• Consult with the local sales team on best practices, sales tools, and brand information to enhance the sales process and penetrate specific market segments and key accounts.
• Assess current channel strategy and consult with hotels on necessary actions to drive revenue through channel optimization.
• Advise on future channel strategy to maximize conversion (e.g., web content, photos, channel-based pricing packages)
• Develop S.M.A.R.T. action plans with hotels and document in appropriate reporting tool.

Requirements

• Education - Bachelor's or Master's Degree in Hotel Management, Business, or a relevant field of work is preferred. Alternatively, an equivalent combination of education and work-related experience in hotel operations.
• Experience - 8+ years progressive work-related experience, with at least 5 years in hotel operations management or relevant sales and marketing which includes the development and execution of tactical sales programs (business plans) and regional or multi-hotel corporate experience a plus.

Technical skills and Knowledge:

• Demonstrated ability to adapt consultation based on the complexity of the hotel, from limited service to full service and extended-stay products
• Ability to quickly build trusted relationships with owners, hotels, and internal stakeholders in a limited amount of time.
• Demonstrated knowledge of marketing and sales principles, including channel strategy.
• Demonstrated ability to interpret hotel performance data, and diagnose root causes of issues and develop action plans tailored to individual hotel/account needs that drive incremental revenue and market share.
• Demonstrated ability to understand competition in a market and identify gaps in hotel’s performance to competitors and execute a strategy to drive performance.
• Demonstrated understanding of hotel’s business mix and the ability to develop segmentation strategies and plans.
• Demonstrated understanding of daily/weekly/monthly/seasonal demands, booking patterns and pricing.
• Ability to identify demand generators.
• Demonstrated ability to advise and assist in development of business travel strategy and execution of the RFP process to improve revenue performance.
• Demonstrated knowledge and ability to interpret data from resources and systems that provide insight on business travel accounts and travel agencies at top producing hotels in market.
• Demonstrated experience in working with hotels individually to develop account plans to increase share of business.
• Demonstrated experience in strategy for properties in various market situations, such as depressed market, new hotel development, and maintaining markets.
• Demonstrated knowledge of hotel operations.
• Ability to influence hotel leadership and owners to improve hotel performance.
• Demonstrated effective verbal and written communication skills, including ability to lead difficult conversations, manage resistance, and consult with hotels in a virtual or in-person/live setting.
• Demonstrated attention to detail and ability to manage multiple tasks