Area Director of Sales & Marketing

Hotel:
Concord Embassy Suites

Area Director of Sales & Marketing

Full time

Atrium SPIRIT - where teamwork, passion and appreciation ignite service excellence

The 308 room, 42,000 sqft of meeting space, Embassy Suites Charlotte Concord Golf Resort and Spa, is located n ext to the Rocky River Golf Course, we're linked to Concord Convention Center and a mile from the Charlotte Motor Speedway. The hotel offers a Golf Course, full-service Spa Botanica, fitness center and the Rocky River Grille.

At Atrium Hospitality, we want our associates to have positive experiences; and we strive to bring to life a culture that promotes six simple values that drive us to be better for our associates and our guests.

The Area Director, Sales & Marketing (ADOSM) position is to provide full cycle sales leadership from top line revenue generation for home hotel and assigned portfolio.

The ADOSM serves as the property level DOSM, as well as above property oversight of a portfolio of hotels, providing direction, guidance, support, mentorship, leadership, and training to the DOSMs and Sales Teams of the assigned hotel(s).

Work Performed:

The Area Director, Sales & Marketing will be tasked with the following duties, responsibilities, and assignments for the home hotel:
  • Talent Acquisition and Development: Oversee the recruitment, interviewing, and onboarding process for Sales Associates. Provide comprehensive training and development to enhance team capabilities.
  • Vigorous Pursuit of Business Opportunities: Drive the sales team's active and determined pursuit of all suitable business opportunities, encompassing both on-site and remote (Enterprise Sales Organization) members. This includes prompt lead response, proactive customer outreach, and fostering strong relationships. As the Director of Sales & Marketing, take direct accountability for meeting and exceeding the team's productivity Goals.
  • Leadership in Proactive Business Acquisition Initiatives: Oversee the hotel's strategic solicitation activities, focusing on the Monday Morning Routine, dedicated to seeking new business opportunities. Organize and prioritize Monday mornings to effectively collect and distribute leads to the sales team, utilizing a range of prospecting tools to enhance weekly business development efforts, dubbed "Maximize the Hunt." Assign new business development to the on-property team and delegate repeat business solicitation opportunities to the Enterprise Sales Team (ESO). As the Director of Sales & Marketing, hold responsibility for the outcomes of these solicitation efforts.
  • Client Engagement and Negotiations: Facilitate client site visits, handle on-site negotiations and meetings, and coordinate pre-and post-conference activities, ensuring client satisfaction and business success.
  • Revenue Strategy Leadership: Collaborate with the General Manager and Director of Revenue Management to develop and implement pricing, inventory, and marketing strategies, contributing to revenue optimization.
  • Sales and Marketing Integration: A crucial link between the property and the Enterprise Sales Organization, oversee the strategy communication, hotel updates, and the authorization of sales contracts.
  • Comprehensive Oversight of Hotel Marketing: Assume full accountability for the hotel's marketing activities, guaranteeing that all content is up-to-date, precise, and effectively portrays the hotel's image and offerings. This encompasses managing a broad spectrum of marketing channels, including both print and digital mediums, crafting appealing catering menus, engaging audiences through social media posts, monitoring and responding to online reviews, and ensuring that all content - text, images, and videos - on both brand-owned and third-party websites accurately reflects the hotel's brand and standards.
  • Community Involvement: Actively participate in local community activities, including memberships in organizations and involvement in charitable and business events, to enhance the hotel's presence and reputation.
  • Team Management and HR Responsibilities: Supervise Sales and Events associates at the property level. Ensure understanding of employment practices, handle employment decisions, support performance management, and uphold the company's Core Values.
  • Financial Leadership in Sales: Lead the sales team in forecasting Group and Catering Revenue. Participate in the annual budget process, financial reviews, and update Strategic Selling Guidelines as required.
  • Meeting Participation and Leadership: Engage in mandatory company meetings such as daily Operations, Business Review, Revenue Strategy, and other key meetings. Lead proactive sales initiatives and events.
  • Hosting or participating in proactive sales initiatives and events.

Area DOSM Responsibilities: Assigned Portfolio of Hotels (Portfolio Max 1-2 additional hotels)
  • Strategic Revenue Enhancement for Each Hotel: Guide each hotel in your portfolio to formulate and implement strategies aimed at amplifying revenue and maximizing profitability.
  • Regular DOSM Coordination Meetings: Conduct one-on-one meetings with the Director of Sales & Marketing (DOSM) of each hotel, scheduled weekly or bi-weekly, tailored to the DOSM's expertise level and the specific needs of the hotel.
  • Coordinate with DOSM Vigorous Pursuit of Business Opportunities: Drive the active and determined pursuit of all suitable business opportunities by the sales team, encompassing both on-site and remote (Enterprise Sales Organization) members. This includes prompt lead response, proactive customer outreach, and fostering strong relationships. As the Area Director of Sales & Marketing, take direct accountability for meeting and exceeding the team's productivity Goals of assigned portfolio.
  • Monthly Sales Performance Analysis: Engage in a comprehensive Sales Month End Review for each hotel on a monthly basis. Analyze the pace of Group & Catering bookings and overall Sales Productivity, identifying areas for improvement or realignment. Develop enhancement plans in collaboration with the General Manager (GM) and DOSM, and relay key insights and recommendations to the Vice President (VP) of Sales & Marketing.
  • Utilization of Sales Tools and Resources: Ensure active engagement with all available brand and vendor sales tools and resources. Maintain an up-to-date understanding of these tools and encourage the sales team to fully leverage brand and Atrium initiatives.
  • Goal Setting and Sales Support: Aid the Sales Team in establishing and adjusting goals, providing necessary support for direct sales efforts, and facilitating the reallocation of targets as required.
  • Oversight of Proactive Solicitation Efforts: Ensure that proactive solicitation activities are consistently carried out for the assigned portfolio, focusing on the Monday Morning Routine for new business hunting. Oversee the DOSM's efforts in gathering and allocating leads to the sales team, including both on-property and Enterprise Sales Organization (ESO) teams, with accountability for the solicitation outcomes.
  • Collaborative DOSM Management: Work in tandem with the GM and VP of Sales & Marketing on DOSM-related matters, including hiring, training, and setting strategic direction. Participate in crafting Performance Improvement Plans and address any performance issues in collaboration with the GM and VP.
  • DOSM Orientation and Ongoing Training: Facilitate the induction and comprehensive training for new DOSMs, either new hires or internal promotions. Conduct regular training refreshers and performance reviews with existing DOSMs
  • Regular Property Visits: Conduct at least one visit per quarter to each assigned property, with more frequent visits to nearby hotels as necessary. In cases where increased in-person support is required, consider reassignment of the hotel to the VP of Sales & Marketing.
  • Role Adaptation in Select Service Hotels: In scenarios where assigned portfolios are Select Service hotels without an on-site DOSM, assume the DOSM responsibilities of home hotel, for all assigned portfolio.
  • Flexible Hotel Assignment Management: Adjust hotel assignments as per the evolving needs of the company, ensuring optimal support and management.


Qualifications:

Required Prior Experience:

5+ years of hotel or industry related experience

Proven performance achieving individual and team sales productivity goals

Preferred Prior Experience:

5+ years of hotel sales and marketing experience

3+ years successfully directing a sales, catering or similar team

A strong working knowledge or experience with the Group, Negotiated Transient and Social Event segments

Required Education:

Bachelor's degree in related field or equivalent experience

Required Technology:

Demonstrated experience with industry specific sales programs including Microsoft Office, Delphi.fdc, and/or CI/TY, particularly in detailing Banquet Event Orders (BEOs)

Preferred Technology:

Working knowledge of ProfitSword forecasting

Workday

Travel:

5% travel requirement

Physical:

8+ hours at a desk/computer

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When you're an Atrium Associate, you're a part of a crucial workforce providing the ultimate 'Home Away From Home' for our guests. We know that it takes a lot of time and effort to provide these exceptional experiences, so we reward your efforts with a competitive compensation plan and other benefits and perks that allow you to offer your best to our guests. These benefits include:
  • Daily Pay
  • Significant Travel Discounts on Marriott and/or Hilton properties
  • 401k Plans
  • Medical Insurance
  • Other property specific benefits


Plus, we make sure you can grow your career the way you want to through Internship programs, training and development and over 80 hotels that offer incredible opportunities for career driven associates.

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Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

Atrium Hospitality provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Atrium Hospitality brinda igualdad de oportunidades de empleo a todos los empleados y aplicantes de empleo y prohíbe la discriminación y el acoso de cualquier tipo sin distinción de raza, color, religión, edad, sexo, origen nacional, estado de discapacidad, genetica, estado de veterano protegido, orientación sexual, genero de identidad o expresión, o cualquier otra característica protegida por las leyes federales, estatales o locales. Esta política se aplica a todos los terminos y condiciones de empleo, incluido el reclutamiento, la contratación, la colocación, la promoción, la terminación, el despido, el retiro, la transferencia, las licencias, la compensación y la capacitación.

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