A career with us will be a rewarding one because we aim for a collaborative culture of excellence. Our Associates take pride in the work they do and, in return, we take pride in them. We know that great teamwork lies at the heart of our success and of our guests’ satisfaction. We set high expectations for our Associates, based on the Millennium core values of mutual respect, honesty, innovation and accountability and will provide you with opportunities to grow, both professionally and personally.

Position Overview
As our Director of Sales and Marketing you will develop and implement a strategic sales plan that maximizes profitability for the hotel and outstanding quality service for customers.

Responsibilities

• Completes market research and analysis for the hotel’s strategic planning sessions.
• Completes the annual marketing plan for submission to the corporate office.
• Identifies critical marketing issues and develops appropriate plans to react to changing market trend and conditions.
• Takes initiative to develop new approaches, markets and solutions in developing advertising, promotions, and marketing campaigns.
• Fosters an effective partnership with hotel’s ad agency to plan, set objectives, communicate results, and evaluate ROI to maintain a good expense: return ratio within budget guidelines.
• Insures ad campaigns developed are well targeted, well executed, support hotel positioning and are shared with the hotel staff and the corporate office.
• Communicates with local media sources to co-op/partner with them in developing special promotional opportunities as media trades.
• Develops public relations efforts to support the hotel’s marketing priorities to generate incremental revenue for the hotel.
• Structures hotel’s marketing efforts according to the needs, preferences, and buying patterns of the hotel’s guests and clients. Knows the strengths and weaknesses of primary and secondary competitors and uses this information to enhance the hotel’s competitive position.
• Is knowledgeable about the resources available from the Millennium system and utilizes them appropriately, to include reservation systems, sales offices, databases, rate programs, and co-op advertising and promotional programs.
• Maintains current knowledge of how various distribution channels function (such as airline RS systems, resort associations, and convention bureaus to include Northern Kentucky Convention Center, Sharonville Convention Center, and Cincinnati Regional Tourism Council) and uses them well to market the hotel to potential clients and new market segments.
• Participates in community and trade organizations that benefit the hotel.
• Assigns sales leads to department managers as received from the Convention Bureau, through Millennium leads, Millennium sales offices, rep firms, and call-ins.
• Insures all client files and Delphi activities are complete with required information, i.e. completed booking/function reports, appropriate trace dates indicated, convention resumes, proposals, and contracts are initiated, correspondence, group histories, master billing approval, commission, suites, rebates, and UDF fields.
• Negotiate bookings with clients for room blocks and conventions for contract and corporate accounts. Complete booking and function information in Delphi. Dictate/prepare proposals and contract for potential bookings.
• Attends ASAE spring time in the park annual convention or assign to the appropriate manager.
• Attends pre/post-convention meetings of business booked into the hotel.
• Works closely with Convention Services Managers to insure clients’ needs are met in order to conduct a successful function.
• Participates in trips and other special events as required.
• Communicates frequently with the Millennium national sales offices, Convention Bureau, and rep firms to discuss sales leads and follow-up as needed.
• Processes orders for welcome banners, and welcome ribbons for clients as requested and/or assures distribution of these as appropriate.
• Reviews and approves on a daily basis all Accommodations Requests processed via Business Review
• Interfaces with the Executive Chef and Restaurant Manager to develop menus as required by special client needs for functions. This includes banquet menus, restaurant menus, and happy hour promotions.
• Conducts client sales calls outside of local area at least twice per year in conjunction with GCCVB.
• As necessary, makes presentations to prospective clients and/or their delegates in order to secure convention booking.
• Is familiar with all operations of the department Delphi computer system and insures that all department managers are adequately trained in the Delphi system and utilizing activities.
• Maintains a strong relationship with key accounts to provide clients with a high level of service and swift follow-up to problems that may develop.
• Supports the hotel sales effort through supervision, joint calls, participation in sales blitzes, trade shows, etc.
• Personally uses, and insures department sales managers use a benefit-oriented, need-satisfaction selling technique.
• Develops new business through prospecting and establishing new account goals.
• Identifies lead sources for use by the sales team.
• Interview and hire new sales, catering, and CSM managers for the department.
• Conducts and/or supervises training of new sales managers in the department.
• Conducts timely and appropriate disciplinary action as necessary with department personnel.
• Completes required performance evaluation forms of sales managers and conducts evaluation session with the manager under review.
• Conducts weekly department staff meeting with sales managers, catering managers, CSM, and directors to review pertinent department business.
• Attends hotel management meetings on a regular basis, such as Staff Meeting, Executive Committee, Credit Marketing, Safety Meeting, Rev Max, and other meetings as assigned by General Manager.
• Establishes realistic performance expectations and sales goals for sales managers in their respective market segments and assists them in developing a step-by-step plan to meet their goals.
• Insures that all department managers and admin complete corporate trainings.
• Allocates territories and market segment appropriately to department sales managers.
• Assures individual and team booking goals are achieved on a quarterly and annual basis by maintaining and reviewing activity/productivity results tracking system.
• Supervises key accounts and insures an effect account management program is in place for the sales team.
• Is familiar with overall operations of the hotel and maintains a working rapport with other department heads and personnel.
• Establishes the department’s annual budget of expenses and payroll.
• Accepts responsibility for any correspondence personally signed on their behalf.
• Insures managers submit required information for completion of reports such as the “Star” report and call reports.
• Submits required information for monthly reports to the corporate office, i.e. Action Calendars, Booking Pace Report, narrative, etc. Compiles these required monthly reports by insuring managers submit required information.
• Reviews and approves expense report forms submitted by sales managers prior to approval by General Manager.
• Reviews and approves such forms as check requests and purchase orders for appropriate processing, while maintaining expenses within departmental budget.
• Communicates effectively to the sales team, the EOC, other departments, the corporate office, and clients.
• Implements should policies and procedures to maintain a well-organized, efficient sales department.
• Participates in Rev Max meetings to provide input as to set room rates and selling strategies for guest room sales.
• Takes an active role in overall revenue forecasting, and rate setting strategies.
• Structures pricing offered by sales team that maximizes rates to create the most favorably impact on overall room sales to achieve established department goals.

Qualifications

• Bachelor’s Degree preferred; however, any combination of education and training within hotel sales may also be considered.
• Three to five years of experience as Director of Sales in the hospitality industry is required.
• Functional knowledge of Microsoft Office Suite required.
• Functional knowledge of Delphi system preferred.
• Must be able to effectively work with a variety of internal and external customers and staff.
• Effective oral and written communication skills.
• Ability to read, write, comprehend, and carry out complex instructions, correspondence and memos.
• Ability to work collaboratively with other departments and leaders to complete property/corporate initiatives and effective day to day operations.
• Ability to meet deadlines and effectively manage multiple priorities in a demanding work environment.

This job description is not intended to detail every aspect of your job or list every task you may perform. It is provided as a general overview of the responsibilities and skills required to do this job successfully.

Millennium Hotels is an equal opportunity employer and does not discriminate based on disability, veteran status or any other basis protected under federal, state or local laws.

Millennium Hotel is a drug free workplace.  We conduct pre-employment drug tests and criminal background checks on all applicants after a job offer.

Millennium Hotels participates in the electronic employment eligibility verification program commonly referred to as E-Verify.