Director Sales & Marketing
Highgate · Los Angeles, CA
- On site
- Temporary
- $150,000 / year
- Los Angeles, CA
Job highlights
- Lead hotel revenue strategy for sales segments.
- Analyze market trends and competitive landscape.
- Develop and execute marketing communications plans.
- Manage sales teams and achieve revenue goals.
- Collaborate with revenue management and catering.
About the role
About Highgate Hotels
Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com
Location - Hotel Figueroa
One of the longest-standing hotels in Downtown L.A., Hotel Figueroa recently completed a stunning restoration by award-winning design agency Studio Collective. Hotel Figueroa’s fierce spirit is now matched with modern touches, all while respecting the property’s original footprint and Spanish Colonial design. The hotel boasts 268 rooms and suites, five F&B outlets and a landscaped courtyard featuring its iconic coffin-shaped pool. Hotel Figueroa’s vibrant arts program includes rotating art exhibits showcasing the works of L.A.’s most compelling female artists — an homage to its founding in 1926 as the largest project to have been financed, owned and operated by women.
Overview of the Director of Sales & Marketing Role
The Director of Sales & Marketing is primarily responsible for leading & driving top line revenue strategy for traditional sales related segments to include group, volume transient for the hotel. The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams (rooms & catering) to ensure budgeted revenues are met or exceeded. The Director of Sales & Marketing is also responsible for developing and implementing a marketing communications plan designed to achieve the desired positioning for the hotel, as well as managing the sales and marketing budget that supports revenue attainment. The Director of Sales & Marketing will work closely with the newly opened on-site restaurant catering team to ensure the success of meeting and catering revenue for the hotel.
Key Responsibilities
- Lead and drive top-line revenue for group, volume transient, and catering sales segments.
- Assess and react to market trends, market share, and the competitive hotel environment.
- Develop and implement a marketing communications plan and manage the sales & marketing budget.
- Act as the hotel’s voice of the customer and communicate key issues/concerns.
- Analyze and utilize Smith Travel Research data, financial P&L, mix of sales, forecasting, and traditional hotel reporting.
- Understand and communicate market trends, demand generators, supply/demand, and economic factors affecting hotel performance.
- Conduct comprehensive competitive set reviews, SWOT analysis, and monitor new supply.
- Understand GEO source and develop penetration plans for primary markets.
- Develop and implement key segment strategies and manage key accounts.
- Design effective sales deployment schemes and market assignments.
- Develop sales goals to achieve budget and market share targets.
- Manage group pace measurement and set sales production goals.
- Manage sales activity and travel schedule.
Qualifications and Skills
- Bachelor’s degree preferred in Marketing.
- At least 3 years of experience as a sales leader, with prior hotel sales experience.
- Experience dealing with and communicating with ownership groups and asset management.
- Proficient in managing and using sales automation (DELPHI) and PMS systems.
- Experience working collaboratively with revenue management.
- Well-rounded knowledge of all market segments and channel sources, with the ability to develop strategic plans.
- Excellent communication and presentation skills.
- Strong interpersonal skills and ability to work in a team environment.
- Ability to direct, lead, train, motivate, and drive a direct sales team; and develop a cooperative and competitive team spirit and winning attitude.
- Proficient in MS Office including Word, Excel, and PowerPoint.
- Ability to multitask and prioritize departmental functions to meet deadlines.
Key Skills/Competency
- Sales Leadership
- Marketing Strategy
- Revenue Management
- Hotel Sales
- Group Sales
- Catering Sales
- Market Analysis
- Budget Management
- Client Relationship Management
- Team Leadership
Skills & topics
- Director of Sales & Marketing
- Hospitality Sales
- Hotel Marketing
- Revenue Strategy
- Group Sales
- Transient Sales
- Catering Sales
- Market Analysis
- Sales Leadership
- Highgate Hotels
- Hotel Figueroa
- Los Angeles
- Marketing Communications
- Sales Management
- DELPHI
- PMS Systems
- Smith Travel Research
- Asset Management
How to get hired
- Tailor your resume: Highlight hotel sales leadership, revenue generation, and marketing strategy experience. Quantify achievements with data like revenue growth or market share increase.
- Showcase relevant experience: Emphasize your proficiency with sales automation tools like DELPHI and PMS systems. Mention experience with Smith Travel Research data and P&L analysis.
- Prepare for interviews: Be ready to discuss your approach to market analysis, competitive set reviews, and developing sales strategies for different segments. Prepare examples of leading and motivating sales teams.
- Research Highgate and Hotel Figueroa: Understand their brand values, recent developments (like the restoration), and their unique position in the Los Angeles market. Align your responses with their commitment to innovation and guest experience.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the primary responsibilities of the Director of Sales & Marketing at Hotel Figueroa?
- The Director of Sales & Marketing at Hotel Figueroa is responsible for driving top-line revenue through group, volume transient, and catering sales. This includes analyzing market trends, developing marketing communications plans, managing the sales budget, and leading the property's sales teams to meet or exceed revenue goals.
- What experience is required for the Director of Sales & Marketing role at Highgate?
- The role requires at least 3 years of experience as a sales leader, with prior hotel sales experience. A Bachelor's degree in Marketing is preferred. Proficiency in sales automation (DELPHI), PMS systems, and collaborative work with revenue management are essential.
- What specific analytical skills are important for this Director of Sales & Marketing position?
- Candidates must be fluent in reading and utilizing Smith Travel Research data, financial P&L statements, mix of sales, forecasting, and group pace reports. Understanding market trends, demand generators, and economic factors affecting hotel performance is also critical.
- How does the Director of Sales & Marketing role at Hotel Figueroa contribute to the hotel's unique positioning?
- The role involves developing and implementing a marketing communications plan to achieve the desired positioning for Hotel Figueroa, which has a rich history and unique arts program. This includes highlighting its Spanish Colonial design, iconic pool, and its legacy as a project financed, owned, and operated by women.
- What type of collaboration is expected for the Director of Sales & Marketing at Hotel Figueroa?
- The Director of Sales & Marketing will work closely with the newly opened on-site restaurant catering team to ensure the success of meeting and catering revenue for the hotel. Collaboration with revenue management is also a key aspect of the role.
- What are the key tools or systems mentioned for this Director of Sales & Marketing role?
- Proficiency is required in sales automation tools such as DELPHI and Property Management Systems (PMS). Additionally, strong skills in MS Office (Word, Excel, PowerPoint) and the ability to analyze Smith Travel Research data are important.