Organizational Structure
This position reports directly to the GM and AVP (as applicable). Works with General Manager, Director of Marketing & Brand Communication, and the Director of Revenue Strategy/Revenue Manager, to develop and implement the hotel’s commercial (sales/selling) strategy to maximize hotel revenues, market share performance and profits. Responsible for annual expenditure for all sales activities and control of the budgeted expenditure by a monthly forecast.
Responsibilities
Together with the Director of Marketing & Brand Communication and Director of Revenue Strategy/Revenue Manager, prepares the hotel’s annual Budget and develops, implements and adapts the Annual Marketing Plan as market conditions fluctuate.
Develops the business outlook and commercial strategy for the hotel and ensures the strategies conform to MOHG’s brand philosophies, guidelines, and initiatives at all times.
Provides strategic direction as it relates to pricing, inventory, channel management and distribution of all market segments for the commercial teams.
Determines. sales strategies and leads efforts to coordinate these strategies between Regional Sales Offices, Corporate Revenue Management and Marketing & Communications Teams and on-property Leadership.
Ensures that commercial strategies are communicated to Revenue Management, Sales, Marketing and hotel leaders, and are implemented and modified as market conditions fluctuate.
Works with Marketing & Communications to develop the strategic proposition of Marketing offers, online and offline, as well as market/country and demand specific focus areas.
Evaluates effectiveness of property participation in channels and determines proper spend deployment in these segments and channels.
Maintains continual awareness of current and future competitors, for example but not limited to, product, published offers/pricing, renovation plans, inventory, etc.
Ensures that sales strategies, inventory adjustments, rate loadings and rate restrictions are implemented by the Director of Revenue Strategy/Manager and modified as market conditions fluctuate.
Ensures that Director of Revenue Strategy/Manager proactively provides timely data to the Team for the purpose of analyzing and evaluating specific business segments, specific accounts, market segment mix (group vs. transient and its sub-segments), room type demand, channel production and geographical mix, recognizing trends and patterns and facilitates discussion on trends, market growth, and selling initiatives.
Reviews and approves weekly/monthly Forecasts prepared by Director of Revenue Strategy/Manager and initiates forecast and long-range meetings with key hotel leaders.
Provides revenue management functional expertise and leadership to General Manager and property leadership teams.
Guides DOS & DOC to determine strategic priorities and appropriate deployment of Sales & Catering Teams and establishes appropriate goals for their teams.
Ensures all Sales & Catering contracts are in line with MOHG’s Distribution guidelines.
Ensures DOS leads and motivates the Sales Team and holds them accountable.
Evaluates monthly segmentation/Account production with the Sales and Catering teams.
Conducts weekly sales meetings Sales and Catering teams and oversees daily group leads.
Determines free sale calendar and if applicable, is responsible to Function space management.
Provides targeted and timely communication of results, achievements and challenges to the key stakeholders
If part of an opening hotel manages completion of critical path and ensure the team is on track for the pre-opening revenue management, distribution, and reservations activities and timeline.