Complex Sales Manager

Compensation Type

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in major U.S. gateway cities including New York, Boston, Miami, San Francisco and Honolulu, with a growing Caribbean and Latin America footprint. The hospitality forward company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate has a proven record of developing its diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts with 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 consisting of some of the most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in New York, Chicago, Dallas, London, Miami, and Seattle. www.highgate.com.

Location

Hilton Garden Inn Tulsa

Overview

The Complex Sales Manager is primarily responsible for leading & driving top line revenue strategy for customary sales related segments to include group & volume transient for the Hilton Garden Inn Tulsa South and Holiday Inn & Suites Tulsa South. The individual is expected to stay ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales teams to ensure budgeted revenues are met or exceeded. The Complex Sales Manager 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.

This complex role is an ideal steppingstone toward gaining multi-hotel oversight experience in preparation for an Area Sales role.

Responsibilities

• Responsible for leading & driving top line revenue for customary sales segments to include group, volume transient for the primary hotel, as well as providing oversight to the sales leaders at the other area hotels assigned.
• Assesses & reacts to market trends, market share & the competitive hotel environment.
• Develops and implements a marketing communications plan designed to achieve the desired positioning of the hotel, as well as manage the sales & marketing budget that supports all initiatives.
• Act as the hotels’ voice of the customer and communicate key issues/concerns at all levels of the organization.
• Read/assimilate/use Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of 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 & keep tabs on new supply.
• Understand demand source(s) & ability to develop a plan to penetrate the primary markets.
• Develop/implement key segment strategy & managing key accounts (both existing & target).
• Design effective sales deployment schemes & market assignments.
• Develop sales goals designed to achieve budget & market share targets.
• Manage group pace measurement and set sales production goals.
• Manage sales activity & travel schedule.
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Qualifications

• Bachelor’s degree in Hotel Management, Business or Marketing preferred.
• A minimum of 3 years’ experience as a DOSM/sales leader, with prior hotel sales experience.
• Sales oversight of multi-hotels and/or multi-brand preferred.
• Experience dealing with/communicating with ownership groups and asset management.
• Proficient in managing/using sales automation (i.e. DELPHI or alternative) & PMS systems.
• Experience working collaboratively with revenue management & operation teams.
• Well-rounded knowledge of all market segments and channel distribution sources, as well as ability to develop a strategic plan for each.
• Excellent communication and presentation skills.
• Strong interpersonal skills and ability to work in a team environment.
• Ability to direct, lead, train, motivate & drive a direct sales team; and develop a cooperative & competitive team spirit & winning attitude.
• Must be proficient in MS Office including Word, Excel, and Power Point.
• Must be able to multitask and prioritize departmental functions to meet deadlines.