Vice President of Sales, Marketing, and Revenue Management
Previous sales experience with Hilton, Marriott, and IHG branded hotels is required.
Candidates must reside within 30 minutes of Paragon Hotel Company.
Primary Objective: The Vice President of Sales and Marketing and Revenue Management directs Area Director of Sales, Corporate Director of Revenue Management, and Director of Sales to achieve the profitability goals of all the company owned & managed hotels within their assigned regions. The Vice President of Sales and Marketing and Revenue Management achieves this objective by providing clear and concise direction through strategic planning and training on how to achieve profit standards including managing the top lines within budgetary guidelines and standardized benchmarks.
Essential Functions:
Ensure that each Area Director of Sales and Marketing, Corporate Director of Revenue Management, and Director of Sales within Paragon Hotel Company is trained and supported to be able to maximize the Guest and Associate experience.
Oversees implementation of sales, revenue management and marketing programs in order to achieve and
exceed established RevPAR goals.
Provides leadership and motivation necessary to implement effective sales and marketing strategies in transient and group sales and to maximize the generation of sales/revenues.
Hold each Area Director of Sales and Marketing, Corporate Director of Revenue Management, and Director of Sales within Paragon Hotel Company effectively accountable for managing and motivating associates and achieving overall financial results.
Ensure proper, appropriate and timely sales and revenue reporting and record keeping both at the Paragon hotels and at the corporate office.
Ensure development, implementation and support successful attainment of each Paragon managed hotel’s annual Business Plan.
Demonstrate a high level of integrity, take ownership of personal, sales, revenue management and team actions,
communicate effectively, promote collaboration, nurture a positive, professional work environment, and ensure development of, and adherence to, Paragon’s hotel operations policies, protocols, and Standard Operating Procedures.
Gain and maintain excellent knowledge of competition and general industry trends.
Critically analyzes all metrics (including but not limited to financial reports, STR) assessing actual performance to defined benchmarks, identifying variances and initiating corrective action.
Work closely with the hotel GM and DOS to ensure maximization of group and LNR rates & airline business.
Effectively communicate brand specific revenue management philosophies to the property staff
Monitor & Evaluate rate and inventory controls in all hotel Rate & Inventory Systems in company.
Monitor competitive set pricing and understand the dynamics of the local market and demand generators.
Utilize leadership skills and motivation techniques in order to maximize each Area Director of Sales and Marketing, Corporate Director of Revenue Management, and Director of Sales within Paragon Hotel Company productivity and satisfaction of direct reports by conducting the following:
Select, orient, and train qualified Area Director of Sales and Marketing, Corporate Director of Revenue Management, Director of Sales, Sales Managers, and Revenue Managers within Paragon Hotel Company
Conduct strategic & effective Sales and Revenue meetings and coaching sessions
Determine, communicate, and monitor achievement of standards of performance on a timely basis
Employ respectful discipline and enforcement as required
Be knowledgeable of revenue-related goals and assist General Manager (GM)/ Director of Sales (DOS) to meet or exceed occupancy, ADR and revenue.
Identify new business for Paragon hotels: identify, saturate, and penetrate specific companies to reach true decision makers, close the deal, and introduce GM as primary contact once in-house.
Incorporate sales strategy for identifying new and maintaining existing accounts into Sales Action Plans
Establish client base that is primary for each hotel based on productivity and travel pattern needs.
Create each market Intelligence Report - this includes but not limited to items that can effect sales the business of hotels: updates in the community of events and local companies coming/leaving the area which may be saved as articles from the news paper or internet.
Create strategic sales plan for each hotel yearly and update on routine basis with follow up action plans
Identify business to be shifted from competition & help General Manager/DOS secure it.
Review with RDO/GM/DOS, top accounts and target accounts for each hotel. Recognize the following:
1) Which companies are or will be our top accounts?
2) What is their room night potential?
3) What are their travel patterns?
4) What competitor are the guests using currently using and at what rate?
Work with RDO/GM/DOS/Director of Revenue Management to create seasonal and segmented promotions and packages to help achieve desired financial results through developing a marketing plan to generate awareness in community (Valentine’s, Golf, Romance, etc.)
Accompany General Manager on sales calls modeling the building of relationships with company contacts to help maintain existing accounts by showing appreciation, remembering special days, etc.
Ask for referrals in all encounters with company contacts, inquire where out of town customers are staying when dining opportunities present themselves.
Work with other Paragon Properties sharing account information for companies that may travel to areas where we have hotels.
Use creativity in selling techniques to reinforce Paragon Properties uniqueness compared to others as an award winning company.
Identify opportunities to achieve financial performance goals.
Monitor sales cost controls/spending – Be thrifty, yet creative.
Offer aggressive yet competitive rate agreements to local companies/groups.
Minimize direct bill accounts limiting approved accounts to only volume producing accounts of at least 200 room nights annually. Direct bills should be reviewed by President annually.
Utilize brand historical reports to determine top producing companies usage, travel patterns, etc. as well as pricing/RFP brand information on national account manager, city volume, etc.
Participate in local industry, civic organization, advisory council and/or community functions representing sales opportunities for hotel when available. Ensure that GM/Property Level DOS in actively involved in the same, as it will help build community relationships and awareness for hotel.
Be aware of economic impacts and new local development, etc. and act quickly.
Communicate weekly with RDO/GM/Area Director of Sales/Property Level Director of Sales/Corporate Director of Revenue Manager/Revenue Manager of supported hotels in region.
Provide documentation of sales action steps, financial results, and any other sales related items requested according to timeline
Conduct private daily telephone call meetings with each Area Director of Sales and Marketing, Corporate Director of Revenue Management, and Director of Sales within Paragon Hotel Company to review daily, measured performance achievement standards. Follow up minutes or emails should be completed for items of importance.
Conduct monthly meetings with Area Director of Sales and Marketing, Corporate Director of Revenue Management, and Director of Sales within Paragon Hotel Company to enforce Paragons standard operating procedures. Sales Focus Visits are considered meetings.
Review monthly STR Reports and store on to the Public Drive. Documentation of what is changing should be kept.
Coordinate and follow through with each hotel’s professional photography. The President should be kept in the loop of details of the actual photo shoots. The online presence should be up to date for each hotel.
Other duties as assigned or as indicated on letter of offer.
Maintains a favorable working relationship with all other company associates to foster and promote a cooperative and harmonious working climate
Send a daily PHC Today end of the day activity and accomplishment email to the appropriate Paragon members
Review Daily PHC Today from designated region of hotels, Area Director of Sales and Marketing, Director of Revenue Management, and Core Corporate Staff.
Benefits
Paid Time Off
Choose 6 Holidays Per Year
Team Member Room Discounts
Referral Program
Enrollment in Health Insurance
Enrollment in 401K with Employer match
Paid Volunteer Opportunities
Bonus Plans
Volunteer Benefits
Accident Insurance
Disability Insurance
Life Insurance
Cancer Insurance
Dental Insurance
Vision Insurance
