Director of Sales & Marketing – New Hotel in Allston

Compensation Type

Highgate Hotels

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.  Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

Location

Overview

We’re hiring a Director of Sales & Marketing to lead the launch of an exciting new hotel located within the Enterprise Research Campus (ERC) — a visionary mixed-use development in the heart of Boston’s vibrant Allston neighborhood.

The first phase of the ERC brings together innovation and community through a thoughtfully designed ecosystem that includes cutting-edge lab and research space, residences, a new hotel, the David Rubenstein Treehouse conference center, and two acres of publicly accessible open space.

Led by developer Tishman Speyer in collaboration with the Harvard Allston Land Company, this dynamic destination is adjacent to Harvard Business School and the Harvard Science and Engineering Complex. It will feature local retail, curated public programming, and cultural experiences like concerts, fitness classes, and outdoor markets.This is a rare opportunity to shape the commercial strategy for a hotel that sits at the intersection of research, hospitality, and innovation in one of Boston’s most forward-thinking developments.

The Director of Sales & Marketing is primarily responsible for leading & driving top line revenue strategy, with direct booking responsibilities, for traditional sales related segments to include group, volume transient & consortia, and catering. The individual is additionally responsible for staying ahead of market trends, market share movement and ongoing competitive hotel analysis, while directing the property sales team to ensure budgeted revenues are 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.

Responsibilities

• Responsible for leading & driving top line revenue for traditional sales segments to include group, volume transient (business travel & consortia) through customer acquisition and retention strategies/tactics• Assesses & reacts to market trends, market share & the competitive hotel environment. • Develops and implements a marketing and communications plan designed to achieve the desired positioning of the hotel, as well as manage the sales & marketing budget that supports all initiatives.• Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients that will keep the hotels pipeline consistently full of opportunities. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.• Actively sell guest rooms and food & beverage where applicable to small groups as assigned, ensuring monthly and quarter goals are met• Initiate and follow up on leads.• Use property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space, building accounts, and logging activities.• Act as the hotel’s voice of the customer and communicate key issues/concerns at all levels of the organization.• Fluent in reading/assimilating/using Smith Travel Research data, financial P&L, mix of sales, forecasting, group pace/position & a wide array of traditional hotel reporting.• Ability to 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 GEO source & 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.• Participate in weekly Sales Meeting, Operations Meeting, BEO Meeting and any other required meetings relevant to role.• Develop networking opportunities through active participation in community and professional associations, activities and events.• Develop relevant brand partnerships and activations that help drive awareness and differentiation • Collaborate with agency partners (PR, Social, Digital) where appropriate and orchestrate strategies and tactics that support established KPIs that will positively impact the hotel.• Activate and optimize participation in programs, channels, and sales organization resources to best promote the asset and drive top line performance.

Qualifications

Education & Experience: 

• Bachelor’s degree preferred• At least 3 years’ experience as a sales leader, with prior hotel sales experience.• Experience dealing with/communicating with ownership groups and asset management.

Physical Requirements:

• Long hours sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements:

• Proficient in managing/using sales automation (DELPHI) & PMS systems.• Experience working collaboratively with revenue management.• Well-rounded knowledge of all market segments and channel 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• Superior Negotiation Skills - Proven ability to close deals• Sales Skills – Possesses strong ability to influence and/or persuade buying decisions and to close sales or gain commitment from others; creates good rapport and exhibits the ability to grow and maintain key partnerships.• Communication – Has both verbal and written skills, in order to effectively execute meetings and events this includes keeping the appropriate departments informed with BEO’s and other necessary information; actively listens to extract essential information in order to maximize revenue and execute successful meetings and events.• Organizational Skills - Ability to determine priority tasks and maintain strong attention to detail.