Director of Sales & Marketing- The Langham Pasadena

About Langham Hospitality Group

A wholly-owned subsidiary of Great Eagle Holdings, Langham Hospitality Group (LHG) comprises a family of distinctive brands, including The Langham Hotels and Resorts, Cordis Hotels and Resorts, Eaton Workshop and Ying’nFlo. With over 40 hotels and residences in operation or development, LHG has a global footprint that extends across Asia, Europe, North America, Australasia and the Middle East.

The Langham Huntington, Pasadena, Los Angeles is located in Pasadena, California, in the heart of an upscale residential neighborhood bursting with historic gems like Albert Einstein's former residence and famous film locations including the homes from Mad Men and Father of the Bride.

Just up the street you'll find Pasadena's vibrant shopping and entertainment district boasting theaters, boutiques, incredible restaurants and world-class museums. And the hotel is just a short drive from the rest of Pasadena's must-see spots including the Rose Bowl stadium, The Huntington Library, Descanso Gardens, Kidspace Children's Museum and much more.

Check out what’s nearby, or inquire with our concierge team for recommendations on what to see, eat, and do in Pasadena and nearby Los Angeles.

 

• DEPARTMENT:             Sales & Marketing
• JOB TITLE:                  Director of Sales & Marketing
• REPORTS TO:             Managing Director; Functionally to Corporate VP of Sales & Marketing
• JOB LOCATION:            On-Site

Primary Objective Of Position:

The Director of Sales and Marketing [DOSM] forms part of the hotel Executive Committee that collectively makes key strategic and operational decisions for the Hotel. The DOSM oversees all strategic Sales and Marketing activities with the team's support, utilizing sales, revenue management, catering, e-commerce, social media, marketing, reservations, advertising, and public relations for the hotel, and ensures that all activities and bookings are focused on yielding maximum revenue.

Responsibilities And Job Duties:

Sales

• Creates the strategic sales plan in line with budget objectives.
• Participates in sales missions, select trade shows, and other special events as required
• With the Director of Group Sales, conducts bi-weekly department staff meetings with sales managers to review pertinent department business.
• Conducts daily business review meeting to review incoming business opportunities for group, transient, and catering sales.
• Implement policies and procedures to maintain a well-organized, efficient sales, reservations, and catering departments.
• Structures pricing offered by the sales team that maximizes rates to create the most favorable impact on overall room sales to achieve established department goals.
• Supervises key accounts and ensures an effective account management program is in place for the marketing, sales, and catering teams.
• Maintains a strong relationship with key accounts to provide clients with a high level of service and swift follow-up to problems that may develop
• Ensures all client files are complete with required information, i.e., completed booking/function reports, appropriate trace dates indicated, convention resumes, proposals, contracts, correspondence, group histories, and master billing approval.
• Establishes realistic performance expectations and sales goals for sales and catering managers in their respective market segments and assists them in developing a step-by-step plan to meet their goals.
• Ensure complete booking and function information in Delphi.
• Ensures all client files are complete with required information, i.e., completed booking/function reports, appropriate trace dates indicated, convention resumes, proposals, contracts, correspondence, group histories, and master billing approval.
• Attend pre-/post-convention meetings of business booked into the hotel.
• In tandem with the Director of Catering and Conference Services, directs Conference Services staff to ensure clients’ needs are met to conduct successful functions and events.
• Communicates frequently with the Langham global sales offices, Convention Bureau, and rep firms to discuss sales leads and follow up as needed.
• Insures that quarterly audits are completed of histories and files.
• Interfaces with the Director of Food & Beverage to develop menus as required by special client needs for functions and other promotional activities that benefit the hotel. 
• As necessary, makes presentations to prospective clients and/or their delegates to secure convention booking.
• Is familiar with all operations of the department's Delphi computer system and ensures that all department managers are adequately trained in the Delphi system.
• Supports the hotel sales effort through supervision, joint calls, participation in sales blitzes, trade shows, etc.
• Personally uses and ensures department sales managers use a benefit-oriented, need-satisfaction selling technique.
• Directs the development of new business through prospecting and establishing new account goals.
• Identifies lead sources for use by the sales team.
• Supports the Pipeline program in generating leads for other Langham properties.
• Directs compliance with the Mystery Shop program and leads training for all associates on guidelines

Marketing

• Completes market research and analysis for the hotel’s strategic planning sessions.
• Demonstrates strong revenue and budget management skills.
• Perform critical analysis, manage extensive amounts of information, quickly assess situations, and develop strategic game plans.
• Effectively delegate and ensure levels of accountability with a commitment to positively securing revenues commensurate with budgeted figures.
• Completes the annual marketing plan for submission to the corporate office.
• Establishes the department’s annual budget of expenses and payroll.
• Conducts competitive price shopping and analyzes rate denials to ensure the hotel is appropriately priced for all seasons and market segments
• Takes an active role in overall revenue forecasting, rate setting, and reservations selling strategies.
• Identifies critical marketing issues and develops appropriate plans to react to changing market trends and conditions.
• Demonstrates extensive knowledge of marketing, negotiating, sales procedures, contract negotiations, legal terminology, principles, and practices associated with the hotel industry.
• Structures the hotel’s marketing efforts according to the needs, preferences, and buying patterns of the hotel’s guests and clients. 
• Know the strengths and weaknesses of primary and secondary competitors and uses this information to enhance the hotel’s competitive position.
• Comprehensive understanding of the resources available from the Langham system and utilizes them appropriately, to include reservation systems, website initiatives, social media, e-commerce, global sales offices, database management, rate programs, and co-op advertising and promotional programs.
• Maintains current knowledge of how various distribution channels function (such as on-line, airline RS systems, resort associations, and convention bureaus) and uses them well to market the hotel to potential clients and new market segments.
• Participates in community and trade organizations that benefit the hotel.

Communications

• Takes initiative to develop new approaches, markets, and solutions in developing advertising, promotions, and marketing campaigns.
• Ability to manage public relations and creative agencies to ensure the highest levels of brand standards and distinction are actualized at all times.
• Fosters an effective partnership with the hotel’s PR/ad agency (if one is being used) to plan, set objectives, communicate results, and evaluate ROI to maintain a good expense: return ratio within budget guidelines.
• Ensures ad campaigns developed are well-targeted, well-executed, support hotel positioning, and are shared with the hotel staff and the corporate office.
• Communicates with local media sources to co-op/partner with them in developing special promotional opportunities as media trades.
• Develops public relations efforts to support the hotel’s marketing priorities to generate incremental revenue for the hotel.
• Develops integrated sales and marketing initiatives that encompass public relations, marketing vehicles (traditional and digital), sales, and social media.

Administrative & Management

• Attends hotel management meetings on a regular basis, such as Staff Meeting, Executive Committee, Marketing Meeting, Rev Max, and other meetings as assigned by General Manager.
• Is familiar with overall operations of the hotel and maintains a working rapport with other department heads and personnel.
• Submits required information for monthly reports to the Corporate office, i.e. Action Calendars, Booking Pace Report, narrative, etc. Compiles these required monthly reports by insuring managers submit required information.
• Reviews and approves expense report forms submitted by sales managers prior to approval by General Manager.
• Reviews and approves such forms as check requests and purchase orders for appropriate processing, while maintaining expenses within departmental budget.
•             Communicates effectively to the sales team, the EOC, other departments, the Corporate office, and clients.
• Participates in weekly ROME Meetings to provide input as to set room rates and selling strategies for guest room sales.
• Employees who violate Hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment. 
• Upon employment, all employees are required to comply fully with Langham Hotel rules and regulations for the safe and efficient operation of the hotel facilities 
• Regular attendance and conformance with the standards, which may be established by the Langham Hotel from time to time, is essential to the successful performance of this position.  Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.
• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel. 

Physical Demands:

• Lifting up to 20 pounds with frequent lifting and or carrying of objects weighing up to 10 pounds. 
• Physical activities include walking, talking, hearing, standing, bending, lifting, and sitting.

Special Skills Required:

• Creative flair for marketing
• Strong communication and interpersonal skills 
• Demonstrate effective leadership
• Must possess a proven track record of success in achieving revenue objectives; proven ability to recruit, motivate, and train teams. 
• Knowledge of all departments of the hotel.
• Ability to effectively communicate in a friendly and positive manner with internal and external constituents.
• Ability to communicate customer needs and resolve complaints.
• Sales ability and skill in both oral and written form.
• Mathematical aptitude is beneficial.
• Personal computer knowledge desirable (Delphi, Microsoft Word, Excel).
• Ability to establish and master goals.
• Ability to identify and develop accounts.

Education Required:

• Any combination of education, training and experience that provides the required knowledge, skills and abilities necessary to perform duties of the position.
• College Degree in Hospitality, Business or Economics desirable.

Experience Required:

• 5-7 years at senior managerial Hotel sales positions.
• International hotel group working experience, minimum and 3-6 years in luxury and/or 5-star properties.
• Previous experience in California labor market preferred
• Resort and group house experience preferred
• A proven track record of delivery of achieving sales and profit targets.

Salary Range:

$205,000 - $215,000 annually, DOE

This job description is not intended to detail every aspect of your job or list every task you may perform.  It is provided as a general overview of the responsibilities and skills required to do this job successfully.

The above job description may be amended from time to time with mutual agreement and you may be need to perform any duties assigned by the Management deemed necessary

  For more information about the property, please visit: https://www.langhamhotels.com/en/the-langham/los-angeles/