Director of Sales and Marketing

Job Description

• Develop and execute short- and long-term sales and marketing strategies to achieve revenue, profitability, occupancy, ADR, and market share goals.
• Lead the creation and implementation of the annual Sales & Marketing Business Plan and budget.
• Identify new market opportunities, business segments, partnerships, and revenue streams to drive hotel performance.
• Maintain comprehensive knowledge of market trends, economic conditions, competitor activity, and demand drivers impacting hotel performance.
• Collaborate with Executive Committee members to align commercial strategies with operational objectives and guest experience standards.

• Drive group, transient, catering, leisure, entertainment, and corporate business to maximize total hotel revenue.
• Partner with Revenue Management to develop and execute pricing, inventory, forecasting, and segmentation strategies.
• Analyze booking pace, market share, demand trends, and business mix to identify opportunities and implement corrective actions as needed.
• Participate in total revenue management initiatives impacting Rooms, Food & Beverage, Catering, Spa, and ancillary revenue streams.
• Lead contract negotiations and secure strategic partnerships that support revenue growth and brand visibility.

• Direct all sales activities to achieve established revenue goals and budgeted performance.
• Establish sales targets, account strategies, and prospecting plans for all sales team members.
• Conduct regular sales meetings, pipeline reviews, account evaluations, and business development planning sessions.
• Support client engagement through site inspections, presentations, industry events, trade shows, and sales missions.
• Maintain strong relationships with key accounts, meeting planners, travel advisors, corporate clients, and community partners.

• Develop and oversee integrated marketing plans that strengthen brand awareness and drive demand.
• Direct digital marketing, public relations, social media, advertising, promotional campaigns, and content strategies.
• Ensure all marketing initiatives align with Fairmont brand standards and luxury positioning.
• Monitor campaign performance and ROI, adjusting strategies and budgets to maximize effectiveness.
• Collaborate with corporate, regional, and agency partners to execute marketing initiatives and enhance market presence.

• Recruit, develop, coach, and retain a high-performing Sales & Marketing team.
• Establish performance goals, conduct evaluations, and create development plans for team members.
• Foster a culture of accountability, collaboration, innovation, and exceptional service.
• Ensure all team members are properly trained on sales systems, policies, procedures, and brand initiatives.
• Promote colleague engagement and support succession planning within the department.

• Develop and manage departmental operating budgets and expense forecasts.
• Monitor sales and marketing expenditures to ensure fiscal responsibility and return on investment.
• Prepare and present revenue forecasts, business reviews, performance analyses, and strategic recommendations.
• Utilize data analytics and reporting tools to measure success and guide decision-making.
• Maintain accurate records, reports, contracts, and business documentation.

• Serve as a visible ambassador for Fairmont Breakers Long Beach within the local community and hospitality industry.
• Build relationships with tourism organizations, convention and visitor bureaus, local businesses, community groups, and industry partners.
• Represent the hotel at industry functions, networking events, trade shows, and community engagements.
• Support initiatives that enhance the hotel's reputation as Long Beach's premier luxury destination.

• Ensure compliance with all company policies, brand standards, and legal requirements.
• Maintain proficiency with all sales, marketing, CRM, and reporting platforms utilized by the hotel.
• Perform other duties and special projects as assigned.

Qualifications

• Bachelor's degree in Hospitality Management, Business Administration, Marketing, Communications, or a related field required. Equivalent combination of education and experience may be considered.
• Minimum of five (5) years of progressive experience in hotel sales, catering, marketing, or commercial operations, including at least three (3) years in a leadership or management role within a full-service hotel.
• Luxury or upper-upscale hospitality experience strongly preferred.
• Demonstrated success in developing and executing sales and marketing strategies that achieve revenue, occupancy, ADR, and market share objectives.
• Experience managing multiple market segments including group, corporate, leisure, transient, catering, and special events.

• Strong knowledge of hotel sales, marketing, revenue management principles, market segmentation, yield management, and cost controls.
• Excellent leadership, coaching, mentoring, and team development skills.
• Strong analytical, organizational, problem-solving, and decision-making abilities.
• Ability to develop strategic business plans and successfully execute initiatives that drive revenue growth.
• Exceptional verbal, written, presentation, and negotiation skills.
• Ability to build and maintain strong relationships with clients, ownership, colleagues, community partners, and industry organizations.
• Demonstrated ability to manage multiple priorities while maintaining attention to detail, accuracy, and deadlines.
• Ability to exercise sound judgment, maintain confidentiality, and handle sensitive business information.
• Self-motivated with the ability to work independently and collaboratively in a fast-paced environment.
• Strong financial acumen with experience preparing budgets, forecasts, and business performance reports.
• Ability to adapt quickly to changing business conditions and operational priorities.

• Proficient in Microsoft Office Suite, including Word, Excel, PowerPoint, and Outlook.
• Working knowledge of hotel property management, sales, CRM, and catering systems, such as Opera Cloud, Delphi/Opera Sales & Catering, or comparable platforms.
• Experience utilizing reporting, forecasting, and business intelligence tools to analyze performance and identify opportunities.
• Ability to learn and effectively utilize company-specific software, reporting systems, and technology platforms.

• Excellent command of the English language, both written and verbal.
• Ability to perform basic business mathematics and financial analysis.
• Ability to travel locally and occasionally outside the market for client meetings, industry events, and sales activities.
• Ability to work a flexible schedule, including evenings, weekends, and holidays, based on business needs.

Additional Information

What is in it for you:

• Salary range: USD $175,000-$185,000 gross per annum
• Discounted hotel rooms and food & beverage rates to employees at our sister properties around the globe.
• We provide learning programs through our Academies to promote growth and development so that you can perform at your full potential.
• Opportunity to develop your talent and grow within your property and across the world!
• Ability to make a difference through our Corporate Social Responsibility activities, like Planet 21 and WATCH

Accor is proud to be an Equal Opportunity Employer EOE/M/F/V/D.

We provide an environment of trust, respect, and integrity.  A home away from home.  Where diversity and inclusion are celebrated. Privacy and personal information are protected. Through Accor’s Employee Value Proposition, we ensure fair treatment and a workplace free from discrimination & harassment.

Our commitment to Diversity & Inclusion:

We are an inclusive company and our ambition is to attract, recruit and promote diverse talent. We commit to a future where diverse identities are celebrated, and equitable and inclusive practices are woven into the fabric of everything we do as an organization.