Job Description

Compensation: Yearly

Company Overview

Highgate is a premier real estate investment and hospitality management company, widely recognized as an industry innovator. It is a dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco, and Honolulu, with expanding presence in Europe, Latin America, and the Caribbean. The company's global property portfolio exceeds $20 billion in asset value and generates over $5 billion in revenue. Highgate offers expert guidance throughout all stages of the hospitality property cycle, from planning and development to recapitalization or sale. The company also develops bespoke hotel brands and utilizes industry-leading proprietary revenue management tools to enhance performance and maximize asset value. Led by an experienced team of hotel management professionals, Highgate is a trusted partner for top ownership groups and major hotel brands. The company maintains offices in London, New York, Dallas, and Seattle.

Position Overview

The Director of Sales & Marketing is responsible for leading and executing the top-line revenue strategy for traditional sales segments, including group, volume transient, and catering. The role involves analyzing market trends, market share, and competitive hotel data while directing the property sales teams to meet or exceed revenue targets. Additionally, the director develops and implements marketing communications plans to position the hotel effectively and manages the sales and marketing budget to support revenue goals.

Responsibilities

1. Lead and drive revenue for sales segments such as group, transient, and catering.
2. Analyze market trends, share, and competitive environment.
3. Develop and execute marketing communications plans aligned with hotel positioning.
4. Act as the voice of the customer, communicating issues across the organization.
5. Utilize Smith Travel Research data, financial P&L, sales mix, forecasting, and other hotel reports.
6. Understand and communicate market trends, demand generators, and economic factors affecting performance.
7. Conduct competitive set reviews and SWOT analyses, monitor new supply.
8. Develop strategies to penetrate primary markets based on GEO sources.
9. Manage key accounts and develop segment strategies.
10. Design sales deployment schemes and market assignments.
11. Set sales goals to achieve budgets and market share targets.
12. Manage group pace and sales activity, including travel schedules.

Qualifications

1. Bachelor’s degree in Marketing or related field preferred.
2. Minimum of 3 years of experience as a sales leader with hotel sales background.
3. Experience communicating with ownership groups and asset management.
4. Proficiency in sales automation (e.g., DELPHI) and PMS systems.
5. Collaborative experience with revenue management teams.
6. Knowledge of all market segments and channels, with strategic planning skills.
7. Excellent communication and presentation skills.
8. Strong interpersonal skills and team-oriented mindset.
9. Ability to lead, train, motivate, and develop a sales team.
10. Proficiency in MS Office applications.
11. Ability to multitask and prioritize effectively to meet deadlines.

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