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Director of Sales & Marketing

The Director of Sales & Marketing is responsible for planning and managing the overall sales and marketing strategies of the hotels to achieve optimal occupancy, maximizing revenue, and meet/exceed hotels revenue objectives.

The Director of Sales & Marketing is responsible for total revenue including group and transient rooms, group food and beverage, meeting room rental, local catering, and other revenues, as well as assisting and actively participating in revenue management strategies. The position supervises the Reservations department. Strategies include market mix, pricing, direct sales, and marketing. Position serves as an advisor to the General Manager on business intelligence.

Key Responsibilities:
• Direct and manage sales team (Cuba head office + hotel teams) for all transient, group and catering/banquet sales activities to maximize revenue for the hotel and carries a personal sales goal/market
• Prepares, implements and compiles data for the strategic sales plan, monthly reporting, annual goals, sales and marketing budget, forecasts, detailed trip reports and other reports as directed/required
• Participate in international tradeshow (WTM, Top Résa, Fitur…etc..)
• Direct contact with Tour Operator (90% of business)
• Finalize all the contracts with Tour Operator and transcribe them in Cuban system 
• Work in conjunction with Revenue Management on a daily basis to develop strategies and effectively communicate to all 
• Survey, review and analyze competition on monthly basis, market trends, customer needs and comments in order to be proactive and adapt with business intelligence
• Develops new plans and programs and determine the effectiveness of current plans and programs
• Manage/direct all advertising, public relations and promotional activities in conjunction with corporate marketing and public relations departments
• Actively participates in sales presentations, property tours and customer meetings
• Ensures optimal compliance with corporate focus audit
• Manages performance issues that arise within the Sales and Reservations teams
• Ensures appropriate hiring, training, motivating, coaching, counseling and developing of department’s team members
• Effectively communicates with other departments
• Conducts a daily briefing with department on current key activities
• Evaluate changes in guest needs, the guest mix and competitive set, to recommend appropriate product/service and operational changes as necessary

• Fluent in Spanish and English 
• 5 years Sales Management experience preferred
• Strong relationships and experience in the Tour Operator Market
• A strong understanding of overall hotel business
• Ability to study, analyze and interpret complex activities 
• Ability to develop new markets and implement/adapt strategies as necessary, and validate current markets for healthy ROI
• Must have the ability to understand global markets that affect the business of the hotels
• Must have strong decision making skills
• Strong oral and written communication skills
• Ability to communicate at all levels
• Ability to train and develop team members
• Ability to work effectively in a team environment and take initiative
• Excellent organizational skills
• Analytical skills

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