Job Details

Compensation Type: Yearly

About Highgate Hotels

Highgate is a premier real estate investment and hospitality management company recognized as an industry innovator. It is a dominant player in U.S. gateway markets such as New York, Boston, Miami, San Francisco, and Honolulu, with an expanding presence in Europe, Latin America, and the Caribbean. The company's global property portfolio exceeds $20 billion in assets 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 disposition. The company also develops bespoke hotel brands and utilizes proprietary revenue management tools to optimize performance and asset value. Led by experienced hotel management professionals, Highgate is a trusted partner for top ownership groups and major hotel brands, with offices in London, New York, Dallas, and Seattle.

Location

AC Honolulu, HI

Overview

The Director of Sales is responsible for leading and executing the top-line revenue strategy across segments including group, volume transient, and catering. This role involves monitoring market trends, market share, and competitive analysis, while guiding the property sales teams to meet or exceed revenue goals. The Director also manages the sales and marketing budget to support revenue objectives.

Responsibilities

1. Lead and drive revenue growth in traditional sales segments such as group, transient, and catering.
2. Analyze market trends, share, and the competitive environment.
3. Represent the hotel's voice of the customer and communicate issues at all organizational levels.
4. Utilize Smith Travel Research data, financial P&L, sales mix, forecasting, and other hotel reports effectively.
5. Understand and communicate market demand, supply/demand dynamics, and economic factors affecting performance.
6. Conduct competitive set reviews, SWOT analyses, and monitor new supply developments.
7. Develop strategies to penetrate primary markets based on geographic source data.
8. Create and implement key segment strategies and manage key accounts.
9. Design sales deployment schemes and assign market territories.
10. Set sales goals aligned with budget and market share targets.
11. Manage group pace and set sales production objectives.
12. Oversee sales activities and travel schedules.

Qualifications

1. Bachelor's degree preferred in Marketing or related field.
2. Minimum of 3 years' experience in hotel sales leadership.
3. Experience communicating with ownership groups and asset management.
4. Proficiency in Marriott Sales Systems and PMS systems.
5. Experience collaborating with revenue management teams.
6. Comprehensive knowledge of market segments and channels, with strategic planning skills.
7. Excellent communication and presentation skills.
8. Strong interpersonal skills and team collaboration abilities.
9. Proven leadership in managing and motivating sales teams.
10. Proficiency in MS Office Suite (Word, Excel, PowerPoint).
11. Ability to multitask and prioritize effectively to meet deadlines.