Vice President, Field Sales & Marketing

Live Your Passion. Add Your Magic.
At Montage International, we are doing something different, something exciting and it takes passionate people to bring our vision to life. We have built a culture that leads with the important notion we live by every day; do what you love. If this resonates with you, we look forward to receiving your application.
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VICE PRESIDENT, FIELD SALES & MARKETING
Reporting to the EVP, Chief Sales & Marketing Officer, the Vice President, Field Sales & Marketing is responsible for delivering property level top-line rooms and ancillary revenue through the development and implementation of key strategies, while also fostering a team-centric sales and marketing culture. This role will focus on the individual property priorities of top-line revenue, RevPAR Index premiums, building / developing the talent pipeline, driving positive culture / engagement, and ensuring awareness and proficiency of the established rewards & recognition programs.
Through alignment and execution of key initiatives, the VP, Field Sales & Marketing will ensure achievement of the overall business objectives. This role will collaborate with the respective leads in corporate marketing and revenue management and will be an integral part of the MI GMS (Group Marketing Services) and GSO (Global Sales Organization) leadership team.
ESSENTIAL FUNCTIONS
Property Sales, Marketing and Meetings & Events

• Provide strategic leadership to support the on-property Directors of Sales & Marketing in terms of best practices, revenue analytics, performance accountability and success
• Direct the establishment of key selling strategies, action-plans, and support field marketing that leads to the achievement of revenue goals
• Participate in weekly Commercial Strategy Meetings, ownership and P&L reviews and any other forum that assist in the driving of revenue performance
• Lead recruiting of the pre-opening sales team, direct the pre-opening team on the implementation of sales strategies and tools, ensuring pre-opening financial / pace goals are achieved
• Establish a collaborative approach and provide support and guidance to asset management and ownership groups
• Work closely with Montage International People Division, to select, retain and promote development of high-performing sales leaders through professional growth initiatives, recognition, and reward systems.
• Implement early warning systems and metrics to identify and respond to business and financial risks
• Conduct one-on-one performance reviews with properties that require improvement, developing and monitoring action plans in collaboration with marketing and revenue management
• Provide leadership and ongoing guidance for all hotel sales activities, encompassing transient, group, catering, Business Travel, Leisure, Meetings & Events, for both operating and pre-opening/conversion
• Lead the annual Marketing & Business Plan and Sales & Marketing Expense Budget creation process across the properties including guidelines, recommendations, and template creation.

GLOBAL SALES AND KEY ACCOUNT STRATEGIES, RELATIONSHIPS and MANAGEMENT

• Act as one of the company's ambassadors (in support of/with EVP, CS&MO) at industry events, shows, and conferences. Represent the company as a panelist or spokesperson in key sales industry events
• Key leadership liaison between strategic partners including Preferred, CVENT, HelmsBriscoe, American Express, Virtuoso and others
• Develop strong customer relationships to become the organization's expert in customer needs and trends, guiding targeted product and service solution development
• Operate as the "Sales Champion" in the organization, developing and maintaining a culture that puts the customer first while still ensuring a vociferous pursuit of financial goals
• Focus on growing the Montage International Brand on a B2B level, driving synergies and economies of scale benefitting the entire portfolio

Sales Planning and Support

• Lead deployment strategies to optimize sales effectiveness and accomplish on-property sales goals.
• Identify, evaluate, maintain, and own sales infrastructure and tools including Delphi, CVENT, Starcite, GRC, Group Status tools, Group Proposals, etc.
• Responsible for the field level annual sales goal template (approving goal setting / tracking) and ongoing incentive plan process
• Sales Recognition Programs - Frequent Celebration, Annual Event for top performers
• Oversees contracting templates in collaboration with legal - examples include Group, Catering, Annual BT Contracts, Wholesale, High Touch Leisure Contracts (Sports & Entertainment, Diplomat), etc.

OTHER

• Collaborate with the corporate marketing, revenue management, communications and PR leadership to develop sales and marketing strategies, budgets, and plans with the objective of new customer acquisition and current customer retention
• Keep abreast of the newest trends and innovations in the industry and sales, marketing, reservations sales and revenue fields. Share learning and implement strategies accordingly.
• Review Market reports and other resources to maintain awareness of Montage International's market position
• Provide timely support to the EVP, CS&MO and the Development Team including pro-forma discussions, planning / construction recommendations, competitive information, and industry resources as requested
• Maintain strong relationships with MI business leaders and other key stakeholders to effectively influence key business decisions and financial outcomes, optimize overall work effectiveness, and provide support
• Perform other duties as assigned

REQUIREMENTS
EDUCATION & EXPERIENCE

• 10+ years progressive experience in the Hospitality Sales & Marketing Discipline
• Bachelor's degree or equivalent experience

REQUIRED SKILLS/ABILITIES

• Ability to work in a high volume, fast paced environment
• Self-starter and self-manager
• Flexible and highly adaptable to change
• Strong professional demeanor using good judgment and the ability to handle sensitive and confidential information with discretion
• Exceptional communication skills in order to cultivate and manage effective relationships with a wide range of individuals across the organization
• Strong technical skills, proficient in Microsoft Office (Word, Excel, PowerPoint)
• Excellent project management and process improvement skills; demonstrated ability and track record of moving projects from design to deployment
• Passion for continuously improving the experience of our associates
• Excellent written and verbal communication skills
• Strong leadership and team management skills
• Ability to travel 50%

The pay scale for the Vice President, Field Sales & Marketing is from X - X. The pay scale is the base salary or hourly wage range, exclusive of incentive pay such as commissions, piece rates, gratuities, and the like, that Montage reasonably expects to pay for the position. Please let us know if you have any questions.
In the United States we are proud to be an EEO employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.