BHC
BHC | Director of Sales and Marketing
BHC, New York, New York, United States
ABOUT BHC:
Founded in 2021, BHC is a Charleston, SC-based luxury urban resort destination whose sole purpose is to create meaningful ways for people to connect and share extraordinary experiences. With a focus on generational ownership and longstanding partnerships, BHC is building a portfolio of interconnected hospitality and entertainment experiences designed to stimulate the senses and enrich lives. The collection originated with the acquisition of BHC’s flagship property The Charleston Place, a landmark in the heart of historic downtown Charleston, and has continued to grow with the development of The Cooper, downtown Charleston’s only luxury waterfront hotel, opening in 2025; Sorelle, a multi-level Italian restaurant concept; The Riviera Theater, a revitalized iconic entertainment venue; and Credit One Stadium, a world-class venue for sports and entertainment. For more information, please visit www.bhc.com.
OUR VALUES: Excellence Integrity Passion Grace Communication Learning Humility
JOB DESCRIPTION: Reporting to the EVP, Sales & Marketing, the Director of Sales & Marketing is responsible for delivering top-line rooms and ancillary revenues to our hotels and related businesses through the development and implementation of key strategies, while also fostering a team-centric sales culture. This role will primarily focus on the individual hotel property priorities of top-line revenue, RevPAR Index premiums, building and developing talent, and championing culture. Through alignment and execution of key initiatives, the Director of Sales & Marketing ensures achievement of overall business objectives. This role will act as the primary executive team liaison to the hotel managing directors, collaborate with the respective leads in marketing communications, catering and special events, and revenue management, and will be an integral part of the BHC leadership team.
DUTIES AND RESPONSIBILITIES Group and Travel Industry Sales Provide strategic leadership to support the Group and Travel Industry Sales teams in terms of best practices, revenue analytics, performance accountability and success. Design and monitor key selling strategies, action plans and ensure support for the achievement of revenue goals. Actively participate in weekly revenue strategy meetings, ownership and P&L reviews and any other forum that drives revenue performance and financial controls related to sales initiatives. Design and lead group sales strategies, ensuring financial / pace goals are achieved for both The Charleston Place and The Cooper, while optimizing revenues in our event spaces such as The Riviera Theater and American Gardens. Design and lead travel industry sales strategies, focusing on development of business travel, travel agency, consortia and wholesale efforts with particular emphasis on relationship development of key travel advisors and partners such as AMEX, Chase, Internova and Virtuoso. Implement early warning systems and metrics to identify and respond to business and financial risks. Establish a collaborative approach and provide support and guidance to leadership and ownership. Work closely with the People & Culture teams to select, retain, and promote development of high-performing sales and service leaders through professional growth initiatives, recognition, and reward systems. Conduct regular one-on-one meetings as well as annual performance reviews to monitor development and require continuous improvement; when needed, implement action plans to right-track performance. Conduct regular cadence of departmental sales meetings to ensure that team is aware, engaged and continually educated on priorities and overall performance, and have opportunities to share feedback, collaborate and provide solution-oriented input. Provide leadership and ongoing guidance for all hotel sales activities for both operating and pre-opening. In collaboration with the senior communications and revenue management leaders, design, communicate and execute the annual Marketing & Business Plan and Sales Expense Budget process.
KEY ACCOUNT STRATEGIES, RELATIONSHIPS and MANAGEMENT Act as a key ambassador in support of/with EVP, S&M at industry events, shows, and conferences. Key leadership liaison between strategic partners including Preferred, ALHI, CVENT, American Express, Chase, Internova, 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 focuses on customer acquisition, engagement and retention and correspondingly ensuring achievement of company financial goals. Focus on growing the BHC brand on a B2B level, driving synergies and economies of scale benefitting the entire portfolio. Lead deployment strategies to optimize sales effectiveness and accomplish sales goals. Identify, evaluate, maintain, and own sales infrastructure and communication / CRM tools including Delphi, CVENT, proposal tools, sales distribution channels, etc. Oversees contract templates in collaboration with legal – examples include Group, Catering, Annual BT Contracts, Wholesale, etc. Responsible for departmental level budgeting, forecasting and expense management. Responsible for administration of the incentive plan process, including goal setting, tracking, compensation and recognition.
OTHER Work closely alongside the Director of Meetings & Events to ensure seamless sales to services transition and account management. Collaborate with marketing, revenue management, marketing 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 BHC’s market position. Provide timely support to the EVP, S&M and the Development Team including pro‐forma discussions, planning / construction recommendations, competitive information, and industry resources as requested. Maintain strong relationships with BHC 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.
REQUIRED SKILLS & EXPERIENCE 10+ years progressive experience in the hospitality sales discipline Bachelor's degree or equivalent experience Demonstrated leadership of a team of high performing individuals. 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 to cultivate and manage effective relationships with a wide range of individuals across the organization. Strong technical skills, proficient in Amadeus Delphi, Microsoft Office Suite. Excellent project management and process improvement skills. Passion for continuously improving the experience of our associates. Excellent written and verbal communication skills. Strong leadership and team management skills. Ability to travel up to 25%. Sales leadership experience opening a new property is highly desirable.
CLOSING DETAILS: BHC is an equal employment opportunity employer. Employment decisions are based on merit and business needs, and are not based on race, color, sex (including pregnancy, childbirth, and related medical conditions), citizenship status, national origin, ancestry, gender identity or expression, sexual orientation, age, religion, creed, physical or mental disability, marital status, veteran status, uniformed service, political affiliation, genetic information, or any other factor or characteristic protected by applicable law
OUR VALUES: Excellence Integrity Passion Grace Communication Learning Humility
JOB DESCRIPTION: Reporting to the EVP, Sales & Marketing, the Director of Sales & Marketing is responsible for delivering top-line rooms and ancillary revenues to our hotels and related businesses through the development and implementation of key strategies, while also fostering a team-centric sales culture. This role will primarily focus on the individual hotel property priorities of top-line revenue, RevPAR Index premiums, building and developing talent, and championing culture. Through alignment and execution of key initiatives, the Director of Sales & Marketing ensures achievement of overall business objectives. This role will act as the primary executive team liaison to the hotel managing directors, collaborate with the respective leads in marketing communications, catering and special events, and revenue management, and will be an integral part of the BHC leadership team.
DUTIES AND RESPONSIBILITIES Group and Travel Industry Sales Provide strategic leadership to support the Group and Travel Industry Sales teams in terms of best practices, revenue analytics, performance accountability and success. Design and monitor key selling strategies, action plans and ensure support for the achievement of revenue goals. Actively participate in weekly revenue strategy meetings, ownership and P&L reviews and any other forum that drives revenue performance and financial controls related to sales initiatives. Design and lead group sales strategies, ensuring financial / pace goals are achieved for both The Charleston Place and The Cooper, while optimizing revenues in our event spaces such as The Riviera Theater and American Gardens. Design and lead travel industry sales strategies, focusing on development of business travel, travel agency, consortia and wholesale efforts with particular emphasis on relationship development of key travel advisors and partners such as AMEX, Chase, Internova and Virtuoso. Implement early warning systems and metrics to identify and respond to business and financial risks. Establish a collaborative approach and provide support and guidance to leadership and ownership. Work closely with the People & Culture teams to select, retain, and promote development of high-performing sales and service leaders through professional growth initiatives, recognition, and reward systems. Conduct regular one-on-one meetings as well as annual performance reviews to monitor development and require continuous improvement; when needed, implement action plans to right-track performance. Conduct regular cadence of departmental sales meetings to ensure that team is aware, engaged and continually educated on priorities and overall performance, and have opportunities to share feedback, collaborate and provide solution-oriented input. Provide leadership and ongoing guidance for all hotel sales activities for both operating and pre-opening. In collaboration with the senior communications and revenue management leaders, design, communicate and execute the annual Marketing & Business Plan and Sales Expense Budget process.
KEY ACCOUNT STRATEGIES, RELATIONSHIPS and MANAGEMENT Act as a key ambassador in support of/with EVP, S&M at industry events, shows, and conferences. Key leadership liaison between strategic partners including Preferred, ALHI, CVENT, American Express, Chase, Internova, 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 focuses on customer acquisition, engagement and retention and correspondingly ensuring achievement of company financial goals. Focus on growing the BHC brand on a B2B level, driving synergies and economies of scale benefitting the entire portfolio. Lead deployment strategies to optimize sales effectiveness and accomplish sales goals. Identify, evaluate, maintain, and own sales infrastructure and communication / CRM tools including Delphi, CVENT, proposal tools, sales distribution channels, etc. Oversees contract templates in collaboration with legal – examples include Group, Catering, Annual BT Contracts, Wholesale, etc. Responsible for departmental level budgeting, forecasting and expense management. Responsible for administration of the incentive plan process, including goal setting, tracking, compensation and recognition.
OTHER Work closely alongside the Director of Meetings & Events to ensure seamless sales to services transition and account management. Collaborate with marketing, revenue management, marketing 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 BHC’s market position. Provide timely support to the EVP, S&M and the Development Team including pro‐forma discussions, planning / construction recommendations, competitive information, and industry resources as requested. Maintain strong relationships with BHC 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.
REQUIRED SKILLS & EXPERIENCE 10+ years progressive experience in the hospitality sales discipline Bachelor's degree or equivalent experience Demonstrated leadership of a team of high performing individuals. 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 to cultivate and manage effective relationships with a wide range of individuals across the organization. Strong technical skills, proficient in Amadeus Delphi, Microsoft Office Suite. Excellent project management and process improvement skills. Passion for continuously improving the experience of our associates. Excellent written and verbal communication skills. Strong leadership and team management skills. Ability to travel up to 25%. Sales leadership experience opening a new property is highly desirable.
CLOSING DETAILS: BHC is an equal employment opportunity employer. Employment decisions are based on merit and business needs, and are not based on race, color, sex (including pregnancy, childbirth, and related medical conditions), citizenship status, national origin, ancestry, gender identity or expression, sexual orientation, age, religion, creed, physical or mental disability, marital status, veteran status, uniformed service, political affiliation, genetic information, or any other factor or characteristic protected by applicable law