Job Description

The Luskin Conference Center (LCC) is designed as a 300,000 square foot, 7-story, International Association of Conference Centers (IACC) certified property on the UCLA campus. The LCC is comprised of 254 guest rooms, approximately 25,000 square feet of meeting space, a 160-seat restaurant, a fitness center, and a business center. The total staff anticipated for the LCC is approximately 165-180 FTE, with total revenue projected at $30 million annually. The LCC is an academic meeting and conference destination supporting UCLA’s education and research mission.

Reporting to the Senior Director of Sales and Marketing, for UCLA Hospitality, the Director of Sales and Marketing provides overall leadership, guidance, and direction to the sales and marketing team. The Director of Sales and Marketing has responsibility for maximizing the conference center profitability by aggressively and strategically selling the features of the establishment to both the internal campus guests and outside contingencies, including international guests and optimizing the leads and revenue of sales opportunities received for short term as well as long term benchmarks. Must be able to understand how to sell a meeting rooms environment, transient and group room accommodations and have a good understanding of rooms to space ratio and booking with the intent of maximizing net income.

Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Works extensively with group-based hospitality business including the association/education conference market segment as well as gives direction regarding OTA, FIT, Leisure and Corporate sales initiatives. Responsible for the leadership and management of all aspects of revenue generation at the property to include direct sales, catering sales, room sales, food & beverage sales, and for managing all public relations, promotions and advertising efforts to optimize profit potential and further enhance the property’s image. Implements the brand service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s sales objectives. Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Develops and implements property wide and UCLA Hospitality-wide strategies that deliver products and services to meet or exceed the needs and expectations of LCC guests and stakeholders. Requires strong communication skills, both verbal and written, and demonstrates outstanding leadership to guide a team of catering, and sales staff. Experience in group-based hotel of similar size is preferred.

Job Qualifications

Bachelor’s degree in Hospitality Management (or similar) with ten or more years of progressive experience in hospitality sales and marketing, including five years in leadership-level positions; or equivalent combination of education and experience.
Required

Significant experience in group-based hospitality business including the association/education conference market segment.
Required

Demonstrated ability in establishing benchmarks and performance goals for all sales department employees, monitoring goal completion, projections, and future sales strategies.
Required

Working knowledge of conference/convention services management techniques including room allocation, meeting space and equipment need assessments.
Required

Demonstrated record of successful planning, budgeting, financial analysis, and fiscal management, including skill in budget preparation, analysis, and controlling costs of multiple, multi-million dollar budgets, with annual group sales revenue in excess of 10 million dollars.
Required

Working knowledge of organizational development in a large, multi-faceted organization, to include assessment, training, and performance management.
Required

Demonstrated ability to manage diverse sales and marketing efforts in hotel, conference center, and/or University environment.
Required

Excellent written and oral communication skills to write, edit, and present strategic planning documents, sales and marketing trends, reports, presentations and routine business correspondence.
Required

Excellent analytical skills to organize data and material to draw appropriate conclusions and make recommendations for solution, to evaluate the effectiveness of sales, methods, costs, and results.
Required

Skill in developing marketing materials, including brochures, fliers, pamphlets, web pages, and other promotional materials.
Required

Strong customer service and employee satisfaction orientation.
Required

Demonstrated excellent analytical, decision-making, and problem solving skills.
Required

Ability quickly to establish rapport, professional credibility and cooperative working relationships among all levels of the organization, clients and stakeholders.
Required

Computer proficiency in computerized reservation system, word processing, presentation and spreadsheet software.
Required

Ability to structure, sequence and prioritize work while dealing with multiple deadlines, changing priorities and frequent interruptions.
Required

Ability to work a flexible schedule, including occasional evenings and weekends.
Required

Ability to travel locally, nationally and occasionally internationally.
Required

Ability to drive licensed electric carts and UCLA vehicles at times for meetings, site inspections, etc. Valid driver’s license is required.
Required

Ability to drive the sales culture through active involvement in the sales process, including encouraging the leadership team to develop effective revenue management strategies and setting aggressive goals that will drive the property’s financial performance.
Required

Proven track record in delivering financial results.
Required

Ability to foster a teamwork environment and encourage staff in their professional development in a culture of service and attention to client. Commitment to exceptional guest service.
Required