20+ Years in Hotel Sales & Marketing

What follows is a tremendous interview with someone who possesses more than 20 years of hotel experience. He works in sales and marketing for a leading hotel and resort brand. Find out how he worked his way up the ladder, what he looks for in job interviews, and much more.

Tell us a little about yourself.

I was born in Croatia, but moved to the United States when I was young. I have a hotel and tourism degree from The Swiss College of Hotel and Tourism Management in Chur, Switzerland and have been in the hotel industry for twenty five years, working mostly in sales and marketing.

What made you want to work in the hotel industry?

I bartended through college and during that time I came to realize that I liked working with people and developing their experiences. Also, I had a family member who was closely connected to the hotel industry that encouraged me.

What related experience did you have prior to being hired for your first position?

Prior to my first hotel job, I was a bartender through college and also did a four month internship as part of my hotel studies.

What hotel do you currently work for?

I work for the Viceroy Snowmass in Snowmass Village, CO.

Approximately how many employees does the hotel employee?

The hotel employs 145 full-time employees.

What is your job title?

My title is the Director of Sales and Marketing

Where did you first learn about your current position?

I learned about my current position through colleagues in the industry.

Did you apply for this job specifically or several different opportunities at once?

I applied for my current position only at this hotel, but also several opportunities at different hotels.

What were the job requirements for the Director of Sales and Marketing position?

The job requirements were seven or more years of experience as a director in hospitality sales and marketing in a luxury type hotel.

What experience did you have that made you a good fit for the DOSM position?

I had a degree in hospitality management, and 20 years of experience in sales and marketing. The last fifteen years being with a luxury hotel company.

What are the most challenging aspects of your job?

The most challenging aspects of my job are managing people and time management.

Describe your work schedule.

I primarily work Monday through Friday, 8:00 am to 5:30 and periodically some weekends and evenings.

What are your day to day responsibilities?

As a DOSM, my day to day responsibilities include overseeing sales, reservations, public relations and catering and conference services. Each has a director that reports to me. By offering direction to each department, my overall goal is to achieve the budgeted revenue targets of the hotel.

What are the terms of your employment?

I am a full-time employee.

What career path do you recommend for people looking to get into sales and marketing?

My recommendation is to first gain some experience in the operations of the hotel that include, but not limited to, front office, reservations, and food and beverage. In my particular career, I followed this route into sales, and then eventually into a director position within the sales and marketing department.

What is the typical salary someone could expect in your position?

If you are in a resort or a major city, salary expectations are between $100,000 to $200,000. Bonuses range, but on average, are about 25%.

Besides actual on the job experience, are there any personal qualities a person would need to get into sales and marketing?

Absolutely. You need to have good business acumen. You need to be a good people person, and able to communicate clearly, as well as a good motivator and have excellent organizational skills.

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Finding Success in the Hotel Industry