Assistant Director of Group Sales

JOB SUMMARY

Functions as the assistant sales leader of the property’s group sales effort
for specific group business and manages a team of on property group sales
associates. Shares responsibility for achieving group revenue goals and guest
and associate satisfaction. Implements the brand’s service strategy
and applicable brand initiatives in all aspects of the sales process. Manages
the day-to-day leadership oversight of a team of on-property group Senior Sales
Executives and administrative associates with a focus on building long-term,
value-based customer relationships that enable achievement of the property’s
sales objectives. Maintains accountability for verifying that the team maximizes
group revenue opportunities by up-selling and accurately forecasting revenues
(e.g., catering and group rooms) for all events.

Acts as the on-property liaison for group sales within the pre-defined peak room
parameters for Property Sales. Contracts and closes group business. Achieves
group revenue goals by actively up-selling each business opportunity to maximize
revenue opportunity.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited
university in Business Administration, Marketing, Hotel and Restaurant
Management, or related major; 4 years experience in the sales and marketing
or related professional area.

OR

• 4-year bachelor's degree
in Business Administration, Marketing, Hotel and Restaurant Management,
or related major; 2 years experience in the sales and marketing or related
professional area.

Preferred:

• 4-year
college degree.

• Demonstrated skills in supervising a team.

•
Group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Manages, directs
and assists the on-property Senior Sales Executive to achieve revenue goals
for all opportunities.

• Participates on the sales leadership team
with Director of Sales and Marketing (DOSM), Director of Group Sales (DOGS)
and Revenue teams.

• Achieves group revenue goals by responding
to incoming group/catering opportunities for the property that are within
the pre-defined peak room parameters.

• Understands the overall market
(e.g., competitors’ strengths and weaknesses, economic trends, supply and demand
etc.) and knows how to sell against them.

• Closes the best opportunities
for the property based on market conditions and property needs.

• Uses
negotiating skills and creative selling abilities to close on business
and negotiate contracts.

• Achieves group revenue goals by actively
up-selling each business opportunity to maximize revenue opportunity.

•
May act as the primary point of contact in resolving customer issues, contract
issues and Group Lodging Organization (GLO) wide opportunities for bookings
that are kept on property.

• Acts as lead "sales leader" onsite
inspections (e.g., warm welcome, chef tables, fond farewell).

• Assists
Director of Sales and Marketing (DOSM) and Director of Group Sales (DOGS)
on executing corporate/ regional/ brand requests for information and data
as well as owner meetings.

• Assists Director of Sales and Marketing
(DOSM) and Director of Group Sales (DOGS) with execution of brand initiatives
(e.g., Closing Day, stretch goals, Critical Control Points (CCP's), etc.).

• Participates in and aids in the completion of each hotel's business plan
calls, group segment calls, and period end review calls.

• Provides
specific sales representation at Line Up, Staff meeting, General Sessions,
Projections meeting, and Strategy meetings.

• Develops and manages group
sales revenue and operation budgets and provides forecasting reports.

•
Works with management team to create and implement a group sales/marketing plan
addressing revenue, customers and market.

• Assists with selling,
implementation and follow-through of group sales promotions.

• Executes
and supports Marriott’s Customer Service Standards and hotel’s Brand
Standards.

• Executes and supports the operational aspects of business
booked (e.g., generating proposal, writing contract, customer
correspondence).

• Participates in and practices daily service basics
of the brand.

• Verifies that the property implements a seamless turnover
from sales to operations and back to sales, while consistently delivering high
level of service.

• Monitors the effective resolution of guest issues
that arise as a result of the sales process by creating mechanisms to channel
issues to property leadership and/or other appropriate stakeholders.

•
Maintains successful performance by increasing revenues, controlling expenses
and providing a return on investment for the owner and Marriott
International.

• Implements the brand’s service strategy and applicable
brand initiatives in all aspects of the sales process.

• Perform other
duties, as assigned, to meet business needs.

Building
Successful Relationships

• Works collaboratively
with off-property sales channels (e.g., Group Sales within the Sales Office,
Area Sales, Account Sales, Global Sales Team) to establish the property needs
are being achieved and the sales efforts are complementary, not duplicative.

• Interacts with guests/clients, sales and kitchen, vendors, competitors,
local community, catering associations and other hotel departments in order
to establish guest satisfaction.

• Executes exemplary customer service
to drive customer satisfaction and loyalty by assisting the customer
and establishing their satisfaction before and during their program/event.

• Serves the customer by understanding their needs and recommending
the appropriate features and services that best meet their needs and exceed
their expectations, while building a relationship and loyalty to Marriott.

• Gains understanding of the hotel’s primary target customer and service
expectations; serves the customer by understanding their business, business
issues and concerns, to offer better business solution both prior to, and during
the program/event.

• Coordinates and deploys group sales resources
on-property to establish pull-through and sustainment of sales strategies
and selling solutions.

• Develops a close working relationship
with operations to execute strategies at the hotel level.

Leadership

• Functions as the leader of
the property’s group sales effort for specific group business.

• Manages
and directs the on-property dedicated group sales effort to achieve hotel
revenue goals by proactively targeting current and new high value accounts
in the market and implementing effective sales deployment strategies to grow
market share.

• Works with the Director of Sales and Marketing
to establish understanding of sales strategy and effective implementation
of this strategy for the hotel.

• Assists with managing the on property
administrative support team.

• Provides leadership, mentoring and support
for direct reports.

• Sets goals and completes performance management
responsibilities for all direct reports.

• Shares responsibility
for achieving group revenue goals, guest and associate satisfaction.

•
Maintains ultimate accountability for verifying that the team maximizes group
revenue opportunities by up-selling and accurately forecasting revenues (e.g.,
catering and group rooms) for all events.