Director - Sales & Marketing - D

JOB SUMMARY

Functions as the leader of the property’s sales department for properties
with bookings over 300 peak rooms and significant local catering revenue.
Manages the property's reactive and proactive sales efforts. Provides day to day
leadership to sales associates to achieve property sales objectives with overall
responsibility for achieving booking goals and property revenues. Implements
the brand’s 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.
Evaluates the property’s participation in the various sales channels (e.g., Area
Sales, Group Sales within the Sales Office, electronic lead channels, etc.)
and develops strong working relationships to proactively position and market
the property.

Manages the marketing budget to enable development of property specific
campaigns, promotions and collateral to drive revenue and meet property
objectives. Interfaces with regional marketing communications for regional
and national promotions pull through. Develops and implements property–wide
strategies that deliver products and services to meet or exceed the needs
and expectations of the brand’s target customer profile and property associates
and provides a return on investment to the owner and Marriott International.

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.

•
Lodging sales experience.

• Hotel industry work experience, demonstrating
progressive career growth and a pattern of exceptional performance.

CORE WORK ACTIVITIES

Managing Sales
Activities

• Manages the development of a strategic account plan
for the demand generators in the market.

• Manages the property's
reactive and proactive sales efforts.

• Determines and develops marketing
communication activities, in conjunction with Regional Marketing
Communications.

• Provides customer intelligence in evaluating the market
and economic trends that may lead to changes in sales strategy to meet or exceed
customer expectations.

• Reviews the Strategic Alignment Review (STAR)
report, competitive shopping reports and uses other resources to maintain
an awareness of the hotel’s market position.

• Researches competitor’s
sales team strategies to identify ways to grow occupancy and RevPAR and increase
market share.

• Attends sales strategy meetings to provide input
on weekly and overall sales strategy.

• Suggests innovative marketing
ideas and develops deployment strategies to continue to grow market share.

• Evaluates and supports participation and account deployment with Area Sales
and Group Sales within the Sales Office.

• Serves as the sales contact
for the General Manager, property leadership team, Group Sales and Area Sales
leaders.

• Serves as the sales contact for customers; serves as
the customer advocate.

• Serves as hotel authority on sales processes
and sales contracts.

• Serves as the property sales liaison with Area
Sales, Group Sales, Revenue Management, Event Management, Regional Marketing
Communications and other hotel departments as appropriate.

• Participates
in sales calls with members of the Sales and Marketing team to acquire new
business and/or close on business.

• Identifies public relations
opportunities and coordinates activities to augment the overall marketing
communication strategy.

• Supports the General Manager by coordinating
crisis communications.

• 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 (e.g., , Marriott Hotels and Resorts (MHR) Spirit
to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service
Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence
Inn Daily Huddle, or TownePlace Suites Morning Meeting).

• 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 and focuses on building long-term, value-based customer
relationships that enable achievement of the hotel’s’ sales objectives.

•
Interfaces with regional marketing communications for regional and national
promotions pull through.

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

Building Successful
Relationships

• Develops strong partnerships with local
organizations to further increase brand/product awareness.

• Develops
and manages internal key stakeholder relationships.

• Develops strong
community and public relations by maintaining property participation in local,
regional and national tradeshows and client events.

• Executes exemplary
customer service to drive customer satisfaction and loyalty by assisting
the customer and monitoring 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.

Leadership

• Functions as the leader of
the property’s sales department for properties with bookings over 300 peak rooms
and significant local catering revenue.

• Develops sales goals
and strategies and verifies alignment with the brand business strategy.

•
Executes the sales strategy in order to meet individual booking goals for both
self and staff.

• Coaches leaders of revenue generating departments
in developing effective revenue strategies and setting aggressive goals
that will drive the property's financial performance.

• Verifies Sales
team understands and is leveraging Marriott International (MI) demand engines
to full potential.

• Works with Human Resources, Engineering and Loss
Prevention to monitor compliance with local, state and federal regulations
and/or union requirements.

• Partners with Human Resources to attract,
develop and retain the right people in order to support the strategic priorities
of the market.

• Creates effective structures, processes, jobs
and performance management systems are in place.

• Sets goals
and expectations for direct reports using the Leadership Performance Process
(LPP), aligns performance and rewards, addresses performance issues and holds
staff accountable for successful results.

• Forecasts talent needs
and manages talent acquisition strategy with Human Resources (HR) to minimize
lost time due to turnover.

• Maintains an active list of
the competition’s best sales people and executes a recruitment and acquisition
plan with HR.

• Supports tools and training resources to educate sales
associates on winning catering solutions.

• Champions leadership
development and workforce planning priorities by assessing, selecting, retaining
and developing diverse, high-caliber talent that can lead the organization today
and strengthen the leadership bench for the future; continues to upgrade
the sales & marketing talent; works with HR to anticipate future talent
needs based on business growth plans.

• Identifies, trains and mentors
group sales associates; utilizes all available on the job training tools
for associates.

• Transfers functional knowledge and develops group sales
skills of other discipline managers.

• Provides day to day leadership
to sales associates to achieve property sales objectives with overall
responsibility for achieving booking goals and property revenues.

•
Evaluates the property’s participation in the various sales channels (e.g., Area
Sales, Group Sales within the Sales Office, electronic lead channels, etc.)
and develops strong working relationships to proactively position and market
the property.

• Manages the marketing budget to enable development
of property specific campaigns, promotions and collateral to drive revenue
and meet property objectives.