Director of Groups

JOB SUMMARY

At the St. Regis
Rome we are looking for a Director of Groups.

Reporting to the Director
of Sales, the Director of Groups & MICE is responsible for managing
and driving the hotel's business related to group bookings, meetings,
incentives, conferences, and events. This role requires a strategic
and client-focused approach to create bespoke experiences for high-profile
clients and corporate groups. The Director will lead the development
and execution of all MICE business strategies, working closely with the sales,
marketing, and operations teams to ensure seamless delivery of exceptional
service and memorable events, all while driving revenue growth and positioning
the hotel as a leading destination for luxury groups and events.

CORE WORK ACTIVITIES

MICE Sales Strategy and Business
Development:

1. Develop and implement comprehensive sales
   strategies to attract MICE business (corporate groups, conferences, events,
   and incentive programs) to the hotel.
2. Nurture existing relationships
   with key decision-makers in the MICE sector, including meeting planners, travel
   agents, and event organizers.
3. Attend industry events, trade shows,
   and networking functions to represent the hotel and attract new MICE business.
   This role requires frequent travel, especially to key industry events and to key
   partners locations.
4. Build and maintain strong relationships with key
   corporate clients, agencies, and event planners to drive repeat business
   and referrals.
5. Understand clients' specific event needs and customize
   solutions that align with the hotel’s luxury offerings.
6. Provide
   exceptional customer service, ensuring that all group and MICE clients have
   a seamless and memorable experience from booking to execution.
7. Oversee
   the planning and coordination of all MICE groups and events, ensuring they meet
   the hotel’s high standards of service, quality, and luxury.
8. Act as
   the main point of contact for all MICE clients, overseeing the execution
   of their events and ensuring all aspects run smoothly.
9. Executes
   and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
   
10. Executes and supports the operational aspects of business booked
    (e.g., generating proposal, writing contract, customer correspondence).


11. Participates in and practices daily service basics of the St Regis brand
    
12. Works collaboratively with off-property sales channels (e.g., Group
    Sales with the Sales Office, Area Sales, Enterprise Sales Team (EST)) to verify
    the property needs are being achieved and the sales efforts are complementary,
    not duplicative.

Revenue and Budget
Management:

1. Set revenue targets and work with the sales
   and marketing teams to develop pricing strategies for MICE events and group
   bookings.
2. Monitor the budget for MICE events and group bookings,
   ensuring profitability while maintaining luxury service standards.


3. Analyze booking trends, forecast demand, and develop strategies to increase
   group and event business during off-peak periods.
4. Track and analyze
   the performance of MICE accounts, including revenue, client satisfaction,
   and event outcomes.
5. Prepare detailed reports and presentations
   for senior management, highlighting key successes, areas for improvement,
   and strategic recommendations.
6. Maintain accurate records of MICE sales,
   bookings, and client information in the CRM system.
7. 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.

Team
Leadership and Development:

1. Lead and mentor a team of MICE
   sales professionals, group sales managers and event coordinators ensuring
   they are aligned with the hotel’s luxury brand and service standards.


2. Provide training and development opportunities to enhance the team's product
   knowledge, sales techniques, and customer service skills.
3. Foster
   a collaborative environment with internal departments (sales, catering,
   operations, and front desk) to ensure smooth and efficient event execution.


4. Develops a close working relationship with internal and external
   stakeholders.
5. Partners with Human Resources to attract, develop
   and retain the right people in order to support the strategic priorities of
   the market.
6. Provides day-to-day leadership oversight to
   the on-property group sales associates with a focus on building long-term,
   value-based customer relationships that enable achievement of the property’s
   sales objectives.