Assistant Director of Group Sales

Marriott • Oakland, CA

22h • $123,000 - $162,300

About The Position

The Assistant Director of Group Sales is an assistant sales leader responsible for the property’s group sales effort for specific group business and for managing the on-property group sales team. The role shares responsibility for group revenue goals and guest and associate satisfaction, and implements the brand’s service strategy and initiatives throughout the sales process. It provides day-to-day leadership to on-property group sales executives and administrative associates, building long-term customer relationships and ensuring the team maximizes group revenue through upselling and accurate revenue forecasts for events. The position serves as the on-property liaison for group sales within predefined peak room parameters, contracts and closes group business, and actively develops revenue opportunities.

The role leads sales activities and collaborates with property leadership, revenue teams, off-property sales channels, hotel operations, clients, vendors, and the local community. It develops and manages group sales budgets and forecasts, supports sales plans and promotions, oversees the sales-to-operations handoff, resolves customer issues, and provides leadership, mentoring, and performance management for direct reports.

Requirements

• A 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major, plus 4 years of experience in sales and marketing or a related professional area; alternatively, a 4-year bachelor’s degree in one of those fields plus 2 years of relevant experience.

Nice To Haves

• A 4-year college degree.
• Demonstrated skills in supervising a team.
• Group sales experience.

Responsibilities

• Manage, direct, and assist on-property Senior Sales Executives in achieving revenue goals.
• Participate on the sales leadership team with the Director of Sales and Marketing, Director of Group Sales, and Revenue teams.
• Respond to incoming group and catering opportunities within predefined peak room parameters and work to achieve group revenue goals.
• Understand market conditions, competitors, and supply and demand, and sell effectively in that market.
• Select and close the best opportunities for the property based on market conditions and property needs.
• Use negotiating and creative selling skills to close business and negotiate contracts.
• Upsell business opportunities to maximize group revenue.
• May serve as the primary contact for customer issues, contract issues, and Group Lodging Organization-wide booking opportunities kept on property.
• Lead onsite sales inspections and provide a welcoming experience for prospective customers.
• Assist the Director of Sales and Marketing and Director of Group Sales with corporate, regional, and brand requests for information and data, owner meetings, and brand initiatives.
• Participate in hotel business plan, group segment, and period-end review calls, and represent sales at hotel meetings.
• Develop and manage group sales revenue and operating budgets and provide forecasting reports.
• Work with the management team to develop and implement group sales and marketing plans addressing revenue, customers, and the market.
• Support the selling, implementation, and follow-through of group sales promotions.
• Execute Marriott Customer Service Standards, hotel Brand Standards, and the brand’s service strategy and initiatives.
• Support operational aspects of booked business, including proposals, contracts, and customer correspondence.
• Ensure a seamless turnover between sales and operations and a consistently high level of service.
• Monitor and route guest issues arising from the sales process to property leadership or appropriate stakeholders.
• Support revenue growth, expense control, and return on investment for the owner and Marriott International.
• Collaborate with off-property sales channels to align property needs and coordinate complementary sales efforts.
• Work with guests and clients, sales and kitchen teams, vendors, competitors, the local community, catering associations, and hotel departments to support guest satisfaction.
• Deliver customer service that builds satisfaction and loyalty before and during programs and events; understand customer needs and recommend suitable services.
• Coordinate and deploy on-property group sales resources to support sales strategies and solutions.
• Build close working relationships with hotel operations to execute strategies at the property level.
• Lead the property’s group sales effort for specific group business and direct the on-property group sales team toward hotel revenue goals.
• Work with the Director of Sales and Marketing to understand and implement the hotel’s sales strategy.
• Assist with managing the on-property administrative support team.
• Provide leadership, mentoring, and support to direct reports; set goals and complete performance management responsibilities.
• Help achieve group revenue goals and guest and associate satisfaction, while ensuring the team upsells and accurately forecasts catering and group room revenues for events.
• Perform other duties as assigned to meet business needs.

Benefits

• Training and development opportunities.
• Recognition opportunities.
• A workplace emphasizing camaraderie, a diverse group of coworkers, and holistic well-being.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: Associate degree