Assistant Director of Group Sales

Marriott•Charlotte, NC

19h•$117,000 - $154,200•Onsite

About The Position

The Assistant Director of Group Sales functions as an assistant sales leader for the property’s group sales effort and manages on-property group sales associates. The role shares responsibility for group revenue goals and guest and associate satisfaction, implements the brand’s service strategy and initiatives throughout the sales process, and provides day-to-day leadership for group Senior Sales Executives and administrative associates. The position focuses on developing long-term, value-based customer relationships, maximizing group revenue through up-selling and accurate forecasting, and acting as the on-property liaison for group sales within predefined peak room parameters. The role contracts and closes group business and actively up-sells opportunities to maximize revenue. The position leads and supports sales activities, manages sales budgets and forecasts, works with property and corporate teams on sales strategy and brand initiatives, and helps ensure a seamless transition between sales and operations. It also develops customer and operational relationships, oversees service and issue resolution related to the sales process, and provides leadership, mentoring, goal-setting, and performance management for direct reports.

Requirements

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

Nice To Haves

A four-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 for sales opportunities.
Participate on the sales leadership team with the Director of Sales and Marketing, Director of Group Sales, and Revenue teams.
Respond to group and catering opportunities within predefined peak room parameters and achieve group revenue goals.
Understand market conditions, including competitors, economic trends, supply, and demand, and sell effectively against them.
Select and close the best opportunities for the property based on market conditions and property needs.
Use negotiation and creative selling skills to close business and negotiate contracts.
Up-sell business opportunities to maximize revenue.
Serve, when needed, as the primary contact for customer issues, contract issues, and qualifying Group Lodging Organization-wide booking opportunities kept on property.
Lead on-site sales inspections and provide a welcoming guest experience.
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 calls, group segment calls, and period-end review calls; provide sales representation at relevant hotel meetings.
Develop and manage group sales revenue and operating budgets and provide forecasting reports.
Work with the management team to create and implement group sales and marketing plans addressing revenue, customers, and the market.
Assist with selling, implementing, and following through on group sales promotions.
Execute Marriott Customer Service Standards and hotel Brand Standards, along with the operational aspects of booked business such as proposals, contracts, and customer correspondence.
Support brand service basics and ensure seamless handoffs between sales and operations while maintaining high service levels.
Monitor and channel guest issues arising from the sales process to property leadership or appropriate stakeholders for resolution.
Maintain performance by increasing revenue, controlling expenses, and providing a return on investment for the owner and Marriott International.
Collaborate with off-property sales channels to align property needs and ensure sales efforts are complementary rather than duplicative.
Interact with guests and clients, sales and kitchen teams, vendors, competitors, the local community, catering associations, and other hotel departments to support guest satisfaction.
Deliver exemplary customer service before and during programs and events, understand customer needs, recommend suitable services, and build customer loyalty.
Understand the hotel’s target customers, their business needs, and service expectations to recommend effective solutions before and during programs or events.
Coordinate and deploy on-property group sales resources to support sales strategies and solutions.
Develop 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 effort toward revenue goals and market share growth.
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.
Share accountability for group revenue goals and guest and associate satisfaction, and verify that the team maximizes revenue opportunities through up-selling and accurate event revenue forecasting.
Perform other duties as assigned to meet business needs.