Associate Director of Sales - the Joseph

Le Meridien Columbus, The Joseph•Columbus, OH

About The Position

The Associate Director of Sales & Marketing at Le Meridien Columbus, The Joseph is responsible for leading day-to-day property sales operations and driving top-line revenue across group, business transient, catering, and banquet segments. In collaboration with the Director of Sales & Marketing, the role leads sales direction and holds the team accountable for effective sales initiatives. It guides sales managers’ proactive selling strategies, oversees individual action plans, tracks progress, and identifies new business opportunities. The position directly manages corporate, sports, and association group business; oversees business transient sales and account management; and leads group sales forecasting, pipeline management, and revenue projections. The role develops and executes sales strategies, manages target accounts, and identifies opportunities in primary geographic markets. It oversees the group sales pipeline, forecasting, pricing and proposal coordination, account production tracking, and reporting. The Associate Director analyzes market trends and hotel performance, participates in ownership and management reviews, communicates customer needs, and collaborates with Revenue Management, Events, Operations, and the Director of Sales & Marketing on hotel objectives and marketing communications.

Requirements

At least 5 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 4 years of hotel sales experience.
Valid driver’s license in the applicable state.
Experience dealing with and communicating with ownership groups and asset management.
Proficiency in managing and using sales automation systems.
Experience working collaboratively with Revenue Management.
Well-rounded knowledge of market segments and channel sources, and ability to develop a strategic plan for each.
Excellent communication and presentation skills.
Strong interpersonal skills and ability to work in a team environment.
Ability to direct, lead, train, motivate, and drive a direct sales team, and develop a cooperative and competitive team spirit and winning attitude.
Proficiency in Microsoft Office, including Word, Excel, and PowerPoint.
Ability to listen to, understand, and clarify concerns raised by employees and guests.
Ability to multitask and prioritize departmental functions to meet deadlines.
Ability to communicate verbally and in writing with employees and guests at all levels in an attentive, friendly, courteous, and service-oriented manner.
Ability to understand and evaluate complex information and data from various sources to meet objectives.
Ability to maintain confidentiality of information.
Must be able to sit and stand for long periods of time.
Long hours are sometimes required.
Light work: exerting up to 20 pounds of force occasionally and/or up to 10 pounds frequently or constantly to lift, carry, push, pull, or otherwise move objects.

Nice To Haves

Marriott systems knowledge.
Demand 360 and Agency 360 system knowledge.

Responsibilities

Drive top-line revenue across group, volume business transient, and catering segments.
Translate revenue objectives into actionable sales strategies, oversee execution, and present progress and recommendations to the Director of Sales & Marketing.
Lead sales managers’ proactive selling strategies, oversee individual action plans, monitor progress, and identify new business opportunities.
Develop and execute segment strategies, manage target accounts, and identify opportunities to penetrate primary geographic markets.
Support sales team training and collaborate with the Director of Sales & Marketing on departmental policies and procedures.
Directly sell and manage corporate, sports, and association group business, including prospecting, contracting, and account retention.
Oversee business transient sales, negotiations, contracting, and account management.
Serve as the primary contact for third-party booking agencies and sourcing partners, including Tour Connection, HelmsBriscoe, and Cvent.
Oversee the group sales pipeline, ensuring timely follow-up, accurate tracking, and effective conversion strategies.
Monitor lost and turned-down business to identify trends and improve sales conversion.
Own group sales forecasting, pace measurement, pipeline management, and revenue projections.
Lead sales participation in weekly business reviews with the Director of Revenue, providing updates on group pace, pickup, production, and future opportunities.
Collaborate with Revenue Management on group pricing, proposal strategies, and need-period opportunities.
Monitor group room blocks, cutoff dates, and contractual financial obligations.
Ensure accurate CRM data, account production tracking, and timely sales reporting.
Monitor market trends, competitive performance, demand generators, and market share to identify revenue opportunities.
Analyze STR reports, financial statements, sales mix, forecasts, and other hotel performance metrics.
Conduct competitive set reviews, SWOT analyses, and assessments of new hotel supply.
Participate in ownership and management company review calls, preparing sales performance reports, forecasts, and presentation materials.
Communicate client needs, concerns, and opportunities across the organization as a voice of the customer.
Collaborate with Revenue Management, Events, and Operations to align sales opportunities with hotel objectives and operational capabilities.
Partner with the Director of Sales & Marketing on the development and execution of the hotel's marketing communications strategy.
Attend required hotel meetings and trainings, maintain regular attendance, uphold personal appearance and grooming standards, and comply with hotel standards and regulations.
Maximize productivity, identify problem areas, and assist in implementing solutions; anticipate, prevent, identify, and solve problems.
Perform other duties as requested by management.

Benefits

Medical insurance
Dental insurance
Vision insurance
Life insurance
Short-term and long-term disability insurance
401(k) retirement plan with employer matching contributions
Paid holidays
Paid vacation
Paid sick leave in accordance with applicable law
Employee assistance program (EAP)
Tuition reimbursement
Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law