Director of Group Sales AAAA

Marriott•Bay Lake, FL

12h•$155,000 - $205,000

About The Position

The Director of Group Sales leads a property's reactive and proactive group sales efforts, particularly at properties with a significant number of events over 300 peak rooms. 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 to on-property group sales associates. The Director builds long-term, value-based customer relationships and is ultimately accountable for maximizing group revenue through upselling and accurate forecasting of event revenues, including catering and group rooms. The position manages local group business development, sales budgets and forecasts, sales plans, promotions, and the operational follow-through of booked business. It coordinates sales resources and works closely with property operations, management, Human Resources, guests, clients, and off-property sales channels to achieve revenue objectives, deliver service, develop talent, and strengthen market share.

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; OR a 4-year bachelor's degree in one of those fields or a related major, plus 2 years of relevant experience.
Experience in sales and marketing or a related professional area, at the level and with the education combination stated in the required qualifications.

Nice To Haves

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

Responsibilities

Lead and manage the property's reactive and proactive group sales effort, including soliciting, booking, and developing local group business.
Recommend booking goals for sales team members and manage group sales revenue and operating budgets, forecasts, and 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, hotel brand standards, and applicable brand service initiatives.
Oversee operational aspects of booked business, including proposals, contracts, and customer correspondence.
Coordinate and deploy on-property group sales resources to monitor sales strategies and selling solutions.
Ensure seamless turnover between sales and operations while maintaining a high level of service.
Monitor resolution of guest issues arising from the sales process and channel them to appropriate leaders or stakeholders.
Maximize group revenue through upselling and accurate forecasting of catering and group-room revenues.
Maintain performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
Collaborate with off-property sales channels to ensure property needs are met and sales efforts are complementary rather than duplicative.
Build effective relationships with guests, clients, sales and kitchen teams, vendors, competitors, the local community, catering associations, and other hotel departments.
Deliver customer service that supports satisfaction and loyalty; understand customer needs and recommend appropriate features and services before and during programs or events.
Develop close working relationships with operations to execute hotel-level strategies.
Direct the on-property group sales effort to achieve hotel revenue goals by targeting current and new high-value accounts and implementing sales deployment strategies to grow market share.
Work with the Director of Sales and Marketing to understand and implement the hotel's sales strategy.
Partner with Human Resources to attract, develop, and retain talent; forecast talent needs and manage talent acquisition strategy.
Establish effective structures, processes, jobs, and performance management systems; set expectations for direct reports, address performance issues, and hold staff accountable for results.
Maintain awareness of competitors' best salespeople and work with HR on recruitment and acquisition plans.
Support tools and training resources for sales associates, identify and mentor group sales associates, and develop the group sales skills of other discipline managers.
Champion leadership development and workforce planning, including assessing, selecting, retaining, and developing diverse talent.
Share responsibility for achieving group revenue goals and guest and associate satisfaction.
Perform other duties as assigned to meet business needs.