Director of Group Strategy

Marriott•San Diego, CA

1d•$112,000 - $153,000

About The Position

Leads business evaluation activities and staff in a given cluster, communicating group strategy and evaluating group sales opportunities in partnership with Sales Managers. Assesses the customer and opportunity to determine optimal pricing or alternate dates and properties, incorporating customer intelligence and ensuring fast, accurate responses to sales opportunities. Maximizes revenue and profit through displacement analysis and profitable pricing. Provides sales teams with decision-making considerations, analysis philosophies, tools, and resources, and serves as a sales and customer advocate for the hotels on behalf of Revenue Management. The role analyzes revenue performance, supports forecasting and market strategy, leads group strategy reviews, builds stakeholder relationships, and provides functional expertise and leadership to Sales. It also includes hiring, onboarding, training, and evaluating employees. The position requires either a two-year degree in a relevant field and four years of relevant experience, or a bachelor's degree in a relevant field and two years of relevant experience.

Requirements

A two-year degree from an accredited university in Business Administration, Finance and Accounting, Economics, Hotel and Restaurant Management, or a related major, plus four years of experience in revenue management, 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 relevant experience.
Knowledge of job-relevant issues, products, systems, and processes.
Interpersonal and communication skills to lead, influence, and encourage others, and to communicate effectively with stakeholders and teams.

Responsibilities

Compile information and monitor actual sales against projected sales.
Analyze data, identify underlying principles and causes, evaluate results, and select solutions to business problems.
Use computer systems to process information and produce accurate, timely reports and presentations.
Provide sales employees with business evaluation decisions, analysis, and philosophies; perform displacement analysis.
Conduct need-date evaluations and communicate findings to Market Strategy and Revenue Analysis.
Maintain and update strategy tools, including GPT, Group Strategy Documents, NGS, Need Date/Distressed Date Documents, Strategic Booking Pace, Funnel Tools, and Pace/HOL Tool.
Update market knowledge and align strategies and approaches accordingly.
Establish long-range objectives and execute predetermined strategies; pursue opportunities to improve processes, systems, and products and drive profit and client value.
Partner with Sales to assess customer value and property needs; facilitate fast, accurate responses to sales leads and determine pricing options for group, transient, and catering business.
Communicate market direction to revenue management, sales, and hotel leaders; represent the value of the company in franchise partnerships and revenue management opportunities; promote and protect brand equity.
Participate in weekly and long-range forecasts, quarterly regional reviews, sales strategy meetings, and the development of market strategy for city-wide and area-based events.
Work with the sales strategy team to ensure appropriate property pricing and market positioning.
Establish group ceilings, thresholds, and patterns for short- and long-term strategy; conduct group strategy reviews covering activity, trends, pace, ADR, future years, crossover goals, and projections.
Understand stakeholder needs and develop internal stakeholder relationships; communicate results, achievements, and challenges in a timely and targeted manner.
Lead, influence, and encourage others; support sound financial and business decision-making, integrity, and coordination of activities and solutions.
Provide business evaluation functional expertise and leadership to Sales.
Interview and hire employees; develop and maintain departmental orientation and training; communicate performance expectations, monitor progress, and conduct performance appraisals.
Inform or update executives, peers, and subordinates on relevant information in a timely manner.

Benefits

401(k) plan
Stock purchase plan
Discounts at Marriott properties
Commuter benefits
Employee assistance plan
Childcare discounts
Medical coverage for full-time positions
Dental coverage for full-time positions
Vision coverage for full-time positions
Health care flexible spending account for full-time positions
Dependent care flexible spending account for full-time positions
Life insurance for full-time positions
Disability insurance for full-time positions
Accident insurance for full-time positions
Adoption expense reimbursements for full-time positions
Paid parental leave for full-time positions
Educational assistance for full-time positions
For Washington full-time management applicants: paid sick leave, PTO accrual, and eligibility for at least seven annual holidays