Director of Sales and Catering

Marriott • Costa Mesa, CA

6h

About The Position

As the Director of Sales, you are the leader of the property’s group, corporate
negotiated, tour & travel sales efforts in addition to convention
services. Manages proactively to successfully achieve the hotel’s budget and
service goals utilizing the hotels marketing plan and brand
initiatives and strategy. Provides day to day leadership oversight of the group
sales, convention services, corporate negotiated and tour &
travel team members with a focus on building long term, value-based client
relationships that meet the properties objectives. Maintains
accountability by managing the selling efforts of each direct report to maximize
revenue opportunities.

Requirements

• High school or equivalent education required. Bachelor’s Degree preferred.
• Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
• Advanced knowledge of the sales and hospitality principles and practices.
• Must be available weekends and weeknights as needed.
• Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
• Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi, Cvent, StarCite, and Meeting Broker.
• Five years of experience as a sales manager for a similar size/type of property.
• Experience with Catering and Events
• English is a must; other languages are a plus.
• Valid Drivers license required.

Nice To Haves

• Brand experience a plus.

Responsibilities

• Lead all group, corporate negotiated, tour & travel, and convention services sales efforts.
• Proactively manage sales performance to achieve hotel budget, revenue, and service goals.
• Utilize the hotel’s marketing plan and brand initiatives to guide sales strategy.
• Develop corrective action plans using SMART guidelines when performance shortfalls are identified.
• Maintain comprehensive knowledge of: o Market positioning and competitive landscape o Sales strategies and booking trends o Yield management principles o Food and beverage revenues o Pricing and rate structures o Sales and Marketing support tools
• Maintain in-depth knowledge of the competitive set and implement strategies to sustain a number one market position.
• Implement and enforce policies and procedures that support sales effectiveness and service excellence.
• Accurately forecast group room and group banquet revenues.
• Accountable for achieving revenue goals for: o Group rooms o Group banquets o Corporate negotiated business o Tour & travel segments
• Conduct daily business reviews and revenue analysis
• Manage the travel and entertainment expense budget, including reporting on return on investment (ROI).
• Provide complete, accurate, and timely reports to support sales incentive plan administration.
• Build, maintain, and grow long-term value-based client relationships aligned with property objectives.
• Ensure effective management of all client relationships through innovative sales strategies designed to increase market share.
• Actively participate in all client site visits to deliver a distinctive, high-impact experience demonstrating the hotel’s commitment to event success
• Fully understand and manage hotel event contracts, including financial terms and service obligations.
• Recommend, develop and support marketing promotions and sales collateral to drive business.
• Provide daily leadership, direction, coaching, and support to: o Group Sales Team o Convention Services Team o Corporate Negotiated Sales o Tour & Travel Sales o Catering Department
• Conduct regular team meetings and one-on-one sessions with direct reports.
• Maintain accountability by managing and evaluating the selling efforts of each team member.
• Responsible for hiring, training, promoting, and holding team members accountable.
• Ensure all team members: o Complete all required training o Maintain full product knowledge o Understand brand standards o Comply with health and safety requirements
• Oversee the development of Sales and Catering team members.
• Ensure the department has the appropriate tools, systems, and resources to successfully perform all job functions.
• Responsible for meeting individual and departmental goals on a quarterly basis.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: High school or GED