Director of Sales and Marketing

Marriott•San Francisco, CA

4d•$196,000 - $255,000

About The Position

The Director of Sales and Marketing leads the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. The role manages reactive and proactive sales efforts and provides day-to-day leadership to sales associates, with responsibility for achieving booking goals and property revenues. The director implements the brand’s service strategy and applicable brand initiatives throughout the sales process, and builds long-term, value-based customer relationships to support the hotel’s sales objectives. The position evaluates the property’s participation in sales channels and develops working relationships to position and market the property. It manages the marketing budget for property-specific campaigns, promotions, and collateral, coordinates with regional marketing communications on regional and national promotions, and develops property-wide strategies that meet or exceed target customer and associate expectations while providing a return on investment to the owner and Marriott International. The Director of Sales and Marketing develops account and sales strategies, evaluates market and competitor information, supports customer relationships and service, and serves as a liaison among customers, hotel leadership, sales channels, revenue management, event management, marketing communications, and other departments. The role also leads, coaches, recruits, and develops sales talent; establishes goals and performance expectations; and supports the property’s financial and service objectives.

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 relevant experience.
Demonstrated skills in supervising a team (listed as preferred).
Lodging sales experience (listed as preferred).
Hotel industry work experience demonstrating progressive career growth and a pattern of exceptional performance (listed as preferred).

Nice To Haves

A four-year college degree.
Demonstrated skills in supervising a team.
Lodging sales experience.
Hotel industry work experience demonstrating progressive career growth and a pattern of exceptional performance.

Responsibilities

Manage the property’s reactive and proactive sales efforts and lead the sales department where applicable.
Develop strategic account plans for market demand generators and set sales goals and strategies aligned with the brand’s business strategy.
Execute sales strategies to achieve individual and team booking goals and property revenue objectives.
Determine and develop marketing communications activities with Regional Marketing Communications.
Use customer intelligence, market and economic trends, STAR reports, competitive shopping reports, and competitor research to guide sales strategy and improve occupancy, RevPAR, and market share.
Attend sales strategy meetings and contribute to weekly and overall sales strategy.
Suggest marketing ideas and develop deployment strategies to grow market share.
Evaluate and support participation and account deployment with Area Sales and Group Sales.
Serve as a sales contact for the General Manager, property leadership, sales leaders, and customers; advocate for customers and act as the hotel authority on sales processes and contracts.
Liaise with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications, and other hotel departments.
Participate in sales calls to acquire new business and close business.
Identify public relations opportunities and coordinate activities supporting the marketing communications strategy.
Support the General Manager with crisis communications.
Execute and support Marriott Customer Service Standards, hotel Brand Standards, and the brand’s service strategy and initiatives.
Support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Ensure seamless turnover between sales and operations and monitor resolution of guest issues arising from the sales process.
Increase revenues, control expenses, and provide a return on investment for the owner and Marriott International.
Build partnerships with local organizations and manage internal stakeholder relationships.
Strengthen community and public relations through participation in local, regional, and national tradeshows and client events.
Deliver customer service that supports satisfaction and loyalty, including assisting customers and monitoring satisfaction before and during programs or events.
Understand customers’ needs, businesses, issues, and service expectations and recommend appropriate features and services.
Coach leaders of revenue-generating departments on revenue strategies and goals.
Ensure the sales team understands and uses Marriott International demand engines effectively.
Work with Human Resources, Engineering, and Loss Prevention to monitor compliance with applicable regulations and union requirements.
Partner with Human Resources to attract, develop, and retain talent; forecast talent needs and manage talent acquisition planning.
Establish effective organizational structures, processes, roles, and performance management systems.
Set goals and expectations for direct reports, align performance and rewards, address performance issues, and hold staff accountable.
Maintain a list of strong competitor sales candidates and coordinate recruitment and acquisition plans with Human Resources.
Support training resources for sales associates and identify, train, and mentor group sales associates.
Champion leadership development and workforce planning, assess and develop diverse high-caliber talent, and strengthen the leadership bench.
Transfer functional knowledge and develop group sales skills among managers in other disciplines.
Manage the marketing budget and develop property-specific campaigns, promotions, and collateral.
Perform other duties as assigned to meet business needs.