Director of Sales and Marketing

Marriott • Baltimore, MD

7h • $178,000 - $232,000

About The Position

The Director of Sales and Marketing leads the property’s sales department at properties with bookings over 300 peak rooms and significant local catering revenue. The role manages the property’s reactive and proactive sales efforts and provides day-to-day leadership to sales associates, with overall responsibility for achieving booking goals and property revenues. The Director implements the brand’s service strategy and initiatives throughout the sales process, builds long-term, value-based customer relationships, and works to achieve the hotel’s sales objectives.

The position evaluates the property’s participation in sales channels and builds 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 to meet or exceed customer and associate expectations while providing a return on investment to the owner and Marriott International.

The role also directs sales strategy, customer and market intelligence, sales-channel participation, customer relationships, sales team development, and coordination with property leadership and other hotel functions. It supports revenue growth, customer satisfaction, brand standards, and the development and retention of sales talent.

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, plus two years of such experience.

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 develop strategic account plans for market demand generators.
• Develop sales goals and strategies aligned with the brand business strategy, and execute the sales strategy to meet booking goals for the Director and staff.
• Provide day-to-day leadership to sales associates and oversee achievement of booking goals and property revenues.
• Manage the marketing budget and develop property-specific campaigns, promotions, and collateral to drive revenue and meet objectives.
• Determine marketing communications activities with Regional Marketing Communications and support regional and national promotions.
• Analyze customer intelligence, economic and market trends, competitor strategies, competitive shopping reports, and the STAR report to inform sales strategy and market positioning.
• Participate in sales strategy meetings and propose marketing ideas and deployment strategies to grow market share.
• Evaluate and support participation and account deployment with Area Sales, Group Sales, electronic lead channels, and other sales channels.
• Serve as sales contact for the General Manager, property leadership, Group Sales, Area Sales leaders, and customers; advocate for customers and act as hotel authority on sales processes and contracts.
• Coordinate 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, coordinate activities that support marketing communications, and support crisis communications with the General Manager.
• Execute Marriott Customer Service Standards, hotel Brand Standards, and the brand’s service strategy and daily service basics.
• Manage operational aspects of booked business, including proposals, contracts, and customer correspondence, and ensure seamless turnover between sales and operations.
• Monitor resolution of guest issues arising from the sales process and route issues to property leadership or other stakeholders.
• Maintain performance through revenue growth, expense control, and return on investment for the owner and Marriott International.
• Build partnerships with local organizations and manage internal stakeholder relationships.
• Support community and public relations through participation in local, regional, and national tradeshows and client events.
• Deliver customer service that supports satisfaction and loyalty, understand customer needs and business concerns, and recommend suitable features and services before and during programs or events.
• Coach leaders of revenue-generating departments on revenue strategies and goals, and ensure the Sales team effectively uses Marriott International demand engines.
• Work with Human Resources, Engineering, and Loss Prevention to monitor compliance with applicable regulations and union requirements.
• Partner with Human Resources to attract, develop, retain, and recruit talent; forecast talent needs and manage talent acquisition planning.
• Establish effective organizational structures, processes, jobs, and performance management systems; set expectations for direct reports, address performance issues, and hold staff accountable.
• Support sales associate training, identify and mentor group sales associates, transfer functional knowledge, and develop the sales skills of managers in other disciplines.
• Champion leadership development and workforce planning, and develop a strong pipeline of diverse, high-caliber talent.
• Perform other duties as assigned to meet business needs.

Benefits

• Marriott states it offers a wide range of benefits designed to support employees and their families, wellbeing, careers, and personal interests; eligibility and options may vary by employment status, position, and location.
• JW Marriott describes opportunities for training, development, and recognition, as well as a focus on holistic wellbeing.

What This Job Offers

• Job Type: Full-time
• Career Level: Director