Director of Sales and Marketing

Marriott•Dallas, TX

18h•$134,000 - $154,200

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 reactive and proactive sales efforts and provides day-to-day leadership to sales associates, with responsibility for achieving booking goals and property revenue objectives. It implements the brand’s service strategy and initiatives throughout the sales process and builds long-term, value-based customer relationships. The position develops and executes property sales and marketing strategies aligned with the brand’s business strategy. It evaluates sales-channel participation, maintains relationships with sales partners and hotel departments, and positions and markets the property. The Director manages the marketing budget for property-specific campaigns, promotions, and collateral; coordinates with regional marketing communications on regional and national promotions; and develops strategies to meet customer and associate needs while providing a return on investment to the owner and Marriott International. The role also leads and develops the sales team, supports customer satisfaction and loyalty, builds relationships with local organizations and stakeholders, and works with Human Resources and other departments on talent, compliance, and performance matters. The position is part of W Hotels and Marriott International, whose stated culture emphasizes curiosity, new experiences, and delivering the Whatever/Whenever service philosophy. Marriott International states that it is an equal opportunity employer and is committed to non-discrimination on protected bases.

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.
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 4-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

Lead the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue.
Manage the property’s reactive and proactive sales efforts and provide day-to-day leadership to sales associates.
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 meet individual and team booking goals and property revenue objectives.
Manage the marketing budget and develop property-specific campaigns, promotions, and collateral.
Coordinate marketing communication activities with Regional Marketing Communications and support regional and national promotions.
Evaluate sales-channel participation and account deployment with Area Sales and Group Sales, and build relationships to position and market the property.
Analyze customer intelligence, market and economic trends, STAR reports, competitive shopping reports, and competitor strategies to inform sales strategy and grow occupancy, RevPAR, and market share.
Attend sales strategy meetings, provide input on sales strategy, and suggest marketing ideas and deployment strategies.
Serve as a sales contact and customer advocate for the General Manager, property leadership team, sales leaders, and customers.
Act as the hotel authority on sales processes and sales contracts, and liaise with Revenue Management, Event Management, hotel departments, and sales partners.
Participate in sales calls to acquire new business and close business.
Identify public relations opportunities, coordinate activities that support marketing communications, and coordinate crisis communications in support of the General Manager.
Execute Marriott Customer Service Standards, hotel Brand Standards, and brand service basics throughout the sales process.
Support operational aspects of booked business, including proposals, contracts, customer correspondence, and seamless handoffs between sales and operations.
Monitor and facilitate resolution of guest issues arising from the sales process.
Maintain performance by increasing revenue, controlling expenses, and providing a return on investment for the owner and Marriott International.
Develop partnerships with local organizations and internal stakeholders, and maintain participation in local, regional, and national tradeshows and client events.
Deliver customer service that supports satisfaction and loyalty, monitor customer satisfaction before and during programs or events, and recommend services suited to customer needs.
Understand the hotel’s target customers, their businesses, and their service expectations to offer appropriate business solutions.
Coach leaders of revenue-generating departments on revenue strategies and goals, and ensure the Sales team fully leverages 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 strategy.
Establish effective team structures, processes, jobs, and performance management systems; set expectations, align performance and rewards, address performance issues, and hold staff accountable.
Support sales training and catering-solution resources; identify, train, and mentor group sales associates; transfer functional knowledge and develop other managers’ group sales skills.
Champion leadership development, workforce planning, and the development of diverse, high-caliber sales and marketing talent.
Perform other duties as assigned to meet business needs.