Director of Sales and Marketing

Marriott•Oakland, CA

7d•$175,000 - $218,800

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. This role manages reactive and proactive sales efforts and provides day-to-day leadership to sales associates, with overall responsibility for booking goals and property revenues. The Director implements the brand’s service strategy and initiatives throughout the sales process and builds long-term, value-based customer relationships to support the hotel’s sales objectives. The role evaluates the property’s participation in sales channels, builds working relationships to position and market the property, and manages the marketing budget for property-specific campaigns, promotions, and collateral. It interfaces with regional marketing communications on regional and national promotions and develops property-wide strategies that meet or exceed the needs and expectations of the brand’s target customers and associates while providing a return on investment to the owner and Marriott International. The position also leads sales strategy, customer and stakeholder relationships, team development, talent planning, and performance management. It works with internal departments and regional and area sales partners to support revenue, service, compliance, and the successful delivery of booked business.

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; alternatively, a 4-year bachelor’s degree in one of those fields plus 2 years of relevant experience.

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 and manage reactive and proactive sales efforts.
Develop strategic account plans for market demand generators and set sales goals and strategies aligned with the brand business strategy.
Execute sales strategies to achieve individual and team booking goals, property revenues, and financial performance.
Review market and economic trends, STAR reports, competitive shopping reports, and competitor strategies to inform sales strategy and grow occupancy, RevPAR, and market share.
Participate in sales strategy meetings and recommend marketing ideas and deployment strategies.
Evaluate and support participation and account deployment through Area Sales, Group Sales, and other sales channels.
Serve as a sales contact and customer advocate for the General Manager, property leadership, sales partners, and customers; act as the hotel authority on sales processes and contracts.
Coordinate with Revenue Management, Event Management, Regional Marketing Communications, Group Sales, Area Sales, and other hotel departments.
Participate in sales calls to acquire new business and close business.
Identify public relations opportunities, coordinate marketing communications activities, and support the General Manager with crisis communications.
Execute Marriott Customer Service Standards, hotel Brand Standards, brand service basics, and applicable brand initiatives throughout the sales process.
Support operational aspects of booked business, including proposals, contracts, customer correspondence, and seamless turnover between sales and operations.
Monitor resolution of guest issues arising from the sales process and channel concerns to appropriate property leaders or stakeholders.
Maintain performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
Develop partnerships with local organizations and internal stakeholders and maintain community and public relations through participation in trade shows and client events.
Deliver customer service that supports satisfaction and loyalty, understand customers’ business needs, and recommend suitable features and services before and during programs or events.
Coach leaders of revenue-generating departments in revenue strategies and goal setting.
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, retain, and plan for talent; maintain a list of competitors’ strong salespeople and execute recruitment plans.
Establish effective structures, processes, jobs, and performance management systems; set expectations for direct reports, address performance issues, and hold staff accountable.
Identify, train, and mentor group sales associates; support sales training, leadership development, workforce planning, and the development of group sales skills among other managers.
Evaluate the property’s sales-channel participation and manage the marketing budget for campaigns, promotions, and collateral.