Director of Sales and Marketing
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, provides day-to-day leadership to sales associates, and is accountable for booking goals and property revenue. The director implements the brand’s service strategy and initiatives throughout the sales process, builds long-term customer relationships, and positions and markets the property through sales channels and internal partnerships. The role also manages the marketing budget and develops property-specific campaigns, promotions, and collateral. In partnership with regional marketing communications, the director supports regional and national promotions. The director develops and implements property-wide strategies to meet or exceed the needs and expectations of target customers and associates while providing a return on investment to the owner and Marriott International.
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, 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
- Manage development of strategic account plans for market demand generators and oversee the property's reactive and proactive sales efforts.
- Determine marketing communications activities with Regional Marketing Communications and contribute market and customer intelligence to sales strategy.
- Review market-positioning resources, research competitor strategies, and identify opportunities to grow occupancy, RevPAR, and market share.
- Participate in sales strategy meetings, suggest marketing ideas, and develop deployment strategies.
- 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; act as a customer advocate and 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 or close business; identify public relations opportunities and coordinate related activities.
- Support the General Manager with crisis communications and execute Marriott Customer Service Standards and hotel Brand Standards.
- Support operational aspects of booked business, including proposals, contracts, and customer correspondence; ensure seamless sales-to-operations handoffs.
- Monitor resolution of guest issues arising from the sales process and channel issues to appropriate property leaders or stakeholders.
- Increase revenue, control expenses, and provide a return on investment for the owner and Marriott International.
- Implement the brand’s service strategy and initiatives throughout the sales process and build long-term, value-based customer relationships.
- Build partnerships with local organizations and manage internal stakeholder relationships; maintain property participation in local, regional, and national trade shows and client events.
- Deliver customer service that supports satisfaction and loyalty, understand customer needs and business concerns, and recommend suitable services and solutions.
- Develop sales goals and strategies aligned with the brand business strategy, and execute the strategy to meet booking goals for the director and staff.
- Coach revenue-generating department leaders on revenue strategies and goals, and ensure the Sales team makes effective use of 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 structures, processes, jobs, and performance management systems; set expectations, align performance and rewards, address performance issues, and hold staff accountable.
- Support training resources for sales associates, identify and mentor group sales associates, and transfer functional knowledge and group sales skills to other managers.
- Champion leadership development and workforce planning, assess and develop diverse talent, and prepare for future talent needs.
- Evaluate the property’s participation in sales channels and develop working relationships to position and market the property.
- Manage the marketing budget and develop property-specific campaigns, promotions, and collateral.
- Perform other duties as assigned to meet business needs.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
Associate degree
