Director of Sales

Marriott•Port Wentworth, GA

1d•Onsite

About The Position

This position is for a Director of Sales at a hotel owned and operated by an independent franchisee, Larry Blumberg & Assoc. The franchisee is a separate company and employer from Marriott International, Inc. The franchisee controls all employment policies and practices. The role involves fully developing assigned segments with an emphasis on new business development for the assigned hotel. The Director of Sales will work with the General Manager, Regional Revenue Manager, and Regional Director of Sales to optimize revenue potential and ensure a memorable customer experience. Responsibilities include developing and executing sales action plans, maintaining positive interdepartmental relations, and completing special projects. Success is measured by achieving revenue goals and improving market share against competitors.

Requirements

Knowledge of the market area for the hotel is preferred.
Knowledge of effective outside sales tactics required.
Thorough understanding of client base.
Effective communication skills both written and verbal.
Proficient written and verbal English.
Financial analysis skills to assess potential business opportunities and their contribution to business success.
Strong organizational and multitasking skills.
Ability to relate well with others and be flexible to work with a team.
Ability to analyze work for accuracy of self and others.
Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint.
Experience working with customer relationship software like Delphi.fdc and/or STS preferred.
Ability to effectively influence others and engage clients and coworkers on difficult issues.
Ability to inspire confidence and gain respect from superiors, peers, subordinates, industry partners, and competitors.
A confident, self-starting, high-performance orientation with a track record reflecting a “can do” attitude.
Enjoys interacting with customers and networking within the industry.
Must have a high level of decision-making and discretion.
Must be able to work independently to successfully achieve sales goals established for the property.
Ability to drive on behalf of the company and maintain a valid driver’s license.
Periodic overnight travel will be required to attend company/brand conferences, to assist with sales blitzes/training, or attend client events.

Nice To Haves

Knowledge of the market area for the hotel is preferred.
Experience working with customer relationship software like Delphi.fdc and/or STS preferred.

Responsibilities

Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.
Book appropriate business that allows the hotel to achieve/exceed monthly room revenue budget, and other applicable revenue budgets.
Approach the position with a relationship building/proactive selling mindset, ensuring weekly telephone prospecting/qualification/solicitation call goals and outside call goals are met or exceeded.
Include General Manager on appropriate sales appointments and calls on Corporate-based Sales personnel for assistance as needed.
Use the property’s computerized sales management system to manage the hotel’s business, including adding all sales activities, generating weekly sales reports, entering business, blocking meeting space, and building accounts.
Remain in active status in a minimum of two outside organizations (e.g., Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations).
Generate sales contracts and BEO’s (if applicable) within LBA guidelines, and develop/present business cases for business outside established group rates and allotments.
Deploy seasonal and segmented promotions and packages to drive bookings.
Understand and utilize available business tools to prospect for new business (e.g., Brand database reports, Construct Connect, ZoomInfo, Agency 360, local newspaper and business journals) and use internal lead source generators (in-house guest lists, brand reporting) to maximize revenue production.
Target, saturate, and penetrate specific companies to reach decision makers and seek new business or work existing accounts.
Strive to continually improve general business and industry/job-specific skills by attending Brand and LBA Corporate-sponsored sales training and outside continuing education.
Motivate, coach, counsel, and discipline all sales department personnel according to LBA Hospitality standards.
Monitor economic/business news and contribute to the hotel’s rooms forecast.
Follow up and communicate regularly with clients to stay engaged and book or maintain business.
Understand the business rationale for completing the annual budgeting process, revenue generation, and advertising/promotion costs.