Director of Hotel Sales

JOB SUMMARY

 

• Bonus Eligible

 

Functions as the business leader of the property’s sales department for properties with bookings exceeding parameters of the Group Sales teams within the Sales Office. Provides day to day leadership to a small team of on-property sales associates and pulls through a number of above-property sales channels (e.g., Area Sales, Group Sales within the Sales Office, Catering Sales, Enterprise Sales Team (EST)) in order to achieve hotel sales objectives, booking goals and property revenues. Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property. Interfaces with the Regional Marketing & eCommerce team to review collateral and execute the property’s marketing plan as well as pull through regional and national promotions. Develops and implements property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and Marriott International.

 

CANDIDATE PROFILE 

 

Education and Experience

 

Required:

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

 

Preferred:

• 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. 
 

CORE WORK ACTIVITIES

 

Managing Sales Activities

• Executes the sales strategy and verifies that individual booking goals are met for both on-property staff and off-property sales channels.

• Partners with Area Sales and Group Sales within the Sales Office to establish successful account deployment and execution.

• Serves as the sales contact for the General Manager, property leadership team, Enterprise Sales Team (EST), Group Sales, Area Sales and Catering Sales leaders.

• Serves as the sales contact for customers; serves as the customer advocate.

• Serves as the property sales liaison with Area Sales, Group Sales within the Sales Office, Catering Sales, Revenue Management, Event Management, Regional Marketing Communications, EST and other hotel departments as appropriate.

• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.

• Reviews the Smith Travel Research STAR report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.

• Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.

• Attends sales strategy meetings to provide input on weekly and overall sales strategy.

• Participates in business planning with the Regional Marketing & eCommerce team.

• Suggests innovative marketing ideas and proactively develops deployment strategies to continue to grow market share.

• Determines and develops marketing communication activities.

• Participates in sales calls with members of the on-property and/or off-property sales team to acquire new business and/or close on business.

• Identifies public relations opportunities and works with the Regional Marketing & eCommerce Team to coordinate activities that augment the overall marketing communication strategy.

• Supports the General Manager by coordinating crisis communications.

• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

• Participates in and practices daily service basics of the brand (e.g.,, Mariott Hotels and Resorts (MHR), Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).

• Verifies that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.

• Maintains successful performance by inc