Director Market Leisure Sales Hawaii

JOB SUMMARY

 

Provides leadership and direction to a team of area-based Leisure sales associates to grow account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies. Sets Leisure sales targets by accounts and associates to achieve the overall revenue goals within the area. Provides day to day leadership to the area team, comprising of account directors and executives, to achieve assigned revenue and market share goals. Develops relationships with customers and collaborates with them to create strategic promotions and programming, alongside Leisure sales associates. Monitors pull-through of segment strategies and partners with Directors of Sales and Marketing (DOSM) and General Managers to verify that properties in their area attain and grow sales/revenue objectives. Maintains accountability for achieving revenue goals, associate satisfaction and overall financial performance of hotels within their area.

 

CANDIDATE PROFILE 

 

Education and Experience 

 

• 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 bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.

• Proven leadership skills in supervising and managing associates.

• Lodging sales experience.

• Account management experience.

 

 

CORE WORK ACTIVITIES 

 

Managing Sales Activities

• Verifies area Leisure Sales strategies and programs are in alignment with the overall market goals.

• Tracks account growth and profitability to positively influence customer purchasing behavior.

• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives.

• Reviews the Smith Travel Research STAR report, reviews competitive shopping reports, researches competitor’s sales team strategies and uses other resources in order to grow occupancy and RevPAR and increase market share.

• Gains understanding of the hotel’s primary target customer to generate better business solutions.

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

• Evaluates market and economic trends and introduces appropriate changes in sales strategies to generate increased revenue and establish competitive position in the market for each property.

• Manages the development of a strategic account plan for the demand generators in the market, and confirms sales team is leveraging Marriott International (MI) demand engines to full potential.

• Focuses on proactive selling and penetrating accounts.

• Partners with Sales leaders and Property Stakeholders to review overall sales results and plans for each property with re-solicitation efforts and account assignments.

• Focuses on building each property’s top line revenue by developing a Leisure sales strategy that utilizes on-property and off-property sales channels to deliver results.

• Serves as the primary Leisure sales contact for the General Managers (GMs) and property leadership teams.

• Understands and accurately represents individual property needs.

• Partners with Marketing to develop and execute marketing communication activities; evaluates marketing opportunities by surfacing needs.

• Works with customers and Marketing to develop strategic promotions.

• Meets with customers on a quarterly basis to understand booking trends and industry conditions.

• Channels customer feedback, as appropriate, on all aspects of opportunity management to the Leisure Sales team.

• Identify and develop new customer accounts and grow existing channels.

• Supports hotel development efforts within their area to gainfully grow the Marriott International Brand; provides input, as required, to the feasibility of projects, pro-forma development and approval, and sales and marketing plan development and execution in new and converted hotels.

• Develops actionable recommendations and responses to optimize performance and drive growth and profitability.

• In partnership with Revenue Management, develops business sales stra