Area Director of Sales and Marketing

Additional Information: This hotel is owned and operated by an independent franchisee, Azul Hospitality Group. The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

POSITION PURPOSE

The Area Director of Sales & Marketing is tasked with proactively identifying and pursuing suitable business opportunities through a combination of tele-prospecting and direct sales in order to meet both personal and hotel revenue objectives. This role entails gaining a thorough understanding of how to support the property and enhance customer loyalty by delivering exceptional service at every customer touchpoint. The director will hold overall responsibility for total revenue management and yield strategies, including implementation and assessment of results across group and transient room sales, group food and beverage services, meeting room rentals, local catering, outlet services, and other revenue streams. Key strategies will encompass market mix, pricing, sales status, direct marketing initiatives, and acquisition performance. The objective is to optimize profitability for the resort while ensuring outstanding service quality for our customers. Additionally, the director will be accountable for analyzing market performance, potential outcomes, and achieving budget, forecasting, and target goals across a group of hotels.

ESSENTIAL RESPONSIBILITIES

• Manage and direct the sales & marketing efforts and team representing Hotel David Whitney Autograph Collection, Element Detroit at the Metropolitan, AC Hotel Detroit at the Bonstelle, The Cadillac House Lexington Tapestry Collection, The Plaza Apartments by Marriott Bonvoy, The Monarch Club, Lone Goat, Hammer & Nail and Buhl Bar.  Position will also assume responsibilities for future Roxbury hotels managed by Azul Hospitality.
• Enthusiastically and proactively sell the property’s concepts to group, corporate and leisure prospects in a way that best illustrates the identity of each brand as innovative and new.
• Direct prospecting and qualifying all lead sources through cold calls, tele-prospecting and networking to generate new opportunities.
• Consistently meets or exceeds individual and team sales and catering goals and hotel budgets
• Managing preferred corporate, wholesale, leisure transient, and group account efforts that meet or exceed hotel revenue goals
• Oversight negotiating contracts to ensure all pertinent aspects of solicitation and closing are complete and documented
• Ensure actively pursuing new clients through creative/innovative sales techniques and aggressive prospecting
• Identify opportunities to upsell customer through packages, food & beverage offerings, room upgrades, AV and lighting upgrades and spa faculties, if applicable
• Manage lead sources to ensure quantity and quality of leads with timely follow through
• Create customized Wedding Packages, Menus, and proposals, etc.
• Ensure individual and team response to all customer inquiries and communication within 24 hours or sooner
• Maintain accurate CI/TY information on all bookings, specifically program details, client correspondence, traces and to-do lists
• Conduct unique site inspections that create a WOW experience for the customer
• Follow proper event management procedures for event execution to include but not limited to BEO creation, F&B forecasting, resume communication, amenity/VIP designation and room block management
• Ensure production and distribution of accurate banquet/catering event orders, timelines, diagrams, and resumes within timeframe set by hotels
• Coordinates, plans and implements wedding related marketing tactics and events
• Productivity reports, 10-day Events Schedule and BEO Packet, as well as Daily Events Schedule are distributed timely
• Delegation and oversight of weekly 10-day BEO reading and daily 3-day BEO readings
• Drive strategies to develop long term business relationships and repeat business
• Attend trade shows, make on-site field presentations, and outside sales calls to prospective clients
• Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately report variance/projections to each property management.
• Participate in weekly strategy meetings and use Revenue Management resources to help make informed decisions and maximize revenue
• Ensure that the property is maximizing the use of al