| | Job Description
Functions as the Strategic Business Leader of the hotel's Sales and Marketing department and is responsible for property reactive sales [outside of Event Booking Centers (EBC)], proactive account sales and segment sales, local and social catering sales, business travel sales, reservation sales and destination sales, if applicable. The position shares responsibility for achieving revenue goals, guest and associate satisfaction and the financial performance of the department. The Director of Sales and Marketing implements the brand's service strategy and applicable brand initiatives in all aspects of the Sales process. Leads on-property sales functions to build long-term, value-based customer relationships that enables achievement of hotel sales objectives. Evaluates the hotel's participation in the various sales channels, Market Sales, Event Booking Centers, electronic lead channels, etc. and develops strong working relationships to maximize hotel's benefits. Proactively positions and markets the property; manages marketing budget to enable development of hotel specific campaigns, promotions, collateral, etc. to drive revenue and meet property objectives. Interfaces with Regional Marketing Communications on regional and national promotions pull through. As a member of the executive committee, develops and implements hotel?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.
Requirements
. Excellent solicitation and selling skills and understanding of sales processes; can bring a sale to closure. Retail merchandising skills. Knowledge of group, extended stay, leisure, business transient and contract customer profiles. Strong customer development and relationship management skills. Ability to set accurate account and revenue goals. Knowledge of revenue management functions and account profitability. Understanding of operations and potential challenges for servicing businesses. Knowledge of contractual agreements and legalities. Strong organization skills. Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning. Ability to use standard software applications and hotel systems. Ability to develop and implement successful sales and marketing strategies. Ability to evaluate business trends, determine applicability to customer profile and modify business strategies accordingly . Ability to creatively execute against the strategy and drive results; can originate and invent new ways to create a unique guest experience and maximize revenue . Ability to take constructive action without relying on directions from others. Ability to network and build relationships to grow the business . Ability to exercise flexibility rather than rigid adherence to procedures in order to accomplish goals . Effective decision-making skills; can choose a course of action amongst options involving uncertainty or risk. Strong problem-solving skills; encourages new innovative solutions when appropriate . Strong communication skills (verbal, listening, writing). Effective influence skills. Strong consensus building skills. Good negotiation skills. Effective change management skills. Strong associate relation skills
Responsibilities
Sales and Marketing - Develops sales goals and strategies and ensures alignment with the brand business strategy. Executes the sales strategy and ensures individual booking goals are met for both self and staff. Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance. Ensures the development of a strategic account plan for the demand generators in the market. Deploys sales team against appropriate market segments.Ensures Sales team understands and is leveraging MI demand engines to full potential. Ensures focus is on proactive selling as well as reactive selling. Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications, evaluates marketing opportunities, develops and executes plan to create collateral (photos, print, direct mail, web pages) to support marketing/advertising; works with Regional Marketing Communications to develop and execute strategy, if available. Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations, generates increased revenue and ensures competitive position in the market. Communicates changes and potential revenue opportunities to leadership team. Develops strong partnerships with local organizations to further increase brand/product awareness; advises brand and regional team of growth opportunities. Reviews the 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. Suggests innovative marketing ideas and proactively develops deployment strategies to continue to grow market share. Evaluates and supports market sales, EBC participation and market sales account deployment. Monitors and evaluates EBC and market sales performance; monitors and manages EBC "leakage." Proactively develops and manages internal key stakeholder relationships. Is the sales contact for the General Manager, property leadership team, EBC and market sales leaders. Understands and accurately represents individual property sales needs. Is the sales contact for customers; serves as the customer advocate. Is the property sales liaison with market sales/cluster sales, EBCs, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate. Serves as hotel authority on sales processes and sales contracts. Works with Revenue Leader to develop business evaluation strategy. Develops strong community and public relations by ensuring property participation in local, regional and national tradeshows and client events. Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business. Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy. Supports the General Manager by coordinating crisis communications. Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local and statutory regulations. Reviews sales staffing levels to ensure hotel sales and revenue goals are met. Communicates and executes departmental and hotel emergency procedures. Revenue Management - Works with Revenue Management to assist in the development and pull through of the hotel sales strategy for the group, transient, and catering. Partners with Revenue Management for annual pricing process, request for pricing (RFPs), and development of the annual Property Business Plan. Working with the property Sales Strategy team, utilizes property diagnostic process (PDP) in order to maximize revenue and profits. Monitors local, regional and national business outlook and consults with Revenue Management on strategy.Guest Satisfaction - Leads the execution of brand service strategy in Sales and Marketing. Sets expectations and holds Sales leadership team accountable for demonstrating desired service behaviors. Ensures guest needs are met or exceeded from beginning to end of sales process. Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and associates. Empowers associates to provide excellent guest service. Establishes guidelines so associates understand expectations and parameters. Ensures associates receive on-going training to understand guest expectations. Is highly visible and interfaces with customers on a regular basis to obtain feedback on quality of service levels and overall satisfaction; effectively responds to and resolves guest problems and complaints. Observes service behaviors of associates and provides feedback to individuals and/or managers; continuously focuses on improving service performance. Attends pre- and post-convention meetings to understand group needs, set appropriate expectations and to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction; Financial Management - Reviews financial reports and statements to determine how Sales and Marketing (including transient, group room and catering) is performing against budget. Works with Sales and Marketing leadership team to determine areas of concern and develops strategies to improve the department's performance. Coaches and supports Sales and Marketing leadership team to effectively manage wages and controllable expenses such as advertising and promotions, travel expenses, operating supplies etc. Focuses on maintaining profit margins without compromising guest or associate satisfaction. Identifies opportunities to increase profits and create value by challenging existing processes, encouraging innovation and driving necessary change.
Benefits Package
Competitive Salary, Company Pension Scheme, Life Assurance, Complimentary Use of Leisure Club, Swimming Pool and discounts in the 5* Spa. Lunch & Dinner provided free of charge, Fantastic career Development & Training and from this role there is fantastic potential for growth within Marriott worldwide. As an International Company we are also able to offer Marriott Discount Cards (Hotel Discounts for Associates & Food & Beverage Discounts) and international Friends & Family Hotel Rates.
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| | At Marriott we recognise and celebrate the diversity of all parts of society, and strive to promote and reflect that diversity within our working practices and values. We recognise this in our approach to recruitment, reward, promotion opportunities, training & development of our people, on merit and without reference to their gender, marital status, ethnic or national origin, age, religion, sexual orientation, or any disability. | | |
