Director of Sales

Group Sales Manager

Job Summary

Functions as the leader of the property's group sales effort for properties with a significant number of events. Manages the property's reactive and proactive group sales efforts. Shares responsibility for achieving group revenue goals, guest and associate satisfaction. Implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process. Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property's sales objectives. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues for all events.

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.

Group sales experience.

Core Work Activities

Managing Sales Activities

Functions as the leader of the property's group sales effort.

Solicits, books and develops local group business.

Recommends booking goals for sales team members.

Develops and manages group sales revenue and operation budgets, and provides forecasting reports.

Works with management team to create and implement a group sales/marketing plan addressing revenue, customers and market.

Assists with selling, implementation and follow-through of group sales promotions.

Executes and supports Marriott's Customer Service Standards and hotel's Brand Standards.

Executes and supports the operational aspects of business booked.

Participates in and practices daily service basics of the brand.

Coordinates and deploys group sales resources on-property to monitor the pull-through and sustainment of sales strategies and selling solutions.

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

Manages the property's reactive and proactive group sales efforts.

Monitors the effective resolution of guest issues that arise as a result of the sales process.

Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.

Implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process.

Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues for all events.

Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

Works collaboratively with off-property sales channels to verify the property needs are being achieved and the sales efforts are complementary.

Interacts effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other hotel departments to maintain guest satisfaction.

Executes exemplary customer service to drive customer satisfaction and loyalty.

Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations.

Gains understanding of the hotel's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.

Develops a close working relationship with operations to execute strategies at the hotel level.

Leadership

Manages and directs the on-property group sales effort to achieve hotel revenue goals.

Works with the Director of Sales and Marketing to establish understanding of sales strategy and effective implementation.

Partners with Human Resources to attract, develop and retain the right people.

Creates effective structures, processes, jobs and performance management systems.

Sets goals and expectations for direct reports using the Leadership Performance Process.

Forecasts talent needs and manages talent acquisition strategy with Human Resources.

Keeps an active list of the competition's best sales people and executes a recruitment and acquisition plan with HR.

Supports tools and training resources to educate sales associates on winning catering solutions.

Champions leadership development and workforce planning priorities.

Identifies, trains and mentors group sales associates.

Transfers functional knowledge and develops group sales skills of other discipline managers.

The salary range for this position is $132,000 to $171,000 annually. Marriott offers a bonus program, comprehensive health care benefits, 401(k) plan with up to 5% company match, employee stock purchase plan at 15% discount, accrued paid time off, life insurance, group disability insurance, travel discounts, adoption assistance, paid parental leave, health savings account, flexible spending accounts, tuition assistance, pre-tax commuter benefits, other life and work wellness benefits, and may include other incentives such as stock awards and deferred compensation plans.