Director of Sales and Marketing

Job Summary Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. Manages the property’s reactive and proactive sales efforts, providing day to day leadership to sales associates to achieve property sales objectives with overall responsibility for booking goals and property revenues. 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. Evaluates the property’s participation in various sales channels, develops strong working relationships to proactively position and market the property, manages the marketing budget for property‑specific campaigns, promotions and collateral, and collaborates with regional marketing communications for regional and national promotions. Candidate Profile 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. 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 Manages the development of a strategic account plan for demand generators in the market. Manages the property’s reactive and proactive sales efforts. Determines and develops marketing communication activities in conjunction with Regional Marketing Communications. Provides customer intelligence in evaluating market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations. Reviews the Strategic Alignment Review (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 develops deployment strategies to continue to grow market share. Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office. Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders. Serves as the customer advocate and hotel authority on sales processes and sales contracts. Supports the General Manager by coordinating crisis communications. Executes 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). Implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service. Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders. Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. Performs other duties, as assigned, to meet business needs. Leadership Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. Develops sales goals and strategies and verifies alignment with the brand business strategy. Executes the sales strategy to meet individual booking goals 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. Verifies Sales team understands and is leveraging Marriott International (MI) demand engines to full potential. Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. Creates effective structures, processes, jobs and performance management systems that are in place. Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results. Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover. Supports tools and training resources to educate sales associates on winning catering solutions. Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future. Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates. Transfers functional knowledge and develops group sales skills of other discipline managers. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Evaluates the property’s participation in the various sales channels and develops strong working relationships to proactively position and market the property. Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. We are committed to non‑discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law. Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law. #J-18808-Ljbffr