Director of Group Sales
Director of Group Sales
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Job Description
Additional Information: This hotel is owned and operated by an independent franchisee MDM Hotel Group Ltd.. The franchisee is a separate company and a separate employer from Marriott International Inc. The franchisee solely controls all aspects of the hotels 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.
Job Summary:
The Director of Group Accounts is responsible for proactively soliciting and booking group meetings/revenue opportunities from their assigned territory. The primary intent of the position is to drive group sales from specified geographic territories for the hotel from a designated market. Researches solicits and qualifies business opportunities. Provides client proposals negotiates and closes business opportunities according to the hotels designated booking parameters.
Job Family Core Work Activities
Sales and Marketing Management: Focuses on and is responsible for building the units top line revenue through the solicitation and closing of group meeting business from a designated territory. Develops and implements a sales strategy that utilizes third party resources onproperty sales resources and leverages all property sales engines to deliver results. Effectively organizes sales activities including prospecting sales trip planning and trade show participation and other available means to attract business opportunities. Works with DOSM revenue management and operations department heads to ensure business opportunities are aligned with the overall hotel plan.
Revenue Management: In deployed markets works with Revenue Management to align revenue opportunities with designated segment strategies for rooms food and beverage and associated group revenues.
Guest Satisfaction: Ensures sales and marketing information provided to the Operations departments is timely accurate and enables property to meet or exceed guest expectations create customer loyalty and grow market share. Ensures of brand service strategy and applicable brand initiatives in all Sales processes and continually focuses on improving guest satisfaction.
Human Resources: Creates and sustains a work environment that embraces the brands culture ensures fair and equitable treatment and associate satisfaction to enable business success.
Financial Management: Develops and manages a personal sales plan to achieve or exceed revenue goals.
Job Specific Tasks
Sales and Marketing
Conducts targeted account research to determine potential.
Responds in a timely manner to incoming business opportunities
Ensures business booked is within hotel parameters.
Solicits and qualifies new accounts whose profile meets hotel needs
Proactively identifies qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand integrity.
Maintains and grows business of existing accounts.
Identifies and develops new markets.
Understands competitors strengths and weaknesses and effectively sells against them.
Works collaboratively with on and off property sales channels (e.g. CSO Market Sales Global Sales Organization) to ensure sales efforts are coordinated complementary and not duplicative.
Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls entertainment FAM trips trade shows etc.
Proactively manages relationships with multiple contacts in assigned market accounts.
Effectively manages and develops relationships with key internal and external stakeholders.
Effectively utilizes sales resources and administrative/support staff.
Hotel Communication Coordinates with hotels for site inspections. Updates hotels on the status of their accounts and pending business and ensures followthrough and property buy in on customers service needs.
Develops correspondence manages opportunity details and proactively develops customer solutions.
Maintains accurate and up to date account data and reporting using account management system.
Processes all business correspondence within acceptable time limits. Creates proposals/contracts and other related booking documentation as required. Manages and maintains account files.
Effectively manages business opportunities and maximizes revenue.
Understands the overall market competitors strengths and weaknesses economic trends supply and demand etc. and knows how to sell against them.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Candidate Profile
Skills and Knowledge
Excellent selling skills and understanding of sales processes; can bring a sale to closure
Possesses excellent telephone sales skills
Strong customer development and relationship management skills
Knowledge of need time strategy as developed by Revenue Management
Knowledge of contractual agreements and legal implications
Effective sales skills to upsell products and services
Knowledge of assigned geographical territory and major group meeting customers within territory
Knowledge of operations and associated needs/challenges presented by group needs
Effective sales call planning and sales trip
Effective decision making skills
Ability to influence others
Strong problemsolving skills
Strong communication skills (verbal listening writing)
Strong organization skills
Ability to use standard software applications and hotel systems including Delphi PMS MARSHA etc.
Strong analytical skills
Good negotiation skills
Strong customer and associate relation skills
Ability to develop and maintain relationships e.g. associates customers vendors
Computer literate
Good organizational skills.
Good verbal and written communications.
Ability to explain instructions procedures or information to other effectively.
Ability to work well under pressure.
Bilingual English/Spanish helpful
Flexible creative selfstarter.
Able to work with minimum supervision
Equipment Operation
PMS//MARSHA/Delphi
Windows; Excel; Access; Word
Education or Certification
College degree or commensurate experience
Education: College degree or commensurate experience
Related Work Experience: Minimum five years group sales experience in assigned territory
Minimum three years group sales experience in similar size hotel or larger
Compensation: Salary
Schedule: FullTime
Position Type: Management
Benefits
Health Insurance
Dental and Vision
Paid Time Off
401K
Parking and Metro Reimbursement
Travel Perks and Benefits
Recognition and Rewards
Growth Opportunities
Holiday pay
Free Meals
Free uniforms
Free life insurance
Free shortterm disability
Exclusive Discounts via LifeMart
and much more!
This company is an equal opportunity employer.
frnch1
Required Experience:
Director
Employment Type
Full-Time
