Director of Sales Marketing

NATURAL TALENT

Explore an exciting new career path at W Hotels where your natural talent is celebrated. W Hotels work culture is uniquely designed to spark your imagination and curiosity while bringing the W experience to life for guests.

W Sydney on Darling Harbours waterfront is now casting for a vibrant and passionate Director of Sales & Marketing responsible for sales marketing catering & events and reservations team in the hotel.

Manages the propertys reactive and proactive sales efforts. Provides day to day leadership to sales talent to achieve property sales objectives with overall responsibility for achieving booking goals and property the brands service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building longterm valuebased customer relationships that enable achievement of the hotels sales objectives. Evaluates the propertys participation in the various sales channels (e.g. Area Sales Group Sales within the Sales Office electronic lead channels etc. and develops strong working relationships to proactively position and market the the marketing budget to enable development of property specific campaigns promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull and implements propertywide strategies that deliver products and services to meet or exceed the needs and expectations of the brands target customer profile and property talent and provides a return on investment to the owner and Marriott International.

CORE RESPONSIBILITIES

Managing Sales Activities

• Manages the development of a strategic account plan for the demand generators in the market.
• Manages the propertys reactive and proactive sales efforts.
• Determines and develops marketing communication activities in conjunction with Regional Marketing Communications.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Reviews the STR report competitive shopping reports and uses other resources to maintain an awareness of the hotels market position.
• Researches competitors 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.
• 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 sales contact for customers; serves as the customer advocate.
• Serves as hotel authority on sales processes and sales contracts.
• Serves as the property sales liaison with Area Sales Group Sales Revenue Management Event Management Regional Marketing Communications and other hotel departments as appropriate.
• Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.
• Executes and supports Marriotts Customer Service Standards and hotels Brand Standards.
• Executes and supports the operational aspects of business booked (e.g. generating proposal writing contract customer correspondence).
• Participates in and practices daily service basics of the brand Hotels and Resorts (MHR) Spirit to Serve Daily Basics Renaissance Hotels and Resorts (RHR) Savvy Service Basics Courtyard SpringHill Suites Fairfield Inn Basics of the Day Residence Inn Daily Huddle or TownePlace Suites Morning Meeting).
• 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.
• Implements the brands service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building longterm valuebased customer relationships that enable achievement of the hotels sales objectives.
• Interfaces with regional marketing communications for regional and national promotions pull through.
• Performs other duties as assigned to meet business needs.

Marketing Strategy and Planning

• Develops the annual marketing plan with specific goals and budgets considering segmentation mix and market dynamics.
• Orchestrates strategic implementation of the hotel marketing communications activities loyalty program activations and partnership events.
• Defines USPs story angles and verifies that the hotels creative messages and media activities are consistent with global brand direction and brand voice.
• Prepares working plans for teams to achieve goals and ensures each member is fully briefed and engaged.
• Analyses key marketing performance metrics and tracking tools to provide marketing research forecasts competitive analyses campaign results and consumer trends in order to translate results into actionable insights for the marketing team.
• Reviews and measures marketing activity effectiveness on regular basis and optimises plans.
• Monitors competitors marketing activities and trends within the industry and shares key learnings on a regular basis.
• Updates hotels senior leadership team on the status of programs ensuring followthrough and property buy in on marketing initiatives.
• Leads team to collaborate with agencies (advertising PR design media) to create and execute marketing campaigns and media plans for the hotel and its different business units (venues spa etc)..
• Conceptualises and implements impactful PR strategies to drive quality press coverage through media engagement in alignment with communications objectives.
• Establishes maintains and strengthens positive relationship with relevant regional and local media contacts key opinion leaders influencers bloggers and content creators.
• Determines appropriate budget to support communications initiatives and allocations.
• Partners with Field Marketing and Digital (MDS) teams to strategise digital marketing plan for hotels.
• Supports the General Manager by coordinating crisis communications.
• Performs other duties as required.

Building Successful Relationships

• Develops strong partnerships with local organizations to further increase brand/product awareness.
• Develops and manages internal key stakeholder relationships.
• Develops strong community and public relations by maintaining property participation in local regional and national tradeshows and client events.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations while building a relationship and loyalty to Marriott.
• Gains understanding of the hotels primary target customer and service expectations; serves the customer by understanding their business business issues and concerns to offer better business solution both prior to and during the program/event.

Leadership

• Functions as the leader of the propertys sales & marketing department.
• Develops sales goals and strategies and verifies alignment with the brand business strategy.
• Executes the sales strategy in order to meet individual booking goals for both self and team.
• Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the propertys financial performance.
• Verifies Sales team understands and is leveraging Marriott International (MI) demand engines to full potential.
• Works with Human Resources Engineering and Loss Prevention to monitor compliance with local state and federal regulations and/or union requirements.
• 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 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 talent accountable for successful results.
• Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover.
• Maintains an active list of the competitions best sales people and executes a recruitment and acquisition plan with HR.
• Supports tools and training resources to educate sales team on winning catering solutions.
• Champions leadership development and workforce planning priorities by assessing selecting retaining and developing diverse highcaliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans.
• Identifies trains and mentors group sales team; utilizes all available on the job training tools for talent.
• Transfers functional knowledge and develops group sales skills of other discipline managers.
• Provides day to day leadership to sales talent to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues.
• Evaluates the propertys participation in the various sales channels (e.g. Area Sales Group Sales within the Sales Office electronic lead channels etc. and develops strong working relationships to proactively position and market the property.