Director of Group Sales
Director of Group Sales
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Job Description
JOB SUMMARY
Functions as the leader of the propertys group sales effort for properties with a significant number of events over 300 peak rooms. Manages the propertys reactive and proactive group sales efforts. Shares responsibility for achieving group revenue goals guest and associate satisfaction. Implements the brands 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 propertys sales objectives. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g. catering and group rooms) 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 bachelors 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 propertys group sales effort for properties with a significant number of events over 300 peak rooms.
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 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 (e.g. Marriott 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).
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 propertys reactive and proactive group sales efforts.
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.
Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g. catering and group rooms) for all events.
Performs other duties as assigned to meet business needs.
Building Successful Relationships
Works collaboratively with off-property sales channels (e.g. Group Sales with the Sales Office Area Sales Enterprise Sales Team (EST)) to verify the property needs are being achieved and the sales efforts are complementary not duplicative.
Interacts effectively with guests/clients sales and kitchen vendors competitors local community catering associations and other hotel departments in order to maintain guest satisfaction.
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.
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 by proactively targeting current and new high value accounts in the market and implementing effective sales deployment strategies to grow market share.
Works with the Director of Sales and Marketing to establish understanding of sales strategy and effective implementation of this strategy for the hotel.
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) align 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.
Keeps 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 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; 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 associates; utilizes all available on the job training tools for associates.
Transfers functional knowledge and develops group sales skills of other discipline managers.
Shares responsibility for achieving group revenue goals guest and associate satisfaction.
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 propertys sales objectives.
The salary range for this position is $132000 to $171000 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 (including sick leave where applicable) life insurance group disability insurance travel discounts adoption assistance paid parental leave health savings account (except for positions based out of or performed in Hawaii) 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. Benefits and incentive compensation may be subject to generally applicable eligibility waiting period contribution and other requirements and conditions.
The compensation and benefits information is provided as of the date of this posting. Marriott reserves the right to modify compensation and benefits at any time with or without notice subject to applicable law.
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 greatest strength lies in the rich blend of culture talent and experiences of our associates. We are committed to non-discrimination on any protected basis including disability veteran status or other basis protected by applicable law.
Required Experience:
Director
Employment Type
Full-Time
