Director of Sales and Marketing

About The Cape Town EDITION V&A Waterfront

Set to open in 2026 The Cape Town EDITION will bring a new era of contemporary luxury and lifestyle hospitality to the iconic V&A Waterfront. This 142-key hotel featuring six exclusive serviced apartments will be operated under an international management agreement. Developed on Quay 7 the property is poised to become a destination where modern design impeccable service and vibrant social energy converge.

Created in partnership between Marriott International and legendary hotelier Ian Schrager EDITION Hotels redefine the boutique luxury experience through unique design personalized service and a carefully curated atmosphere that captures the spirit of each location.

As preparations progress toward its grand opening The Cape Town EDITION is seeking an exceptional Director of Sales & Marketing to lead the pre-opening and operational launch. The ideal candidate will bring visionary leadership a deep understanding of luxury lifestyle hospitality and the ability to craft an elevated guest experience that reflects the EDITION brands sophistication and authenticity.

Please note: Applicants must have the legal right to work in South Africa. Preference will be given to South African citizens in line with our Employment Equity objectives

JOB SUMMARY

Functions as the leader of the hotels sales and marketing department with responsibility for the propertys reactive and proactive sales marketing public relations and e-commerce strategy. Requires strong connectivity to the right networks of high profile guests and the ability to do non-traditional selling and public relations (PR) that generates high revenues for the hotel. Provides day to day leadership to the sales staff to achieve hotel sales objectives with overall responsibility for achieving booking goals and property revenues. Implements the brands service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term value-based guest and client relationships that enable achievement of the hotels sales objectives. Develops and leverages local networks to bring the right business to the hotel (e.g. selling top suites high value events) as well as establishes and maintains high levels of exposure and visibility for the primarily on transient consortia sales negotiated corporate accounts and high profile guest and companies as well as high end leisure transient sales and special event sales. Maintains strong market specific relationships and required connections. Manages the marketing budget to enable development and pull through of hotel specific campaigns promotions and collateral to drive revenue and meet property objectives. Leverages as appropriate existing Marriott and Ritz-Carlton Sales and Marketing engines to implement hotel-wide strategies that deliver products and services to exceed guest expectations. Partners with EDITIONs Corporate Office and the Ian Schrager Company who will provide the lead on design concept brand integrity marketing food and beverage concepts public relations and special event consulting at the hotel level.

CANDIDATE PROFILE

Education and Experience

• 3-year bachelors degree in Business Administration Marketing Hotel and Restaurant Management or related major;
• 8-10 years experience in the sales and marketing in hospitality preferably in the luxury market

CORE WORK ACTIVITIES

Sales & Marketing Strategy Development & Execution

• Develops sales marketing and public relations (PR) goals and strategies consistent with the brand business strategy.
• Develops sales and marketing goals and strategies that maximize revenues and market penetration; adjusts marketing strategies to reflect changing conditions.
• Verifies sales and marketing strategies focus on transient consortia negotiated corporate accounts and high profile leisure sales selling top suites and high value events and target high-profile guests and companies.
• Grows existing accounts and generate new business to maximize revenue market share and profits; verifies focus is on proactive and reactive selling.
• Executes the sales strategy and verifies individual booking goals are met for both self and staff.
• Verifies the development of a strategic account plan for the demand generators in the market.
• Assesses market position and recommends product and service needs and changes necessary to meet sales and marketing objectives consistent with brand goals.
• Directs and manages group transient corporate negotiated and special event sales to maximize profits.
• Develops and implements Sales and Marketing policies plans and procedures specific to property.
• Attends sales strategy meetings to provide input on weekly and overall sales strategy.
• Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.
• Executes and supports the operational aspects of business booked (e.g. generating proposal writing contract guest correspondence).
• Negotiates room rates closes sales and meets aggressive sales targets.
• Verifies that the hotel implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
• Leads the hotel sales review process.
• Develops pre-opening sales and marketing goals and strategies and verifies alignment with the brand business strategy.
• Partners with Operations on a world class repeat guest recognition program to create maximum wallet share.

Leading Marketing and Public Relations Activities

• Partners with the Ian Schrager Company and the corporate EDITION brand team to determine and develop marketing communication strategy and tactics.
• Provides feedback on high impact public relations advertising and promotional programs.
• Coordinates and executes sales presentations client meetings property tours and site inspections prior to key events as required.
• Develops strong partnerships with local public relations and media firms to further increase brand/product awareness.
• Develops strong community and public relations by verifying hotel participation in local regional and national tradeshows and client events.
• Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.
• Contributes to the development of innovative marketing ideas and proactively develops deployment strategies to establish and maintain high levels of exposure and visibility for the hotel to grow market share.
• Manages execution of guest and public relations eventsin partnership with the Ian Schrager Company corporate EDITION team and local public relations firms.
• Identifies high profile guests and companies and determines the best way to communicate and sell to them.
• Contributes property specific information to be used for press releases prepares information for media kits.
• Manages special events (e.g. sponsorship of races and golf outings parties introducing new products and services etc.) to gain public attention through the media without advertising directly.
• Assigns supervises and reviews the activities of local and global public relations teams in conjunction with EDITION corporate offices and ISC.
• Establishes and maintains effective working relationships with local and municipal government officials and media representatives.
• Identifies develops and evaluates marketing strategy based on knowledge of established objectives market characteristics and cost and markup factors.
• Works with the Ian Schrager Company and corporate EDITION team for approval and guidance on all guest facing marketing (e.g. mostly direct mail/econnects) and major PR events.

Sales and Marketing Point of Contact and Consultant

• Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the hotels financial performance.
• Develops and manages internal key stakeholder relationships.
• Leverages existing Marriott sales and marketing engines as appropriate to maximize revenues for the hotel.
• Serves as the sales contact for the General Manager hotel leadership team and other departments at Marriott and the Ian Schrager Company.
• Serves as hotel authority on sales processes and sales contracts.
• Supports the General Manager in coordinating crisis communications.

Providing Exceptional Service

• Serves as the sales contact and advocate for guests and clients.
• Executes and supports EDITION standards.
• Participates in and practices daily service basics of the brand.
• Executes exemplary service to drive guest satisfaction and loyalty by assisting guests and verifying their satisfaction before and during their program/event.
• Gains understanding of the hotels primary target guest and their service expectations; serves the guests and clients by understanding their business business issues and concerns offers better business solutions both prior to and during the program/event.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to hotel leadership and/or other appropriate stakeholders.
• Maintains strong owner relations and verifies hotel is responsive and is properly communicating to ownership on sales marketing and public relations issues.
• Manages relationships with decision makers at top accounts and high-profile guests and companies.

Leading Special Events Sales Activities

• Manages and directs the on-property Special Events team or sales manager to achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective deployment strategies to grow market share.
• Manages the special event sales efforts for the hotel; solicits/books local special event business.
• Develops and manages the special events revenue and operation budgets and provides forecasting reports.
• Works with the management team to create and implement a special events/marketing plan addressing revenue guests and market.
• Coordinates high-profile events for small groups.
• Assists in developing special event menus which drive sales.
• Assists with selling implementation and follow-through of promotions.
• Interacts effectively with guests/clients sales and kitchen vendors competitors local community catering associations and other hotel departments in order to maintain guest satisfaction.
• Works with F&B team to develop strategies programs promotions to increase cover counts in restaurants and lounges/bars.
• Monitors information and research pertaining to local competitive venues.

Talent Management

• Verifies Sales team understands and is leveraging Marriott 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.
• Verifies 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 appropriately address performance issues and hold staff accountable for successful results.
• Forecasts talent needs and manages department talent acquisition strategy with Human Resource (HR) to minimize lost time due to turnover.
• Monitors the competitions best sales people and executes a recruitment and acquisition plan with HR.
• Supports tools and training resources to educate sales staff on winning 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; work with HR to anticipate future talent needs based on business growth plans.
• Identifies trains and mentors group sales marketing PR and revenue management associates.
• Utilizes all available on the job training tools for associates.
• Verifies sales and marketing staff receive appropriate training.
• Participates in talent acquisition processes (sourcing screening interviewing hiring and onboarding) to verify Sales & Marketing department is staffed appropriately; includes department staffing for hotel pre-opening.
• Provides performance guidance and direction to subordinates including setting performance standards and monitoring performance through formal and informal appraisal processes.
• Identifies the developmental needs of subordinates in order to coach mentor and help them to improve their knowledge skills and overall job performance.

Financial Sales and Revenue Management Analysis and Reporting

• Provides intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed guest expectations.
• Reviews the STAR 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.
• Verifies successful performance by increasing revenues controlling expenses and providing a return on investment for the owner and Marriott International.
• Monitors period-end reports with emphasis on booking pace and productivity (e.g. group corporatetransient and special events) and provides feedback to Executive Committee.
• Manages operating budget and forecasting for sales and marketing with assistance from Director of Finance & Accounting to enable specific campaigns promotions and collateral to drive revenue and meet hotel objectives.
• Monitors and critiques sales and marketing Profit and Loss (P&L) statements to verify accuracy and alignment with budgetary requirements.
• Monitors market conditions using both local knowledge as well as Smith Travel Reports (STR) to verify hotel is properly positioned in terms of rate occupancy and mix.
• Manages the relationship with the revenue management office/staff (e.g. participate in routine calls strategy meetings periodic update meetings etc.).
• Responds to off-hotel (e.g. regional and owner) requests for sales information (e.g. Market Outlook STR Report critique etc.).
• Reviews revenue management reports (e.g. Demand Eye Chart Benchmark Pricing Evaluator Rate/Value Matrix etc.).
• Conducts analysis of guest segment performance at the hotel and in the market.
• Reviews daily inventory management reports (e.g. those in MARSHA KRS One-Yield etc.).
• Performs assessments of competitor rates occupancy and sales activities.
• Uses revenue management data to set and load forward-looking prices (e.g. summer seasonal corporate holiday rates etc.).
• Develops pricing strategies balancing hotel objectives and guest satisfaction.
• Uses sales forecasting and strategic planning to verify the sale and profitability of products lines or services analyzing business developments and monitoring market trends.

Other

• Partners with Human Resources Engineering and Security to monitor compliance with local state and federal regulations and/or union requirements.
• MANAGEMENT COMPETENCIES

Leadership

• Adaptability Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment.
• Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view gain consensus or take action.
• Problem Solving and Decision Making - Models and sets expectations for solving complex problems collecting and comparing information to evaluate alternatives considering their potential impact before making decisions involving others to gain agreement and support and guiding others to implement solutions.
• Professional Demeanor- Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Focuses and guides others in accomplishing work objectives.
• Planning and Organizing- Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
• Customer Relationships- Develops and sustains relationships based on an understanding of customer needs and actions consistent with the companys service standards.
• Global Mindset -Supports employees and business partners with diverse styles abilities motivations and/or cultural perspectives; utilizes differences to drive innovation engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability -Evaluates and adapts the structure of organizational units jobs and work processesto best fit the needs and/or support the goals of an organizational unit.
• Talent Management- Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information (e.g. data related to employee engagement guest satisfaction and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
  • Sales and Marketing- Knowledge of principles and methods for showing promoting and selling products or services. This includes marketing strategy and tactics product demonstration sales techniques and sales control systems.
  • Sales Disposition - Energetic proactive takes calculated risks and perseveres to attain goals.
  • Devising Sales Approaches and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales solutions that appropriately consider available facts constraints competitive circumstances and probable consequences.
  • Sales Ability - Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product service or idea from prospects and clients.
  • Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on guests and client cues.
  • Sales Opportunity Analysis - Understanding and utilizing economic financial industry and organizational data; accurately diagnosing clients business strengths weaknesses and key issues that can inform sales strategies and plans.
  • Supporting Sales Implementations - Supporting guests during the implementation of sales contracts; seeking and taking appropriate actions on guest feedback; taking responsibility for guest satisfaction and loyalty.
  • Media Communication -The ability to represent the property effectively to the media and in public forums through verbal or written communications such as news releases background statements for media and responses to media inquiries. This includes the knowledge of media production communication and dissemination techniques and methods including alternative ways to inform and entertain via written oral and visual media.
  • High-Profile Connections -Knowledge of and ability to establish relationships with high-profile guests and networks (celebrities public officials corporate executives well-known and influential companies and organizations).
  • Local Knowledge Knowledge of local attractions special events and venues.
  • Revenue Management - Knowledge of total hotel revenue management concepts processes and strategies (including sales cycles and trends account management pricing and inventory management).
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
  • Basic Computer Skills - Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).
  • Mathematical Reasoning - Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve work-related issues.
  • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension- Demonstrates understanding of written sentences and paragraphs in work-related documents.
  • Writing- Communicates effectively in writing as appropriate for the needs of the audience.

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.