Director of Sales & Distribution Emirates Wolgan Valley, A Ritz-Carlton Lodge

HOTEL DESCRIPTION

Emirates Wolgan Valley a Ritz Carlton Lodge is a luxury conservation retreat set within the World Heritagelisted Greater Blue Mountains. As one of Australias pioneering sustainable luxury resorts it was designed to protect and enhance the surrounding natural environment. The property features 40 freestanding one two and three bedroom lodgeseach with a private indoor/outdoor pool veranda living area and fireplacealongside a central homestead. Guests enjoy a full suite of amenities including all day dining two specialty restaurants a bar an 81 sqm meeting room swimming pool fitness center tennis courts kids club and The Ritz Carlton Spa. Located approximately 190 kilometers from Sydney the resort is accessible via a three hour drive or a 45 minute helicopter transfer. The lodge is scheduled to open in Q3 2026.

JOB SUMMARY

Functions as the propertys sales department leader for rooms and catering supporting the generation of food & beverage revenues and managing the propertys reactive and proactive sales efforts. Provides day-to-day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving revenue goals and property KPIs. Implements the brands service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term value-based customer relationships that achieve the hotels sales objectives. Manages mentors and develops the property sales teams and drives the propertys participation in the various sales channels (e.g. Area Sales Market Sales within the Sales Office GSO etc.) and develops strong working relationships to proactively position and market the property. Manages the sales budget to create property-specific client activations and planned sales trips and tradeshow participation to drive revenue and meet property objectives. Works aligned with cluster and field marketing teams to execute the business plans. Develops and implements property-wide strategies that deliver products and services to meet or exceed the needs and expectations of the brands target customer profile and property associates and provide a return on investment to the owner and Marriott International.

This role will be based in Sydney.

CANDIDATE PROFILE

Education and Experience

Requested:
2-year degree from an accredited university in Business Administration Hospitality or Hotel Management or related major; 4 years experience in sales and distribution or related professional area.
Demonstrated skills in supervising and team leadership
Commercial Business Acumen
Enthusiasm passion and drive

Preferred:
4-year college degree.
Demonstrated skills in team management and training
Hotels sales experience.
Hotel industry work experience demonstrating progressive career growth and a pattern of exceptional performance.

CORE WORK ACTIVITIES

Managing Sales Activities
Manages the development of strategic segment plans for the demand generators in the market.
Manages the propertys reactive and proactive sales teams and processes following the Marriott sales process
Determines and develops sales communication activities in conjunction with Market National and GSO teams
Provides customer intelligence in evaluating the market and economic trends to set sales strategies to meet or exceed customer expectations.
Reviews the STR report 3rd Party competitive performance reports and uses these resources to maintain awareness and improve the hotels market position.
Research market strategies to identify ways to grow occupancy ADR and RevPAR and increase market share.
Be comprehensively aware and follow Marriotts Distribution Strategy
Supports the growth of Marriott Bonvoy members and member activation. Drive Marriott Bonvoy Events enrolment engagement & occupancy
Leads sales strategy meetings to provide input on weekly basis and on overall sales strategy.
Suggests innovative ideas and develops deployment strategies to continue to grow market share.
Evaluates and supports participation and account deployment with Market National Sales Destination Sales and GSO Teams.
Serves as the sales contact for the General Manager property leadership team Market National Sales Destination Sales and GSO Teams.
Serves as the sales contact for customers; serves as the customer advocate.
Serves as hotel authority on sales processes programs and sales contracts.
Evaluates the propertys participation in the various sales channels (e.g. Market National Destination Sales within the Area) 3rd party lead channels etc.) and develop strong working relationships to proactively position and sell the property.
Comprehensively manages the sales budget to develop property-specific sales activation client event Tradeshows and sales trips to drive revenue and meet property objectives.
Communications with other hotel departments as appropriate.
Participates in sales calls with members of the Sales teams to acquire new business and/or close on business.
Supports Marriotts Customer Service Standards and the hotels Brand Standards.
Executes and supports the operational aspects of business booked (e.g. generating proposals writing contracts customer correspondence).
Implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.
Monitors the effective resolution of guest issues that arise because 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 as directed by the property General Manager Market Leadership or Area teams.

Building Successful Relationships
Develops strong partnerships with local organisations and tourism associations 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 solutions before and during the program/event.

Leadership
Functions as the leader of the propertys sales department with top-line revenue growth on rooms and catering revenue a priority.
Develops sales goals and strategies and verifies alignment with the brands business strategy.
Executes the sales strategy to meet individual revenue goals for both self and team
Coach leaders of revenue-generating departments in developing effective revenue strategies and setting aggressive goals to drive the propertys financial performance.
Verifies sales team understands and is leveraging Marriott International demand engines to their full potential.
Works with Human Resources Engineering and Loss Prevention to monitor compliance with local state and federal regulations
Creates effective structures processes jobs and performance management systems.
Sets goals and expectations for direct reports using the Leadership Performance Process 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 minimise lost time due to turnover.
Maintains an active list of the competitions best salespeople 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-calibre talent that can lead the organisation today and strengthen the leadership bench for the future; continues to upgrade the sales talent;
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.

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 act.
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 Demeanour - Exhibits behavioural 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 Organising - Gathers information and resources required to set a plan of action for self and/or others; prioritises and arranges work requirements for self and/or others to accomplish goals and ensure work is completed.

Building Relationships
Co-worker 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; utilises 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 Organisational Capability
Organisational Capability - Evaluates and adapts the structure of organisational teams jobs and work processes to best fit the needs and/or support the goals of an organisational 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 the performance of self and/or others.
Business Acumen - Understands and utilises 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 utilises 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.
oDevising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts constraints competitive circumstances and probable consequences.
oSales Disposition - Energetic proactive takes calculated risks and perseveres to attain goals.
oSales Implementation - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
oSales Opportunity Analysis - Understanding and utilizing economic financial industry and organizational data; accurately diagnosing customers business strengths weaknesses and key issues that can inform sales strategies and plans.
Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
oBasic Computer Skills - Uses computer hardware and software
oMathematical Reasoning - Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve work-related issues.
oOral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
oReading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
oWriting - Communicates effectively in writing as appropriate for the needs of the audience.