W Rome Director of Sales and Marketing

JOB SUMMARY

Manages 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 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 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 property.

Manages 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 through. Develops 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 associates and provides a return on investment to the owner and Marriott International.

The Director of Sales and Marketing leads both the reactive and proactive sales and marketing strategy of the property with overall responsibility for achieving booking goals maximizing revenue and increasing market share.

This role requires more than traditional sales expertise: it calls for strategic marketing skills applied to sales with the ability to translate market intelligence positioning promotional activity and brand initiatives into measurable commercial performance.

CANDIDATE PROFILE

Education and Experience

Required:

3 year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major;

3 years experience in the position.

CORE WORK ACTIVITIES

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 Strategic Alignment Review (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.

Attends sales strategy meetings to provide input on weekly and overall sales strategy.

Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share.

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.

Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.

Supports the General Manager by coordinating crisis communications.

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).

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 long-term value-based 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.

Managing Marketing Activities

• Develop and activate property-specific marketing strategies that strengthen brand visibility generate qualified demand and support revenue growth across key business segments.
• Build strategic partnerships with local luxury brands cultural institutions lifestyle communities and influential market players to enhance awareness and reinforce the hotels positioning in the market.
• Work closely with internal stakeholders to ensure commercial brand and communication strategies are aligned and consistently executed.
• Identify opportunities across events partnerships PR activations trade shows and client-facing initiatives that increase visibility relevance and conversion.
• Analyze target customer behavior market trends and competitive positioning to refine commercial messaging and improve market penetration.
• Translate customer insights into targeted commercial actions tailored propositions and value-driven experiences that strengthen loyalty and long-term business relationships.

Leadership

Functions as the leader of the propertys sales department for properties with bookings over 300 peak rooms and significant local catering revenue.

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 staff.

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 staff 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 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.

Provides day to day leadership to sales associates 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.

Manages the marketing budget to enable development of property specific campaigns promotions and collateral to drive revenue and meet property objectives.