Director of Group Sales - This is an IT support group : Job Details

Job Summary

Functions as the leader of the property's group sales effort for properties with a significant number of events over 300 peak rooms. Manages the property's reactive and proactive group sales efforts. Shares responsibility for achieving group revenue goals, guest and associate satisfaction. Implements the brand's 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 property's 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

Required

Education and Experience

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 property's 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 Marriott's Customer Service Standards and hotel's 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.
• 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 property's 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 brand's 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 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 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 hotel's primary target customer and service expectations.
• 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.
• 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).
• Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR).
• Keeps an active list of the competition's 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.
• Identifies, trains and mentors group sales 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.

The salary range for this position is $165,000 to $212,000 annually. Marriott offers a bonus program, comprehensive health care benefits, 401(k) plan with up to 5% company match, employee stock purchase plan, accrued paid time off, life insurance, group disability insurance, travel discounts, adoption assistance, paid parental leave, health savings account, flexible spending accounts, tuition assistance, pre-tax commuter benefits, and other life and work wellness benefits. 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.