Director of Sales and Marketing

JOB SUMMARY
Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. Manages the property's 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 brand’s 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 hotel’s’ sales objectives. Evaluates the property’s 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 property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and Marriott International.

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 bachelor's 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.
Lodging 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 a strategic account plan for the demand generators

Manages the property's 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
• Reviews the Strategic Alignment Review (STAR) report, competitive shopping
• Researches competitor’s sales team strategies to identify ways to grow
• Attends sales strategy meetings to provide input on weekly and overall sales
• Suggests innovative marketing ideas and develops deployment strategies to
• Evaluates and supports participation and account deployment with Area Sales
• 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
• Identifies public relations opportunities and coordinates activities to

Supports the General Manager by coordinating crisis communications.
Executes and supports Marriott’s Customer Service Standards and hotel’s Brand
Standards.

• Executes and supports the operational aspects of business booked (e.g.,
• 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
• Monitors the effective resolution of guest issues that arise as a result of
• Maintains successful performance by increasing revenues, controlling expenses
• Implements the brand’s service strategy and applicable brand initiatives in
• Interfaces with regional marketing communications for regional and national
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Develops strong partnerships with local organizations to further increase

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
• Serves the customer by understanding their needs and recommending the
• Gains understanding of the hotel’s primary target customer and service

Leadership

• Functions as the leader of the property’s sales department for properties with
• Develops sales goals and strategies and verifies alignment with the brand
• Executes the sales strategy in order to meet individual booking goals for both
• Coaches leaders of revenue generating departments in developing effective
• Verifies Sales team understands and is leveraging Marriott International (MI)
• Works with Human Resources, Engineering and Loss Prevention to monitor
• Partners with Human Resources to attract, develop and retain the right people
• Creates effective structures, processes, jobs and performance management
• 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 competition’s best sales people and executes a
• Supports tools and training resources to educate sales associates on winning
• Champions leadership development and workforce planning priorities by
• Identifies, trains and mentors group sales associates; utilizes all available
• Transfers functional knowledge and develops group sales skills of other
• Provides day to day leadership to sales associates to achieve property sales
• Evaluates the property’s 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

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 celebrated. Our 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. Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law.
W Hotels’ mission is to Ignite Curiosity, Expand Worlds. We are a place to experience life. We’re here to open doors and open minds. We are constantly inspired by new faces and new experiences. A tuned-in, up-for-anything spirit is at our core and has made us renowned for reinventing the norms of luxury around the globe. Whatever/Whenever is our culture and service philosophy that brings our guests’ passions to life. If you are original, innovative, and always looking towards the future of what’s possible, welcome to W Hotels. In joining W
Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.