What are the responsibilities and job description for the Director of Sales - Franchised position at Marriott International?
Job Category Sales & Marketing
Location JW Marriott Savannah Plant Riverside District, 400 West River Street, Savannah, Georgia, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? Y
Position Type Management
Additional Information: This hotel is owned and operated by an independent franchisee, Kessler Enterprise, Inc. IV. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.
JOB SUMMARY
The Director of Sales is responsible for leading the Sales and Catering team to optimize revenue opportunities for the property.
CORE RESPONSIBILITIES
Primary areas of responsibility include, but are not limited to the following:
Direct and lead Sales Team, to include providing supervision, professional development, scheduling, coaching, evaluations, goal-setting, improving performance and delivering recognition.
Direct and organize departmental activities including, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts, addendums, and presentations.
Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
Establish lead days, manage lead distribution.
Review Turnover Packets for accuracy.
Guide the process of definite contracts and route information appropriately.
Close/review all outstanding group folios before month end.
Review and respond to Event Satisfaction Surveys and communicate with team members.
Guide follow-up on outstanding proposals and contracts to effectively close business for your hotel.
Forecast and budget group rooms and catering revenues and expenses.
Identify Group and Catering need periods and create action plans to improve them.
Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries. Ensure the team is managing account details, so all pertinent aspects of solicitation and closing are complete and documented in the required sales system.
Understand lead volume and reasons for lost and turned down business to determine strategy adjustments needed.
Manage the lead funnel to ensure proper processing of decision dates, offered pricing and high focus leads for follow-up.
Conduct tours of property to meeting planners and other potential customers, including influencers and press as approved by 3rd party PR, while informing of all hotel services available; entertain customers on property during site inspections and pre-planning trips when appropriate. Complete required site forms to alert the hotel of site tours in advance.
Responsible for maintaining accurate records of sales accounts. This includes keeping files organized and up-to-date in sales platforms.
Develop and maintain relationships with competitive set and actively participate in community organizations and professional associations to maintain visibility and market share.
Possess excellent knowledge of the hotel's surroundings including the history, culture and points of interest, etc., and attend relevant community meetings and events.
Prepare a monthly Executive Summary to explain all Sales and Catering Revenues and Expenses and represent Commercial Strategy on Monthly P&L calls.
Analyze competition, market trends and customer needs to continually assess productivity against established goals and budgets. Update SWOT as needed to stay relevant.
Analyze weekly STR reports, Comp Set Reports – report out as needed.
Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed individual sales goals and sales budget.
Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery, and outlets.
Conduct One-on-One’s with direct reports on minimum monthly basis.
Competently utilizes the required systems/equipment to effectively evaluate availability, profitability and track the progress of groups from proposal through execution and ensures team’s usage, with sign-off on approved proposals.
Approve completed business evaluation process to maximize revenues for rooms before sending to Revenue Management.
Participate and prepare for required revenue meetings to stay abreast of strategies and to assist in making decisions (Group Business Review, Group Strategy, Group Scrub, Yield Meetings, Commercial Strategy Meetings)
Travel as required to attend Sales Executive Committee meetings, customer events, conduct outside sales calls and participate in trade shows.
Develop and maintain a working relationship with national franchised brands and Kessler Sales Organization.
Knowledge of all Kessler Collection hotels to effectively cross-sell
Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments.
Update sales platforms with relevant collateral, promotional offers, photography, and need dates (CVENT Sales Companion)
Conduct various department meetings to support Sales Team in achieving budget and sales goals to include: Daily Business Review, Weekly Sales Meetings, Event Order Meeting (minimum monthly)
Process and approve payroll on a bi-weekly basis including cross check ESM Spreadsheet for accuracy and send to HR/Accounting.
Approve quarterly bonus spreadsheets; once reviewed by Director of Sales forward to Accounting Department for audit and then upload into Production Notebook with approval before the 15th day after the quarter ends.
Recruit, interview and onboard Sales and Catering Grand Performers.
Actively participate in required property meetings to include: Daily Stand-Up, Executive Committee, operational meetings
MINIMUM QUALIFICATIONS
Marriott Sales Experience (CITY trained) – highly preferred
College degree – preferred
Hospitality or related industry experience – required
Previous sales experience – required
Valid Driver’s License – required
Knowledgeable of Top-Accounts for the Hotel – preferred
Base salary with competitive bonus structure
Medical, Dental, and Vision Insurance
PTO – 23 accrued days per year
Relocation assistance available
This company is an equal opportunity employer.
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