Dir Sales & Marketing B

About the Role

As the Director of Sales & Marketing (B) at Sheraton, you will lead the property's sales department, overseeing both reactive and proactive sales efforts. This full-time role is for properties with over 300 peak room bookings and significant local catering revenue. You will be responsible for achieving booking goals and property revenues, while providing day-to-day leadership to sales associates.

Key Responsibilities

• Manage the development of strategic account plans for market demand generators.
• Determine and develop marketing communication activities in conjunction with Regional Marketing Communications.
• Provide customer intelligence by evaluating market and economic trends to adjust sales strategy.
• Review STAR reports and competitive shopping reports to maintain awareness of the hotel’s market position.
• Research competitor sales strategies to identify opportunities for occupancy growth, RevPAR, and market share increase.
• Attend sales strategy meetings to contribute to weekly and overall sales strategy.
• Suggest innovative marketing ideas and develop deployment strategies to grow market share.
• Serve as the primary sales contact for the General Manager, property leadership team, Group Sales, Area Sales leaders, and customers.
• Act as the hotel authority on sales processes and contracts, liaising with various departments.
• Participate in sales calls to acquire new business and close deals.
• Identify public relations opportunities and coordinate activities to enhance the overall marketing communication strategy.
• Execute and support Marriott’s Customer Service Standards and hotel’s Brand Standards.
• Manage the operational aspects of booked business, including proposal generation, contract writing, and customer correspondence.
• Implement a seamless turnover process from sales to operations and back to sales, ensuring high service levels.
• Monitor the resolution of guest issues arising from the sales process.
• Maintain successful performance by increasing revenues, controlling expenses, and providing a return on investment.
• Interface with regional marketing communications for regional and national promotions.

Building Relationships

• Develop strong partnerships with local organizations to increase brand and product awareness.
• Manage internal key stakeholder relationships.
• Foster strong community and public relations through property participation in local, regional, and national tradeshows and client events.
• Deliver exemplary customer service to drive satisfaction and loyalty, assisting customers before and during their programs or events.
• Understand customer needs and recommend appropriate features and services that meet or exceed expectations, building loyalty to Marriott.

Leadership and Management

• Develop sales goals and strategies, ensuring alignment with the brand business strategy.
• Execute the sales strategy to meet individual and team booking goals.
• Coach leaders of revenue-generating departments in developing effective revenue strategies and setting aggressive goals.
• Ensure the sales team understands and leverages Marriott International demand engines.
• Collaborate with Human Resources, Engineering, and Loss Prevention to monitor compliance with regulations.
• Partner with Human Resources to attract, develop, and retain talent to support strategic priorities.
• Set goals and expectations for direct reports using the Leadership Performance Process, managing performance and accountability.
• Forecast talent needs and manage talent acquisition strategy with HR to minimize turnover.
• Maintain an active list of competitor sales talent and execute a recruitment plan with HR.
• Support tools and training resources to educate sales associates on catering solutions.
• Champion leadership development and workforce planning, assessing, selecting, retaining, and developing diverse talent.
• Identify, train, and mentor group sales associates, utilizing available on-the-job training tools.
• Transfer functional knowledge and develop group sales skills of other discipline managers.
• Evaluate property participation in various sales channels and develop strong working relationships to position and market the property.
• Manage the marketing budget to develop property-specific campaigns, promotions, and collateral to drive revenue.

Qualifications and Experience

• 2-5 years of experience in sales, preferably within the hospitality industry.
• Demonstrated leadership experience in a sales department.
• Proven ability to achieve booking goals and property revenues.
• Experience managing marketing budgets and developing promotional campaigns.

Work Type

This is a full-time position within the Sheraton organization.