About the Role
Le Méridien Hotels & Resorts is seeking a Director of Sales & Marketing to lead sales operations for properties with substantial booking volumes and local catering revenue. This leadership position is integral to achieving property sales objectives, meeting booking targets, and maximizing hotel revenues. The role involves implementing brand service strategies, cultivating lasting customer relationships, and strategically marketing the property across various sales channels.
This position requires a proactive approach to managing both reactive and proactive sales efforts. The successful candidate will develop and execute property-wide strategies designed to meet or exceed customer expectations and deliver a strong return on investment for owners and Marriott International. Collaboration with regional marketing communications and other hotel departments is essential for driving revenue and enhancing brand presence.
Key Responsibilities
- Lead the property's sales department, particularly for properties with bookings exceeding 300 peak rooms and significant local catering revenue.
- Manage reactive and proactive sales efforts to achieve sales objectives and revenue targets.
- Provide day-to-day leadership and guidance to sales associates to ensure the achievement of property sales goals.
- Implement the brand's service strategy and applicable brand initiatives throughout the sales process.
- Build long-term, value-based customer relationships to achieve the hotel's sales objectives.
- Evaluate participation in various sales channels, including Area Sales, Group Sales, and electronic lead channels, and develop strong working relationships to enhance market positioning.
- Manage the marketing budget to develop property-specific campaigns, promotions, and collateral aimed at driving revenue and meeting objectives.
- Interface with regional marketing communications to ensure the successful implementation of regional and national promotions.
- Develop and implement 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.
- Manage the development of a strategic account plan for key demand generators in the market.
- Determine and develop marketing communication activities in conjunction with Regional Marketing Communications.
- Provide customer intelligence by evaluating market and economic trends to adapt sales strategies and exceed customer expectations.
- Review the Strategic Alignment Review (STAR) report, competitive shopping reports, and other resources to maintain awareness of the hotel's market position.
- Research competitor sales team strategies to identify opportunities for increasing occupancy, RevPAR, and market share.
- Attend sales strategy meetings and contribute input to weekly and overall sales strategies.
- Suggest innovative marketing ideas and develop deployment strategies to continuously grow market share.
- Evaluate and support participation and account deployment with Area Sales and Group Sales within the Sales Office.
- Serve as the primary sales contact for the General Manager, property leadership team, Group Sales, and Area Sales leaders.
- Act as the sales contact for customers and serve as their advocate within the property.
- Function as the hotel authority on sales processes and sales contracts.
- Serve as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications, and other relevant hotel departments.
- Participate in sales calls with the Sales and Marketing team to acquire new business and finalize deals.
- Identify public relations opportunities and coordinate activities to enhance the overall marketing communication strategy.
- Support the General Manager by coordinating crisis communications.
- Execute and uphold Marriott's Customer Service Standards and the hotel's Brand Standards.
- Execute and support the operational aspects of booked business, including generating proposals, writing contracts, and managing customer correspondence.
- Participate in and practice daily service basics of the brand.
- Implement a seamless turnover process from sales to operations and back to sales, consistently delivering a high level of service.
- Monitor the effective resolution of guest issues arising from the sales process by establishing channels for feedback to property leadership and other stakeholders.
- Maintain successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
- Develop strong partnerships with local organizations to increase brand and product awareness.
- Develop and manage internal key stakeholder relationships.
- Develop strong community and public relations by ensuring property participation in local, regional, and national tradeshows and client events.
- Execute exemplary customer service to drive customer satisfaction and loyalty by assisting customers and monitoring their satisfaction before and during their program/event.
- Understand customer needs and recommend appropriate features and services that best meet their requirements and exceed expectations, while building loyalty to Marriott.
- Gain a thorough understanding of the hotel's primary target customer and their service expectations, offering tailored business solutions.
- Develop sales goals and strategies, verifying alignment with the brand business strategy.
- Execute the sales strategy to meet individual booking goals and those of the sales team.
- Coach leaders of revenue-generating departments in developing effective revenue strategies and setting aggressive goals.
- Ensure the Sales team understands and effectively leverages Marriott International (MI) demand engines.
- Work with Human Resources, Engineering, and Loss Prevention to monitor compliance with relevant regulations.
- Partner with Human Resources to attract, develop, and retain talent to support market strategic priorities.
- Create effective structures, processes, jobs, and performance management systems.
- Set goals and expectations for direct reports, aligning performance and rewards, and holding staff accountable for results.
- Forecast talent needs and manage talent acquisition strategy with HR to minimize turnover impact.
- Maintain an active list of competitor sales personnel and execute a recruitment and acquisition plan with HR.
- Support tools and training resources to educate sales associates on winning catering solutions.
- Champion leadership development and workforce planning by assessing, selecting, retaining, and developing diverse, high-caliber talent.
- Identify, train, and mentor group sales associates, utilizing all available on-the-job training tools.
- Transfer functional knowledge and develop group sales skills of other discipline managers.
- Perform other duties as assigned to meet business needs.
Qualifications and Requirements
- A 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major, coupled with 4 years of experience in sales and marketing or a related professional area.
- OR A 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or a related major, coupled with 2 years of experience in sales and marketing or a related professional area.
- Demonstrated skills in supervising a team.
- Lodging sales experience.
- Hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.
Required Skills
- Sales
- Marketing
- Leadership
- Customer Relationship Management
- Budget Management
- Marketing Budget Management
- Revenue Management
- Team Supervision
- Lodging Sales
- Hotel Industry Experience
- Strategic Account Planning
- Marketing Communication
- Market Analysis
- Competitive Analysis
- Sales Strategy Development
- Public Relations
- Crisis Communications
- Customer Service Standards
- Sales Process Execution
- Guest Issue Resolution
- Brand Service Strategy Implementation
- Partnership Development
- Stakeholder Relationship Management
- Community Relations
- Customer Satisfaction
- Needs Assessment
- Business Solutions
- Revenue Strategy Development
- Talent Acquisition
- Talent Development
- Talent Retention
- Workforce Planning
- Catering Solutions
- Mentoring
- Functional Knowledge Transfer
Work Environment and Location
This is a full-time, management position located in Said Bin Al Aas, Al Jamiah, Almadinah Almunawwarah, Saudi Arabia, 42351. The role is not remote.
Marriott International is committed to being an equal opportunity employer, fostering an environment where diverse backgrounds are valued and celebrated. The company is dedicated to non-discrimination on any protected basis, including disability and veteran status.
20 days ago
