Marriott Careers

Director of Sales 2 Group and Catering

Atlanta, Georgia
Sales and Marketing


 

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Posting Date Feb 13, 2019
Job Number 19000CQZ
Job Category Sales and Marketing
Location Southern Southeast Sales Force, Atlanta, Georgia VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? Yes
Position Type Management

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Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed.  We believe a great career is a journey of discovery and exploration.  So, we ask, where will your journey take you?


JOB SUMMARY

Responsible for executing sales strategies and closing large group opportunities and for the team executing Group opportunity management (e.g., Full Service and Select Service/Extended Stay, 10-300 peak room nights) and catering business for properties within the parameters handled by the group sales team within a market. Monitors the effectiveness, quality, and productivity of the Group Sales team and sets the goals and direction of the group opportunity management team. Partners closely with the Area Director, Sales, through a dotted line reporting relationship, to manage successful execution of the sales strategy by focusing on transactional excellence for customer accounts served in the market. Partners with Area Sales leaders and properties to execute sales strategies and close group and catering business. Builds and maintains strong working relationships internally to enable cross-functional communication and opportunity development.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 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; experience in the sales and marketing or related professional area.

Preferred:

• 4 year college degree.

• 2 years of experience selling group business experience, either at a property or in a sales office.

• Previous experience leading teams

• Group sales opportunity management experience, either at a property or in a sales office.

• Experience managing operations in a call center environment, preferably specific to group and catering business in the hospitality industry.

• Experience working with properties, regional leaders, and revenue management to develop and execute selling and pricing strategies.

CORE WORK ACTIVITIES

Managing Sales Activities

• Responsible for the team executing Group opportunity management (e.g., Full Service and Select Service/Extended Stay, 10-300 peak room nights) for hotels within a market.

• Partners with Area Sales leaders and properties to execute sales strategies and close group and catering business within the parameters handled by the Group Sales team within the Sales Office.

• Monitors the effectiveness, quality, and productivity of the team and sets the goals and direction of the Group opportunity management team.

• Manages and deploys sales resources to close the best opportunities for each property based on market conditions and individual property needs.

• Develops strategies and manages the execution of activities to drive financial results, guest satisfaction, human capital index, and market share.

• Interprets market data to define, adjust, and execute group sales strategies.

• Verifies the transfer of accurate, complete, and timely information to Sales and Event Management resources.

• Understands and uses property satisfaction surveys to analyze opportunities for improved customer service.

• Identifies and implements improvements to drive continuous improvement in Event Satisfaction scores.

• Serves as an authority on sales processes and sales contracts.

• Implements process improvements and best practices.

• Works with Revenue Management to establish proper pricing, appropriate transient and group mix, and implementation of sales strategy.

• Addresses market fluctuations and economic conditions by partnering with Revenue Management to change sales strategy as appropriate for each hotel.

• Provides critical input to market leaders for development of property and overall market sales strategy.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Creates, maintains, and expands senior level relationships with key customer decision makers and influencers within the market.

• Builds and maintains strong working relationships internally to enable cross-functional communication and opportunity development.

• Drives customer loyalty through excellent customer service throughout the sales process.

• Provides the effective resolution of guest issues that arise as a result of the sales process and brings issues to the attention of property leadership team as appropriate.

• Identifies and addresses Customer and Guest Satisfaction issues to improve results, create customer loyalty, and increase market share.

• Partners closely with the Area leadership and the properties to successfully execute the sales strategy by focusing on sales excellence on customer accounts served in the market.

Leadership

• Provides business leadership and promotes accountability to drive superior business results for Group sales; including successful execution of Group Sales strategies and business processes.

• Verifies that Group team members create clear expectations for customers and properties throughout the sales process.

• Partners with the Area leadership and the hotels to manage successful execution of the sales strategy by focusing on transactional excellence on customer accounts served in the market.

• Directs the day- to- day operations of the Group Sales team and verifies that the team achieves and/or exceeds targeted revenue and booking objectives.

• Manages and deploys sales resources to close the best opportunities for each property based on market conditions and individual property needs.

• Verifies that Group team members establish clear expectations for customers and properties throughout the sales process.

• Creates individual performance objectives for team members based on the group’s goals and tracks progress regularly against these objectives.

• Manages the Group’s performance (e.g., revenue, operational excellence, customer satisfaction) and manages the Group’s operating budget.

• Partners with Human Resources to attract, develop, and retain the right people in order to support the strategic priorities of the Group Sales team, and anticipate future talent needs based on business growth plans.

• Maintains effective structures, processes, and jobs, and adheres to performance management systems.

• 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.

• Champions leadership development and workforce planning priorities by assessing, selecting, retaining, and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the Sales and Marketing talent; works with Human Resources (HR) to anticipate future talent needs based on business growth plans

• Forecasts talent needs and manages talent acquisition strategy with HR to minimize lost time due to turnover.

• Maintains an active list of the competition’s best sales people and executes a recruitment and acquisition plan with HR.

• Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.

• Coaches and develops the Group team’s sales skills.

• Monitors the effectiveness, quality, and productivity of the Group team and sets the goals and direction of the Group team.

• Transfers functional knowledge and develops the sales and marketing acumen of Sales Office associates.

 
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.


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