Marriott Careers

Director of Sales & Marketing

Nadi, Fiji
Sales and Marketing

Job Description

Check out pictures from associates at this location, and some videos too!

Posting Date Jul 31, 2017
Job Number 17001HNQ
Job Category Sales and Marketing
Location Sheraton Fiji Resort, Nadi, Fiji VIEW ON MAP
Brand Sheraton Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
At Sheraton, we go above and beyond in everything we do. We are inspired by our guests and one another – and are driven to make things better. We love what we do, and we give it all we’ve got – on property and off. When guests stay with us, it’s not just a room with a bed that they’re buying. It’s an experience. We’re looking for someone who is ready to go beyond in everything they do. If you are someone with a genuine drive to improve your life and the lives of those around you, we encourage you to explore careers with Sheraton.

Sheraton & Westin Fiji Complex comprises of four 5-star resorts.
3 of them are located side by side on Denarau Island (Fiji main tourism hub) and boast an impressive 730 rooms and suites, 6 swimming pools, 14 bars and restaurants, numerous outdoor event sites and the largest meeting facilities in Fiji including a Convention Centre that can accommodate banquet functions for up to 1,000 seated guests. The mainland Complex also includes the Golf & Racquet Club – the only 18-hole resort championship golf course in Fiji.  The Complex offer to its guests the benefit of “Stay in one play in all 3” concept, whereby any guest can enjoy all 3 resorts facilities regardless of the property they are staying in.
The 4th resort, Sheraton Resort & Spa, Tokoriki island, is located a 1-hour boat ride away from the mainland. Fairly smaller in size (“only” 101 rooms), the property has gone through a 1-year / 16-million AUD complete refurbishment plan in 2016/2017. It is the only internationally branded resort in the outer island and quickly became one of the company new flagship resorts in the area since reopening.
The Director of Sales & Marketing is responsible for all sales and marketing activities for the resort complex to achieve the targets that have been committed in the resorts’ annual budgets. In essence, the resort complex budget for existing and future years should be the driving force of the day to day activities of this position which includes overseeing management of the following areas: sales, convention services, marketing communications and frequency programs, reservations and revenue management.
  • Provide a professional, advisory and executive support service to the Managing Director to assist in meeting the strategic goals of the resort complex.
  • Participate in the preparation of the Strategic Business and Operating Plans and share in the establishment of revenue targets for the annual hotel Business Plan for rooms, Food & Beverage and minor operating departments.
  • Prepare the annual Sales and Marketing Plan in accordance with Starwood instructions.
  • Provide timely and pertinent information for the Managing Director’s monthly reports to both Starwood and the Sheraton Denarau Villas board.
  • As a result of evidence from market research, recommend and provide supporting rationale for new product and guest services in all revenue earning departments, consistent with the goal of exceeding revenues and guest expectations.
  • Provide support and direction for the Director of Sales in the overall development of sales strategies for the resort complex.
  • Develop and implement strategies to increase new business for the resort complex, specifically in the Transient Leisure and CI&M market segments.
  • Assist the Director of Sales with the development and execution of action plans for all sales associates, regularly evaluating their effectiveness and identifying areas that need adjusting or updating throughout the year.
  • Initiate tactical as well as strategic initiatives to stimulate demand, particularly during soft spot periods.
  • Participate in the organization of travel agent familiarizations, including preparation of itineraries, site inspections and the hosting of meals.
  • In conjunction with the Market Analysts and Rooms Operations Manager, implement and maintain yield management techniques in transient and group room reservations.
  • Review projection, forecasts and month-end closing reports as prepared by the Market Analysts to ensure accuracy and timely input into the Online Revenue Plan..
  • Develop and propose rooms pricing, group ceilings and deployment strategies across all market segments through reviews of competitive data, market conditions, demand analysis, mix management and the resorts’ revenue goals.
  • Analyze the activities of competitor hotels and destinations, including their customer base, with the aim of developing and securing new business and providing a market advantage.
  • Provide timely and relevant information on competitive, airline and market trends to enable the Executive Committee to make pro-active decisions to improve the profitability of the complex.
  • Direct sales and convention associate participation in trade shows, conventions and promotional events, within the hotel, the industry and customer organizations.
  • Manage a personal account base of the resorts’ major accounts.
  • Provide support for the Director of Convention Services with the negotiation of group quotes, follow-up, site inspections and familiarizations.
  • Ensure the effective use of up to date technology in the sales and marketing arena. This will encompass but not be limited to the full and extensive use of Delphi, Fidelio and the hotel network to ensure ease of access to account management and revenue information.
  • Maintain close liaison with all Global Sales Offices worldwide.
  • Forecast, control and review sales and marketing expenditure in accordance with Hotel procedures.
  • Direct the activities of internal associates and outside agencies in public relations, advertising and direct sales & marketing campaigns. Supervise the quality and standard of all sales promotional aids, collateral and merchandising items.
  • On an ongoing basis, provide support and direction for the Marketing Communications Manager with the development and implementation of a comprehensive plan of action that addresses:
  • Public Relations – local, regional, national
  • Superior quality collateral and display materials
  • Direct marketing
  • Advertising radio, press, magazine and TV in all market areas as required
  • Specific Sheraton Denarau Villas initiatives as agreed with the board
  • Attend meetings and hotel functions as and when required.
  • Represent and promote Marriott International worldwide within the Fiji market place and when on overseas sales missions and to actively encourage cross-selling of sister properties within the group through TeamHOT.
  • Lead change and innovation through active participation in Six Sigma initiatives including membership of the property 6 sigma council.


Training & Development

  • Ensure that all department associates comply with standards as set forth in the resorts’ associate handbook.
  • Conduct development and performance reviews, identifying key personnel for further development and structured career pathing.
  • Implement and maintain training systems to ensure that associates have the necessary framework and skills to execute their responsibilities efficiently and effectively.
  • Oversee the selection and appointment of new associates within the department.
  • Conduct regular department meetings to ensure strategic alignment.


Other requirements

  • Participate in the Hotel “Manager on Duty” program.
  • Ensure compliance with legislated health and safety requirements within the workplace.
  • Comply with all Corporate and Hotel Standards and Procedures.
  • Actively promote a work environment, which cares for guests and associates alike and embrace the principles of “Starwood Cares”
  • It is not the intent of this job description to cover all aspects of the position but to highlight the most important areas of responsibility. 


  1. Demonstrates strong leadership and decision making skills
  2. Drives business results and demonstrates financial acumen 
  3. Demonstrates superior customer and cultural awareness skills, particularly in relationship building
  4. Is pro-active in sourcing and developing new business while maintaining and increasing productivity of existing accounts.
  5. Demonstrates behaviors and personal styles which are positively related to sales success; innovative, results orientated, competitive and persistent, sense of urgency, eye for detail, disciplined and conscientious.
  6. Demonstrates strong personal organizational and time management skills.


Leadership skills                                                Management skills
Strategic vision                                                  Negotiation skills
Organizational & time management skills            Analytical and numerical skills
Business acumen                                               Professionalism
Communication skills (written/verbal)                  Goal focus
Initiative                                                            Assertiveness
Tertiary Qualification                                          Selling & marketing skills
Influencing skills                                                Rapport Building
Quality awareness                                            
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.