Dir-Sales & Marketing

The Director of Sales & Distribution leads all sales and distribution efforts on behalf of the hotel. They provide day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. 

Develops and manages all stakeholder relationships, both internal and external and ensures the property sales & revenue strategies are aligned with Area and Continent strategy. The position provides leadership and creates and executes commercial strategies to achieve all hotel sales, revenue and market share goals. 

The role is responsible for executing Marriott’s global distribution strategy and ensuring that hotel sales and marketing activities are following Marriott’s channel standards and policies to grow profitable revenue through all channels inclusive of direct and intermediated channels. 

The position drives customer satisfaction and service focusing on sales effectiveness and creative customer driven solutions. In addition, the position is responsible of using all available resources and data analysis to explore new business opportunities, such as new industry segments, competitive analysis to help the hotel win market share and achieve its targeted total sales. 

EXPECTED CONTRIBUTIONS

• Provides sales leadership for all sales departments and associates across all segments and revenue streams.
• Assists in the development of the Hotel Business Plan and execution of a specific and measurable plan by segment.
• Analyzes hotel market share reports and month end reports to make recommendations to maximize results
• Responsible for reactive and proactive account and segment sales, local and social catering sales, and Reservation sales. 
• Responsible for achieving target conversion for reactive and reservation sales. 
• Responsible for overall proactive sales deployment both locally and internationally (key source markets) inclusive of prospecting targets. 
• Responsible for the performance and optimization of all channels inclusive of 3^rd party channels such as OTAs and Group intermediary platforms.
• Accountable of the performance of the Marriott Stars and Luminous programs (where applicable)  
• Partners with Revenue Management to assist in the development of the hotel sales and distribution strategy and ensures that these strategies are communicated, implemented, and continuously updated based on business outlook.
• Partners with Marketing and Digital to pull through and activate continent / global promotions and be the voice of the hotel with regards to opportunities and demand generation needs. 
• Accountable of the hotel website content in terms of key unique selling points and accuracy of copy and imagery 
• Support the development of the hotel positioning within the market and be the voice of the consumer to help shape up the long-term positioning strategy of the hotel. 
• Manages all sales administrative functions
  • Goal setting and tracking, 
  • Updated account plans, 
  • Hotel depth of sale chart
  • Special corporate agreements, 
  • Group and catering space release policy
  • Month end reporting  
  • Sales travel and trade show budgets 
• Responsible for sales talent acquisition and retention as well as sales career development,
  • Administration of sales bonus programs, 
  • Hotel sales incentive programs 
  • Recognition program ie Brilliant and top performer / golden circle. 
  • local or Area Sales Incentives programs 
  • MI Sales training programs 
• Achieve green score property sales audit 
• Responsible for MI leads and cross selling program 
• Knowledgeable of Marriott’s privacy and compliance policies and accountable for upholding such policies. 
• Develops a trusting and respectful business partnership with the property’s ownership by meeting or exceeding expectations.
• Actively participates in key sales trips (aprox. 30% of the working days)

Experience 

• At least 6 years as Consumer Ops Manager (Sales, Marketing or Revenue)

Skills and Knowledge 

• Strong Leadership skills
• Demonstrates the ability to develop and implement successful sales strategies
• Able to assess and analyze financial reports
• Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure
• Excellent verbal, writing, listening and presentation skills in Spanish, English and German or French.
• Strong customer development and relationship management skills
• Possess and understanding of revenue management functions and account profitability 
• Ability to set accurate revenue/booking goals
• Knowledge of marketing strategies
• Ability to develop and implement successful sales strategies for multiple properties
• Knowledge of contractual agreements and legal implications
• Strategic planning skills
• Extensive knowledge of group, catering, contract and transient business 
• Extensive knowledge of Luxury segments and customers (if applicable)
• Ability to interpret market data and apply to sales strategy
• Knowledge of operations and associated challenges for all brands
• Effective decision-making skills
• Effective coaching and development skills
• Ability to evaluate business trends and modify business strategies accordingly
• Ability to execute against the strategy and drive results
• Strong problem-solving skills
• Good negotiation skills
• Effective conflict and change management skills
• Good comprehension of Sales & Marketing systems, tools, principles and processes.
• Demonstrable knowledge of markets preferred but not essential

Education or Certification

• High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management or University degree preferred

• Leadership
• Managing Execution
• Building relationships
• Generating Talent and Organizational Capability
• Learning and Applying Professional Expertise