Dir-Sales & Marketing

Job Overview

We are seeking a dynamic and results-driven Director of Sales & Marketing to lead our property’s sales department, overseeing operations for properties with over 300 peak rooms and substantial local catering revenue. In this pivotal leadership role, you will be responsible for driving revenue growth, optimizing booking performance, and fostering long-term customer relationships that align with the brand’s strategic objectives. Your expertise will be instrumental in implementing the brand’s service strategy, managing marketing initiatives, and ensuring the property meets or exceeds its financial and operational targets. This position requires a strategic visionary with a proven track record in sales leadership, market analysis, and revenue optimization.

Key Responsibilities

As the Director of Sales & Marketing, you will play a central role in shaping the property’s sales and marketing strategy. Your core responsibilities will include:

• Sales Leadership and Strategy:
  • Develop and execute a comprehensive strategic account plan targeting key demand generators in the market.
  • Oversee both reactive and proactive sales initiatives to maximize occupancy and revenue.
  • Collaborate with regional marketing communications to align property-specific campaigns with broader regional and national promotions.
  • Analyze market trends, competitor strategies, and economic indicators to refine sales approaches and enhance market positioning.
  • Evaluate the effectiveness of various sales channels, including Area Sales, Group Sales, and electronic lead channels, to optimize resource allocation and revenue generation.
• Team Leadership and Development:
  • Provide day-to-day leadership and mentorship to the sales team, fostering a high-performance culture that drives achievement of property sales objectives.
  • Serve as the primary liaison between the sales team, property leadership, and external stakeholders, including Group Sales, Area Sales, and Revenue Management.
  • Act as the customer advocate, ensuring that client needs are prioritized and addressed effectively.
  • Participate in sales calls and negotiations to secure new business and close deals, demonstrating expertise in contract management and sales processes.
• Marketing and Revenue Optimization:
  • Manage the marketing budget to develop targeted campaigns, promotions, and collateral that drive revenue and meet property objectives.
  • Leverage customer intelligence and market research to identify opportunities for growth in occupancy, RevPAR (Revenue Per Available Room), and market share.
  • Monitor the property’s performance through tools such as the Strategic Alignment Review (STAR) report and competitive shopping reports to maintain a competitive edge.
  • Identify and pursue public relations opportunities to enhance the property’s visibility and reputation.
• Cross-Functional Collaboration:
  • Work closely with Event Management, Regional Marketing Communications, and other hotel departments to ensure seamless execution of sales and marketing initiatives.
  • Provide strategic input during sales strategy meetings to contribute to weekly and long-term sales planning.
  • Develop and implement property-wide strategies that deliver products and services tailored to the brand’s target customer profile, ensuring a strong return on investment for the owner and Marriott International.

Candidate Profile

Education and Experience

To excel in this role, you must meet the following qualifications:

• Required:
  • A 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related field, combined 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 field, combined with 2 years of experience in sales and marketing or a related professional area.
• Preferred:
  • A 4-year college degree.
  • Proven experience in supervising and leading a sales team.
  • Extensive lodging sales experience, with a strong understanding of the hotel industry and its dynamics.
  • A track record of progressive career growth and exceptional performance within the hotel industry.

Core Competencies

The ideal candidate will possess the following skills and attributes:

• Exceptional leadership and team management abilities, with a focus on driving performance and achieving targets.
• Strong analytical skills, with the ability to interpret market data and translate insights into actionable strategies.
• Excellent communication and negotiation skills, enabling effective collaboration with internal and external stakeholders.
• Strategic thinking and problem-solving capabilities, with a keen eye for identifying opportunities and mitigating risks.
• Proficiency in sales processes, contract management, and revenue optimization techniques.
• A customer-centric approach, with a commitment to delivering exceptional service and building long-term relationships.