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:
o Provides sales leadership for all sales departments and associates across all segments and revenue streams;
o Assists in the development of the Hotel Business Plan and execution of a specific and measurable plan by segment;
o Analyzes hotel market share reports and month end reports to make recommendations to maximize results;
o Responsible for reactive and proactive account and segment sales, local and social catering sales, and Reservation sales;
o Responsible for achieving target conversion for reactive and reservation sales;
o Responsible for overall proactive sales deployment both locally and internationally (key source markets) inclusive of prospecting targets;
o Responsible for the performance and optimization of all channels inclusive of 3rd party channels such as OTAs and Group intermediary platforms;
o Accountable of the performance of the Marriott Stars and Luminous programs (where applicable);
o 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;
o 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;
o Accountable of the hotel website content in terms of key unique selling points and accuracy of copy and imagery;
o 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;
o 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;
o 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;
o Achieve green score property sales audit;
o Responsible for MI leads and cross selling program;
o Knowledgeable of Marriott’s privacy and compliance policies and accountable for upholding such policies;
o Develops a trusting and respectful business partnership with the property’s ownership by meeting or exceeding expectations.
Candidate Profile – Key Talents:
o Strong leadership, coaching and team development skills;
o Ability to create, implement and execute effective sales strategies;
o Strong sales expertise, including upselling and closing deals;
o Excellent communication, presentation, and relationship management skills;
o Financial acumen: analyzing reports, revenue management, profitability and goal setting;
o Strategic thinking: market analysis, trend evaluation, and business planning;
o Knowledge of marketing strategies and sales & marketing systems/tools;
o Strong decision-making, problem-solving, and change/conflict management skills;
o Negotiation skills and understanding of contracts and legal implications;
o In-depth knowledge of business segments (group, catering, transient) and market dynamics (incl. luxury).
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
Marriott International, Inc. is based in Bethesda, Maryland, USA, and encompasses a portfolio of approximately 9,000 properties across more than 30 leading brands in 141 countries and territories.
Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott.
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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