Director of Group Sales

Additional Information

Job Number 25055591

Job Category Sales & Marketing

Location JW Marriott Marquis Miami, 255 Biscayne Blvd. Way, Miami, Florida, United States, 33131VIEW ON MAP

Schedule Full Time

Located Remotely? N

Position Type Management

Additional Information: This hotel is owned and operated by an independent franchisee, MDM Hotel Group, Ltd.. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Job Summary:

The Director of Group Accounts is responsible for proactively soliciting and booking group meetings/revenue opportunities from their assigned territory. The primary intent of the position is to drive group sales from specified geographic territories for the hotel from a designated market. Researches, solicits and qualifies business opportunities. Provides client proposals, negotiates and closes business opportunities according to the hotel’s designated booking parameters.

Job Family Core Work Activities

Sales and Marketing Management: Focuses on and is responsible for building the unit’s top line revenue through the solicitation and closing of group meeting business from a designated territory. Develops and implements a sales strategy that utilizes third party resources, on-property sales resources and leverages all property sales engines to deliver results. Effectively organizes sales activities including prospecting, sales trip planning and execution, trade show participation and other available means to attract business opportunities. Works with DOSM, revenue management and operations department heads to ensure business opportunities are aligned with the overall hotel plan.

Revenue Management: In deployed markets, works with Revenue Management to align revenue opportunities with designated segment strategies for rooms, food and beverage and associated group revenues.

Guest Satisfaction: Ensures sales and marketing information provided to the Operations departments is timely, accurate and enables property to meet or exceed guest expectations, create customer loyalty and grow market share. Ensures execution of brand service strategy and applicable brand initiatives in all Sales processes and continually focuses on improving guest satisfaction.

Human Resources: Creates and sustains a work environment that embraces the brand’s culture, ensures fair and equitable treatment and associate satisfaction to enable business success.

Financial Management: Develops and manages a personal sales plan to achieve or exceed revenue goals.

Job Specific Tasks

Sales and Marketing

• Conducts targeted account research to determine potential.
• Responds in a timely manner to incoming business opportunities
• Ensures business booked is within hotel parameters.
• Solicits and qualifies new accounts whose profile meets hotel needs
• Proactively identifies, qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand integrity.
• Maintains and grows business of existing accounts.
• Identifies and develops new markets.
• Understands competitor’s strengths and weaknesses and effectively sells against them.
• Works collaboratively with on and off – property sales channels (e.g., CSO, Market Sales, Global Sales Organization) to ensure sales efforts are coordinated, complementary and not duplicative.
• Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Proactively manages relationships with multiple contacts in assigned market accounts.
• Effectively manages and develops relationships with key internal and external stakeholders.
• Effectively utilizes sales resources and administrative/support staff.
• Hotel Communication – Coordinates with hotels for site inspections. Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
• Develops correspondence, manages opportunity details and proactively develops customer solutions.
• Maintains accurate and up to date account data and reporting using account management system.
• Processes all business correspondence within acceptable time limits. Creates proposals/contracts and other related booking documentation as required. Manages and maintains account files.
• Effectively manages business opportunities and maximizes revenue.
• Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  
  

Candidate Profile

Skills and Knowledge

• Excellent selling skills and understanding of sales processes; can bring a sale to closure
• Possesses excellent telephone sales skills
• Strong customer development and relationship management skills
• Knowledge of need time strategy as developed by Revenue Management
• Knowledge of contractual agreements and legal implications
• Effective sales skills to upsell products and services
• Knowledge of assigned geographical territory and major group meeting customers within territory
• Knowledge of operations and associated needs/challenges presented by group needs
• Effective sales call planning and sales trip execution
• Effective decision making skills
• Ability to influence others
• Strong problem-solving skills
• Strong communication skills (verbal, listening, writing)
• Strong organization skills
• Ability to use standard software applications and hotel systems including , Delphi, PMS, MARSHA etc.
• Strong analytical skills
• Good negotiation skills
• Strong customer and associate relation skills
• Ability to develop and maintain relationships e.g., associates, customers, vendors
• Computer literate
• Good organizational skills.
• Good verbal and written communications.
• Ability to explain instructions, procedures or information to other effectively.
• Ability to work well under pressure.
• Bilingual English/Spanish helpful
• Flexible, creative, self-starter.
• Able to work with minimum supervision
  
  

Equipment Operation

• PMS//MARSHA/Delphi
• Windows; Excel; Access; Word
  
  

Education or Certification

• College degree or commensurate experience
  
  

Education: College degree or commensurate experience

Related Work Experience: Minimum five years group sales experience in assigned territory

Minimum three years group sales experience in similar size hotel or larger

Compensation: Salary

Schedule: Full-Time

Position Type: Management

Benefits

Health Insurance

Dental and Vision

Paid Time Off

401K

Parking and Metro Reimbursement

Travel Perks and Benefits

Recognition and Rewards

Growth Opportunities

Holiday pay

Free Meals

Free uniforms

Free life insurance

Free short-term disability

Exclusive Discounts via LifeMart

…and much more!

This company is an equal opportunity employer.

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