Director of Sales and Marketing Job at Marriott Bonvoy (Bali)

Job Description

Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. Manages the property's reactive and proactive sales efforts. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property. Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through. Develops and implements property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and Marriott International.

Job Responsibility

Manages the development of a strategic account plan for the demand generators in the market
Manages the property's reactive and proactive sales efforts
Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications
Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations
Reviews the Strategic Alignment Review (STAR) report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position
Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share
Attends sales strategy meetings to provide input on weekly and overall sales strategy
Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share
Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office
Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders
Serves as the sales contact for customers
Serves as the customer advocate
Serves as hotel authority on sales processes and sales contracts
Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate
Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business
Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy
Supports the General Manager by coordinating crisis communications
Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards
Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence)
Participates in and practices daily service basics of the brand
Implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service
Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders
Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International
Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives
Interfaces with regional marketing communications for regional and national promotions pull through
Performs other duties, as assigned, to meet business needs
Develops strong partnerships with local organizations to further increase brand/product awareness
Develops and manages internal key stakeholder relationships
Develops strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott
Gains understanding of the hotel’s primary target customer and service expectations
Serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event
Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue
Develops sales goals and strategies and verifies alignment with the brand business strategy
Executes the sales strategy in order to meet individual booking goals for both self and staff
Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance
Verifies Sales team understands and is leveraging Marriott International (MI) demand engines to full potential
Works with Human Resources, Engineering and Loss Prevention to monitor compliance with local, state and federal regulations and/or union requirements
Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market
Creates effective structures, processes, jobs and performance management systems are in place
Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results
Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover
Maintains an active list of the competition’s best sales people and executes a recruitment and acquisition plan with HR
Supports tools and training resources to educate sales associates on winning catering solutions
Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future
Continues to upgrade the sales & marketing talent
Works with HR to anticipate future talent needs based on business growth plans
Identifies, trains and mentors group sales associates
Utilizes all available on the job training tools for associates
Transfers functional knowledge and develops group sales skills of other discipline managers
Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues
Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property
Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives

Requirements

2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major
4 years experience in the sales and marketing or related professional area
OR 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major
2 years experience in the sales and marketing or related professional area

Nice to have

4 year college degree
Demonstrated skills in supervising a team
Lodging sales experience
Hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance

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