Director of Sales (MICE)

• Manages the catering sales efforts for the hotel including local and group/convention business
• Solicits/books local catering business and develops group business
• Develops and manages catering sales revenue and operation budgets, and provides forecasting reports
• Works with the management team to create and implement a catering sales/marketing plan addressing revenue, customers and market
• Develops menus that drive sales
• Assists with selling, implementation and follow-through of catering promotions
• 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)
• Coordinates and deploys catering sales resources on-property to establish pull-through and sustainment of catering sales strategies and selling solutions
• Verifies that the property 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
• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process
• Performs other duties, as assigned, to meet business needs
• Interacts effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other hotel departments
• Executes exemplary customer service to drive customer satisfaction and loyalty
• Serves the customer by understanding their needs and recommending the appropriate features and services
• Gains understanding of the hotel’s primary target customer and service expectations
• Partners with key stakeholders within Area Sales to receive warms leads
• Partners with Event Management and hotel operations to sell products and services that the hotel has the ability to successfully execute
• Manages and directs the on-property catering sales managers to achieve hotel revenue goals
• Partners with Human Resources (HR) to attract, develop and retain the right people
• 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)
• Forecasts talent needs and manages talent acquisition strategy with HR
• Keeps 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
• Identifies, trains and mentors catering sales associates
• Transfers functional knowledge and develop catering sales skills of other discipline managers

• 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

4 year college degree