Director of Sales & Marketing - Franchised

$185,000 - $235,000/Yr

Marriott International - New York, NY

Full-time - Manager

New York, NY

Accommodation

About the position

The Director of Sales & Marketing at the Luxury Collection Hotel Manhattan Midtown is a pivotal role responsible for maximizing business to exceed budget expectations. This position reports to the General Manager with a dotted line to the Vice President of Sales. The ideal candidate is expected to be a highly communicative, meticulously organized team player who possesses a positive, luxury-oriented disposition and a passion for driving results. The Director will create and update the annual strategic sales and marketing plan for the hotel, manage the development of strategic account plans for demand generators, and oversee both reactive and proactive sales efforts. In addition, the Director will determine and develop marketing communication activities in conjunction with MCR corporate sales and Creative/PR teams. They will provide customer intelligence to evaluate market and economic trends that may lead to changes in sales strategy, ensuring that customer expectations are met or exceeded. The role involves reviewing competitive reports and maintaining awareness of the hotel's market position, researching competitors' sales strategies, and facilitating sales strategy meetings. The Director will also serve as the sales contact for various stakeholders, including the General Manager, property leadership team, and customers, acting as the customer advocate and hotel ambassador for Marriott's global account team. The Director will be responsible for monitoring sales manager performance, ensuring timely responses to inquiries, and maintaining successful performance by increasing revenues and controlling expenses. They will implement the brand's service strategy and focus on building long-term, value-based customer relationships. Additionally, the Director will develop strong partnerships with local organizations, manage internal key stakeholder relationships, and execute exemplary customer service to drive satisfaction and loyalty. Leadership responsibilities include developing sales goals, coaching revenue-generating department leaders, and managing talent acquisition strategies to minimize turnover. The Director will also evaluate the property's participation in various sales channels and manage the marketing budget to develop property-specific campaigns and promotions.

Responsibilities

• Create and update the annual strategic sales and marketing plan for the hotel.
• Manage the development of a strategic account plan for demand generators in the market.
• Oversee the property's reactive and proactive sales efforts.
• Determine and develop marketing communication activities in conjunction with MCR corporate sales and Creative/PR teams.
• Provide customer intelligence in evaluating market and economic trends to adjust sales strategy accordingly.
• Review the Strategic Alignment Review (STAR) report and competitive shopping reports to maintain market awareness.
• Research competitors' sales strategies to identify growth opportunities for RevPAR and market share.
• Facilitate sales strategy meetings to provide input on overall sales strategy.
• Suggest innovative marketing ideas and develop deployment strategies to grow market share.
• Serve as the sales contact for the General Manager and property leadership team, as well as for customers.
• Act as the hotel ambassador for Marriott's global account team, activating above-property channels.
• Monitor sales manager and individual performance to ensure timely responses to inquiries.
• Serve as the property sales liaison with MCR corporate Sales, Group Sales, Revenue Management, and other hotel departments.
• Participate in sales calls to acquire new business and close on business.
• Identify public relations opportunities and coordinate activities to enhance marketing communication strategy.
• Support the General Manager by coordinating crisis communications.
• Execute and support MCR's standards and hotel's Brand Standards.
• Implement a seamless turnover from sales to operations and back to sales while delivering high service levels.
• Monitor the effective resolution of guest issues arising from the sales process.
• Maintain successful performance by increasing revenues and controlling expenses.
• Implement the brand's service strategy and initiatives in the sales process.
• Interface with regional marketing communications for promotions.
• Execute all weekly and monthly reporting for regional and ownership requirements.
• Perform other duties as assigned to meet business needs.
• Develop strong partnerships with local organizations to increase brand awareness.
• Manage internal key stakeholder relationships, including MCR regional sales team and operations counterparts.
• Maintain property participation in local, regional, and national tradeshows and client events.
• Drive customer satisfaction and loyalty through exemplary customer service.
• Understand the hotel's primary target customer and service expectations to offer better business solutions.
• Function as the leader of the property's sales department.
• Develop sales goals and strategies aligned with brand business strategy.
• Execute the sales strategy to meet individual booking goals for self and staff.
• Coach leaders of revenue-generating departments in developing effective revenue strategies.
• Verify that the Sales team leverages Marriott International demand engines effectively.
• Work with Human Resources to monitor compliance with regulations and union requirements.
• Partner with Human Resources to attract, develop, and retain the right talent.
• Create effective structures, processes, and performance management systems.
• Set goals and expectations for direct reports and hold staff accountable for results.
• Forecast talent needs and manage talent acquisition strategy with HR.
• Maintain an active list of the competition's best salespeople and execute a recruitment plan with HR.
• Support tools and training resources for sales associates on event sales solutions.
• Champion leadership development and workforce planning priorities.
• Identify, train, and mentor sales associates, utilizing on-the-job training tools.
• Provide day-to-day leadership to sales associates to achieve property sales objectives.
• Evaluate the property's participation in various sales channels and develop strong working relationships.
• Manage the marketing budget to develop property-specific campaigns and promotions.

Requirements

• 5 Years of Sales Leadership Experience in a Full-Service Hotel required.
• 2 Years of Sales Leadership Experience in a Luxury Hotel required.
• Four-year college degree preferred.
• 2 Years of Hotel Sales experience in New York City area preferred.
• Understanding of Marriott systems, including CI/TY, MarRFP, MRDW, OneYield, and ARM/EMPOWER strongly preferred.
• Ability to travel on short notice and adaptable to schedule changes.
• Highly professional presentation and communication skills, with the ability to address executive level constituents.
• Proficiency with standard Microsoft Office, particularly Excel and PowerPoint.
• Demonstrated ability to perform critical analysis.
• Ability to manage people, including giving directions and delegating responsibilities.
• Outstanding customer service, organizational, and interpersonal skills with excellent attention to detail and multi-tasking ability.
• Entrepreneurial, nimble, creative, resourceful, and willing to try new things.
• Ability to work variable hours including evenings and weekends when needed.

Nice-to-haves

• Experience with luxury hotel sales in New York City area.
• Familiarity with Marriott's sales processes and systems.

Benefits

• Hotel Discounts
• Weekly Pay
• Paid Time Off
• Retirement Options
• Referral bonuses
• Career advancement & upward mobility
• Health, Dental, Vision Insurance available after 30 days of employment for full-time team members.