Area Director of Sales and Marketing, Marriott Bonvoy

Marriott Bonvoy

Location:

United States, Detroit

Category:

Sales

Contract Type:

Employment contract

Salary:

Not provided

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Job Description:

The Area Director of Sales & Marketing is tasked with proactively identifying and pursuing suitable business opportunities through a combination of tele-prospecting and direct sales in order to meet both personal and hotel revenue objectives. This role entails gaining a thorough understanding of how to support the property and enhance customer loyalty by delivering exceptional service at every customer touchpoint. The director will hold overall responsibility for total revenue management and yield strategies, including implementation and assessment of results across group and transient room sales, group food and beverage services, meeting room rentals, local catering, outlet services, and other revenue streams. Key strategies will encompass market mix, pricing, sales status, direct marketing initiatives, and acquisition performance. The objective is to optimize profitability for the resort while ensuring outstanding service quality for our customers. Additionally, the director will be accountable for analyzing market performance, potential outcomes, and achieving budget, forecasting, and target goals across a group of hotels.

Job Responsibility:

Manage and direct the sales & marketing efforts and team representing Hotel David Whitney Autograph Collection, Element Detroit at the Metropolitan, AC Hotel Detroit at the Bonstelle, The Cadillac House Lexington Tapestry Collection, The Plaza Apartments by Marriott Bonvoy, The Monarch Club, Lone Goat, Hammer & Nail and Buhl Bar
Enthusiastically and proactively sell the property’s concepts to group, corporate and leisure prospects
Direct prospecting and qualifying all lead sources through cold calls, tele-prospecting and networking to generate new opportunities
Consistently meets or exceeds individual and team sales and catering goals and hotel budgets
Managing preferred corporate, wholesale, leisure transient, and group account efforts that meet or exceed hotel revenue goals
Oversight negotiating contracts to ensure all pertinent aspects of solicitation and closing are complete and documented
Ensure actively pursuing new clients through creative/innovative sales techniques and aggressive prospecting
Identify opportunities to upsell customer through packages, food & beverage offerings, room upgrades, AV and lighting upgrades and spa faculties, if applicable
Manage lead sources to ensure quantity and quality of leads with timely follow through
Create customized Wedding Packages, Menus, and proposals, etc.
Ensure individual and team response to all customer inquiries and communication within 24 hours or sooner
Maintain accurate CI/TY information on all bookings, specifically program details, client correspondence, traces and to-do lists
Conduct unique site inspections that create a WOW experience for the customer
Follow proper event management procedures for event execution to include but not limited to BEO creation, F&B forecasting, resume communication, amenity/VIP designation and room block management
Ensure production and distribution of accurate banquet/catering event orders, timelines, diagrams, and resumes within timeframe set by hotels
Coordinates, plans and implements wedding related marketing tactics and events
Productivity reports, 10-day Events Schedule and BEO Packet, as well as Daily Events Schedule are distributed timely
Delegation and oversight of weekly 10-day BEO reading and daily 3-day BEO readings
Drive strategies to develop long term business relationships and repeat business
Attend trade shows, make on-site field presentations, and outside sales calls to prospective clients
Monitor sales activities/performance to ensure revenue goals meet or exceed established plan and accurately report variance/projections to each property management
Participate in weekly strategy meetings and use Revenue Management resources to help make informed decisions and maximize revenue
Ensure that the property is maximizing the use of all company, brand and local CVB programs
Recruit the best possible sales team and reduce turnover through coaching, counseling and training
Provide support and coaching for team members to drive high levels of performance, job satisfaction, and personal growth while holding accountable
Develop and maintaining positive relationships with peers, competitors and brand partners
Develop annual Group, Banquet, and Catering Operating Budget and Sales & Marketing plan in conjunction with the property’s executive team and executes marketing-related items
Work with other hotel departments to successfully market amenities including spa, restaurant, lounge and events (as applicable)
Manage/direct all advertising, public relations, and promotional activities
Coordinate local advertising to promote the hotel's restaurant, lounge, spa, etc
Add creativity and trend insights into driving catering revenue via social/wedding packages, promotions and public relations
Work with corporate marketing team, vendors and agencies to develop creative
Represent hotels at various meetings and events in support of community and public relations
Use brand specific opportunities to drive revenue
Track and report on all sales activities for hotels
Track and report on all event planner surveys and feedback
Keep informed of industry news that affects the organization and share information with team
Partners with Operations in providing a customer experience that exceeds the customer’s expectations
Effectively develop relationships within the community to strengthen and expand customer base for future sales opportunities
Be an active part of the property management teams fostering and developing the desired Azul Hospitality Group culture
Stimulate a friendly, cheerful attitude in his/her conduct with other managers, guests, and fellow associates
Drive product quality and a unique guest experience at every opportunity
Ensure that all administrative procedures are in place and functioning effectively
Ensure a challenging and exciting environment to encourage full career development and personal growth
Establish and monitor cost and expense control systems and procedures to achieve budgeted operating results
Take corrective measures and actions to ensure highest possible profitability
Maximize revenues through proactive action rather than reactive
Work as a member of the yield team to ensure maximum occupancy is achieved at the highest possible average rate via effective setting and monitoring of rate occupancy controls
Assist in revenue management, room inventory control, stay controls and distribution channels as needed
Assist with new hotel opening’s sales efforts and ramp up
Assist with transition of new hotel acquisitions to the company’s portfolio
Advise the General Managers of all matters relating to Sales & Marketing
Attend weekly property and executive leadership meetings
Perform all accountabilities in a timely and efficient manner, following established company policy and projecting a favorable image of Azul Hospitality Group to achieve objectives
All other duties assigned by the Managing Director and Vice President of Sales & Marketing

Requirements:

Must be able to speak, read, write and understand the primary language used in the workplace
Must be able to read and write to facilitate the communication process
Requires good communication skills, both verbal and written
Considerable knowledge of complex mathematical calculations and computer accounting programs
Budgetary analysis capabilities required
Extensive knowledge of the hotel, its services and facilities
Must have excellent leadership capability and customer relation’s skills
Must be detail oriented with outstanding organizational and communication skills
Must possess basic computational ability
Must possess basic computer skills
Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required
Ability to analyze, forecast data, and make judgments to ensure proper payroll and production control
Ability to effectively deal with internal and external customers some of whom will require high levels of patience, tact and diplomacy and collect accurate information to resolve conflicts
Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations

Nice to have:

Experience in hotel management
Knowledge of Marriott International’s franchise operations
Experience in sales and marketing within the hospitality industry

Additional Information:

Job Posted:

March 21, 2025

Employment Type:

Fulltime

Work Type:

On-site work

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Area Director of Sales and Marketing