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Director of Sales

2 months ago

New York, United States MCR Hotels Full time

The Director of Sales & Marketing at the Luxury Collection Hotel will report to the General Manager with a dotted line to the Vice President of Sales and will be responsible for maximizing business to exceed budget expectations. The ideal candidate must be a highly communicative, meticulously organized team player who possesses a positive, luxury-oriented disposition and a passion for driving results.

Managing Sales Activities
• Creates and updates annual the strategic sales and marketing plan for the hotel.
• 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 MCR corporate sales and Creative/PR teams.
• 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 RevPAR, improve profitability, and increase market share.
• Facilitates 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.
• Serves as the sales contact for the General Manager, property leadership team, Marriott's global account sales and luxury sales team, and MCR's corporate sales leadership.
• Serves as the sales contact for customers; serves as the customer advocate.
• Serves as the hotel ambassador for Marriott's global account team, activating above-property channels to build awareness of the hotel to target account and customer profiles.
• Serves as hotel authority on sales processes and sales contracts.
• Monitors sales manager and individual performance to ensure all inquiries are responded within the proper time frame.
• Serves as the property sales liaison with MCR corporate Sales, Group Sales, Revenue Management, Event Management, MCR Creative team, 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 MCR's standards and hotel's Brand Standards.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Adopts and Facilitates daily sales/service basics of The Luxury Collection 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 to ownership.
• 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.
• Executes all weekly and monthly reporting for regional and ownership requirements.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships
• Develops strong partnerships with local organizations to further increase brand/product awareness.
• Develops and manages internal key stakeholder relationships, including above-property MCR regional sales team, operations counterparts, and owner relations.
• 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.
• 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.

Leadership
• Functions as the leader of the property's sales department.
• Develops sales goals and strategies and verifies alignment with the brand business strategy.
• Executes the sales strategy 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 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, 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 salespeople and executes a recruitment and acquisition plan with HR.
• Supports tools and training resources to educate sales associates on winning event sales 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 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 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
• Management Experience (type): Director.
• Four-year college degree preferred.
• 5 Years of Sales Leadership Experience in a Full-Service Hotel required.
• 2 Years of Sales Experience in a Luxury Hotel required.
• 2 Years of Sales Experience in a Marriott branded Hotel required.
• An understanding of Marriott systems, including CI/TY, MarRFP, MRDW, OneYield, and ARM/EMPOWER strongly preferred.
• Additional Requirements (i.e., % of travel time, etc.): Ability to travel on short notice and adaptable to schedule changes.
• Highly professional presentation and communication (oral and written) skills, with the ability to address executive level constituents.
• Proficiency with standard Microsoft Office (particularly Excel and PowerPoint).
• Demonstrate the ability to perform critical analysis.
• Must be able to manage people, including giving directions and delegating responsibilities, and be a culture ambassador.
• Must demonstrate outstanding customer service, organizational, and interpersonal skills as well as excellent attention to detail and the ability to multi-task.
• Must be entrepreneurial, nimble, creative, resourceful, and willing to try new things.
• Must be able to work variable hours including evenings and weekends when needed.
• On-site full time at Hotel.

Our Company

  • MCR is the 3rd-largest hotel owner-operator in the United States.
  • Founded in 2006, our company has offices in New York City, Dallas, Chicago, and Richmond, Virginia.
  • MCR has a $5.0 billion portfolio of 148 premium-branded hotels containing more than 22,000 guestrooms across 37 states and 106 cities.
  • MCR has more than 7,000 team members across the country and operates hotels under 9 Marriott brands, 8 Hilton brands and a number of unflagged independent hotels.
  • MCR was named one of Fast Company's 10 Most Innovative Travel Companies of 2020.
  • MCR is a three-time recipient of the Marriott Partnership Circle Award, the highest honor Marriott presents to its owner and franchise partners, and a recipient of the Hilton Legacy Award for Top Performer.
  • For the TWA Hotel at New York's JFK Airport, MCR won the Development of the Year (Full Service) Award at The Americas Lodging Investment Summit (ALIS), the Urban Land Institute New York Excellence in Hotel Development Award and the American Institute of Architects national Architecture Award, the highest honor given by the AIA
What we offer/What's in it for you?
  • 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