Marriott Franchised Director of Sales in Norfolk, Virginia

Job Number 1800344L

Job Category Sales and Marketing

Location Glass Light Hotel & Gallery, Autograph Collection, Norfolk, Virginia VIEW ON MAP

Brand Autograph Collection Hotels

Schedule Full-time

Relocation? No

Position Type Management

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Thank you for your interest in this position. It is a job opportunity with one of Marriott International’s franchisees.

Please apply online at https://bit.ly/2PhUvz9

Additional Information: This hotel is owned and operated by an independent franchisee, Suburban Capital Inc.. The franchisee controls all aspects of the hotel’s employment policies and practices, including the selection and hiring process. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International.

Job Description

The Glass Light Hotel & Gallery opening in Norfolk, Virginia in May, 2019 is seeking a qualified Director of Sales professional to join the team. Owned and operated by Suburban Capital, the launch of this new Autograph Collection hotel and gallery will be supported by the Marriott brand. What makes this hotel a truly vibrant and unexpected experience is the glass art collection - pieces by renowned artists such as Dale Chihuly, Peter Bremers and Lina Tagliapietra hide in the corners and hang from the spaces around you to peak your curiosity and warm the glow at Glass Light. This intellectually curious boutique hotel (117 rooms) brings the guest experience to a new level - with its architectural interest, stunning glass collection and fine cuisine, The Glass Light Hotel & Gallery will open its doors to the public with a story to tell. The service will be the reason guests return.

Functions as the leader of the propertys sales department. 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 brands 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 hotels sales objectives. Evaluates the propertys 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. Develops and implements property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brands target customer profile and property associates and provides a return on investment.

CORE WORK ACTIVITIES

Managing Sales Activities

  • 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 for both the hotel and glass art gallery.

  • 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 hotels market position.

  • Researches competitors 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 and awareness for the hotel and gallery.

  • Serves as the sales contact for the General Manager.

  • Serves as the sales contact for customers; serves as the customer advocate.

  • Serves as hotel/gallery authority on sales processes and sales contracts.

  • Participates in sales calls.

  • 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 Marriotts Customer Service Standards and hotels Brand Standards.

  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

  • 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 brands 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 hotels sales objectives.

  • 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.

  • 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 hotels 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 propertys sales department.

  • Develops sales goals and strategies and verifies alignment with the brand business strategy.

  • Executes the sales strategy in order to meet booking goals.

  • Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.

  • 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.

  • 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 competitions 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.

  • Evaluates the propertys 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.

This company is an equal opportunity employer.

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