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23 September 2019
Job ID: PH-1895
Director of Group Sales & MICE Sales

JOB SUMMARY

Functions as the leader of the property’s group sales effort for properties with a significant number of events over 300 peak rooms.  Manages the property's reactive and proactive group sales efforts.  Shares responsibility for achieving group revenue goals, guest and associate satisfaction. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process.  Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.

CANDIDATE PROFILE

Education and Experience

Required:

  • 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.

Preferred:

  • 4 year college degree.
  • Demonstrated skills in supervising a team.
  • Group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

  • Functions as the leader of the property’s group sales effort for properties with a significant number of events over 300 peak rooms.
  • Solicits, books and develops local group business.
  • Recommends booking goals for sales team members.
  • Develops and manages group sales revenue and operation budgets, and provides forecasting reports.
  • Works with management team to create and implement a group sales/marketing plan addressing revenue, customers and market.
  • Assists with selling, implementation and follow-through of group sales 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).
  • Participates in and practices daily service basics of the brand (e.g.,, Marriott Hotels and Resorts (MHR) Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
  • Coordinates and deploys group sales resources on-property to monitor the pull-through and sustainment of 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.
  • Manages the property's reactive and proactive group sales efforts.
  • 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 brand’s service strategy and applicable brand initiatives in all aspects of the sales process.
  • Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.
  • Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

  • Works collaboratively with off-property sales channels (e.g., Group Sales with the Sales Office, Area Sales, Enterprise Sales Team (EST)) to verify the property needs are being achieved and the sales efforts are complementary, not duplicative.
  • Interacts effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to ,maintain guest satisfaction.
  • 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 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.
  • Develops a close working relationship with operations to execute strategies at the hotel level.

Leadership

  • Manages and directs the on-property group sales effort to achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective sales deployment strategies to grow market share. 
  • Works with the Director of Sales and Marketing to establish understanding of sales strategy and effective implementation of this strategy for the hotel.
  • 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. 
  • Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), align 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. 
  • 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 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 group sales associates; utilizes all available on the job training tools for associates.
  • Transfers functional knowledge and develops group sales skills of other discipline managers.
  • Shares responsibility for achieving group revenue goals, guest and associate satisfaction.
  • Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives.

MANAGEMENT COMPETENCIES

Leadership

  • Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. 
  • Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
  • Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
  • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

  • Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
  • Driving for Results - Focuses and guides others in accomplishing work objectives.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

  • Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
  • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

  • Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
    • Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that apprpriately consider available facts, constraints, competitive circumstances, and probable consequences.
    • Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.
    • Sales Opportunity Analysis - Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 
    • Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
    • Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.
    • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
    • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
    • Writing - Communicates effectively in writing as appropriate for the needs of the audience.
    • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges
    • Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
    • Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.
    • Sales Opportunity Analysis - Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 
    • Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
    • Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.

Interested candidates are invited to email a full resume,

and enclosing a recent photograph to:

JW Marriott Phuket Resort & Spa 231 Moo 3, Maikhao, Thalang, Phuket 83110 Thailand Tel: +66 (0)76 338 000,Fax: +66 (0)76 348 354
Apply Now

Job Details:

JW Marriott Phuket Resort & Spa
URGENTLY REQUIRED !!! Where life just keeps getting better Welcome to Marriott International, Inc. You've found a place where you define what success means to you, and we help make it happen. It's where you'll be given the building blocks you need to forge a challenging new path, the hotel jobs/opportunities you want to expand your skills, and the benefits that let you live the life you want. You'll work alongside co-workers who share your enthusiasm about your hotel employment with Marriott. And you'll discover hospitality jobs that offer growth and promotions that will let you experience the career of a lifetime. Whether you’re applying for your first hospitality job or you are a career professional, Marriott offers success you can experience. Join us. We're Marriott.

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