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Director of Sales

3 mesi fa


Roma, Lazio, Italia Marriott International, Inc A tempo pieno

Job Number

Job Category Sales & Marketing

Location W Rome, 26/36 Via Liguria, Rome, Città Metropolitana di Roma, Italy VIEW ON MAP

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

The W Rome, a hotel belonging to Marriott International is currently recruiting for a Director of Sales & Distribution.

Reporting directly to the General Manager, the position's critical tasks are:

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.
  • Aligns with the Director of Marketing communication activities based on need periods, booking patterns, feeder markets, target customers.
  • 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 occupancy and RevPAR and increase market share.
  • Attends sales strategy meetings to provide input on weekly and overall sales strategy.
  • Manages sales team, decides on the account deployment.
  • Serves as the sales contact for the General Manager, property leadership team and the Area Director of Sales & Distribution
  • Serves as the sales contact for customers; serves as the customer advocate.
  • Serves as hotel authority on sales processes and sales contracts.
  • Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management and other hotel departments as appropriate.
  • Participates in sales calls with members of the Sales team to acquire new business and/or close on business.
  • 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.
  • 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 brand's service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building longterm, valuebased customer relationships that enable achievement of the hotel's' 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
  • 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.

Management Competencies

  • Develops sales goals and strategies and verifies alignment with the brand business strategy.
  • Executes the sales strategy in order 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 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), aligns performance and rewards, addresses performance issues and h