Dir-Sales & Marketing-B

Job description

EDITION Hotels combine the visionary genius of boutique hotelier Ian Schrager, the service delivery of a world-class luxury hotel, and the global reach of Marriott International to create an entirely new experience in the world of hospitality. Our hotels are stunning microcosms of the world's top cities, featuring the finest in dining, entertainment, nightlife, and service to create an enchanting experience that makes your spirit soar!

But to create this magical experience, we need you.

EDITION is hiring warm, out-going, authentically amazing people who are looking for a place to work that inspires them, challenges them and makes them proud to come to work. A place where service comes from the heart, not from a handbook. A place that delivers a never-ending theatrical performance that continuously delights and enchants each and every one of our guests.

We invite you to join us today.

Desired profile

Qualifications :

JOB SUMMARY

Functions as the leader of the hotel's sales and marketing department with responsibility for the property's reactive and proactive sales, marketing strategy. Requires strong connectivity to the right networks of high-profile guests and the ability to execute non-traditional initiatives to generate awareness and revenues for the hotel. Provides day to day leadership to the sales, events and marketing teams to achieve hotel objectives with overall responsibility for achieving booking goals and property revenues, working in partnership with the Directors of Revenue Management and Culture and Entertainment. 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 guest and client relationships that enable achievement of the hotel's' sales objectives. Develops and leverages local networks to bring the right business to the hotel (e.g., selling top suites, high value events) as well as establishes and maintains high levels of exposure and visibility for the property. Focuses primarily on transient sales: consortia and retain accounts, negotiated corporate accounts and specialty segments, as well as group, meetings and event's accounts. Maintains strong market specific relationships and required connections. Manages the sales and marketing budget to enable development and pull through of hotel specific campaigns, promotions and collateral to drive revenue and meet property objectives. Leverages, as appropriate, existing Marriott International sales and marketing engines and EDITION brand sales and services to implement hotel-wide strategies that deliver products and services to exceed guest expectations. Partners with EDITION's Corporate Office and the Ian Schrager Company who will provide the lead on design, concept, “brand integrity”, sales, marketing, revenue and distribution strategies, food and beverage concepts, public relations and special event consulting at the hotel level.

CANDIDATE PROFILE

Education and Experience2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4-year experience in a senior leadership sales and marketing or related professional area.

OR 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4-year experience in a senior leadership hotel sales and marketing position.

CORE WORK ACTIVITIES

Sales & Marketing Strategy Development & Execution

Develops the pre-opening and operating sales and marketing goals and strategies consistent with the brand business strategy that maximizes revenues and market penetration; adjusts marketing strategies to reflect changing conditions.

 Develops sales and marketing goals and strategies that maximize revenues and market penetration; adjusts marketing strategies to reflect changing conditions.

 Grows existing accounts and generate new business to maximize revenue, market share and profits; verifies focus is on proactive and reactive selling.

 Executes the sales strategy and verifies individual booking goals are met for both self and staff.

 Verifies the development of a strategic account plan for the demand generators in the market.

 Assesses market position and recommends product and service needs and changes necessary to meet sales and marketing objectives consistent with brand goals.

 Directs and manages group, transient, corporate negotiated and special event sales to maximize profits.

 Develops and implements Sales and Marketing policies, plans and procedures specific to property.

 Attends sales strategy meetings to provide input on weekly and overall sales strategy.

 Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.

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

 Oversees the negotiations of corporate accounts

 Verifies that the hotel implements a seamless turnover from sales to operations and back to sales while consistently delivering a high level of service.

 Leads the hotel sales review process.

 Develops pre-opening sales and marketing goals and strategies and verifies alignment with the brand business strategy.

 Partners with Operations on a world class repeat guest recognition program to create maximum wallet share.

 Partners with the Director of Culture and Entertainment on Marketing Activations and Social media / PR strategies

 Partners with the Director of Revenue Management on Revenue strategy.

Leading Marketing and Public Relations Activities

 Partners with the Ian Schrager Company and the corporate EDITION brand team to determine and develop marketing communication strategy and tactics.

Provides feedback on high impact public relations, advertising and promotional programs.

 Coordinates and executes sales presentations, client meetings, property tours and site inspections prior to key events, as required.

 Develops strong partnerships with local public relations and media firms to further increase brand/product awareness.

 Develops strong community and public relations by verifying hotel participation in local, regional and national tradeshows and client events.

 Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.

 Contributes to the development of innovative sales and marketing ideas and proactively develops deployment strategies to establish and maintain high levels of exposure and visibility for the hotel to grow market share.

 Manages execution of guest and public relations events in partnership with the Ian Schrager Company, corporate EDITION team, and local public relations firms.

 Identifies “high profile" guests and companies and determines the best way to communicate and sell to them.

 Contributes property specific information to be used for press releases, prepares information for media kits.

 Manages special events (e.g., sponsorship of races and golf outings, parties introducing new products and services, etc.) to gain public attention through the media without advertising directly.

 Assigns, supervises and reviews the activities of local and global public relations teams in conjunction with EDITION corporate offices and ISC.

 Establishes and maintains effective working relationships with local and municipal government officials and media representatives.

 Identifies, develops, and evaluates marketing strategy, based on knowledge of established objectives, market characteristics, and cost and markup factors.

 Works with the Ian Schrager Company and corporate EDITION team for approval and guidance on all guest facing marketing (e.g., mostly direct mail/e-connects) and major PR events.

Sales and Marketing Point of Contact and Consultant

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

 Develops and manages internal key stakeholder relationships.

 Leverages existing Marriott sales and marketing engines, as appropriate, to maximize revenues for the hotel.

 Serves as the sales contact for the General Manager, hotel leadership team and other departments at Marriott and the Ian Schrager Company.

 Serves as hotel authority on sales processes and sales contracts.

 Supports the General Manager in coordinating crisis communications.

Providing Exceptional Service

 Serves as the sales contact and advocate for guests and clients.

 Executes and supports EDITION standards.

 Participates in and practices daily service basics of the brand.

 Executes exemplary service to drive guest satisfaction and loyalty by assisting guests and verifying their satisfaction before and during their program/event.

 Gains understanding of the hotel's primary target guest and their service expectations; serves the guests and clients by understanding their business, business issues and concerns, offers better business solutions both prior to, and during the program/event.

 Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to hotel leadership and/or other appropriate stakeholders.

 Maintains strong owner relations and verifies hotel is responsive and is properly communicating to ownership on sales, marketing and public relations issues.

relationships with decision makers at top accounts and "high-profile" guests and companies.

Leading Special Events Sales Activities

 Manages and directs the on-property Special Events team or sales manager to achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective deployment strategies to grow market share.

 Manages the special event sales efforts for the hotel; solicits/books local special event business.

 Develops and manages the special events revenue and operation budgets, and provides forecasting reports.

 Works with the management team to create and implement a special events/marketing plan addressing revenue, guests and market.

 Coordinates high-profile events for small groups.

 Assists in developing special event menus which drive sales.

 Assists with selling, implementation and follow-through of promotions.

 Interacts effectively with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to maintain guest satisfaction.

 Works with F&B team to develop strategies, programs, promotions to increase cover counts in restaurants and lounges/bars.

 Monitors information and research pertaining to local competitive venues.

Talent Management

 Verifies Sales team understands and is leveraging Marriott demand engines to full potential

 Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.

 Verifies effective structures, processes, jobs and performance management systems are in place

 Sets goals and expectations for direct reports using the Leadership Performance Acceleration (LPA) process, align performance and rewards, appropriately, address performance issues, and hold staff accountable for successful results.

 Forecasts talent needs and manages department talent acquisition strategy with Human Resource (HR) to minimize lost time due to turnover.

 Monitors the competition's best salespeople and executes a recruitment and acquisition plan with HR.

 Supports tools and training resources to educate sales staff on winning 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; work with HR to anticipate future talent needs based on business growth plans.

 Identifies, trains and mentors group sales, marketing, PR, and revenue management associates.

 Utilizes all available on the job training tools for associates.

 Verifies sales and marketing staff receive appropriate training.

 Participates in talent acquisition processes (sourcing, screening, interviewing, hiring, and onboarding) to verify Sales & Marketing department is staffed appropriately; includes department staffing for hotel pre-opening.

 Provides performance guidance and direction to subordinates, including setting performance standards and monitoring performance through formal and informal appraisal processes.

 Identifies the developmental needs of subordinates in order to coach, mentor, and help them to improve their knowledge, skills, and overall job performance.

Financial, Sales, and Revenue Management Analysis and Reporting

 Provides intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed guest expectations.

Researches competitor's sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.

 Verifies successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.

 Monitors period-end reports with emphasis on booking pace and productivity (e.g., group, corporate transient and special events) and provides feedback to Executive Committee.

 Manages operating budget and forecasting for sales and marketing with assistance from Director of Finance & Accounting, to enable specific campaigns, promotions and collateral to drive revenue and meet hotel objectives.

 Monitors and critiques sales and marketing Profit and Loss (P&L) statements to verify accuracy and alignment with budgetary requirements.

 Monitors market conditions using both local knowledge as well as Smith Travel Reports (STR) to verify hotel is properly positioned in terms of rate, occupancy and mix, reports and uses other resources to maintain an awareness of the hotel's market position.

 Manages the relationship with EDITION corporate team of the EDITION Sales Organization and Creative Service teams, where applicable.

 Responds to off-hotel (e.g., regional and owner) requests for sales information (e.g., Market Outlook, STR Report critique, etc.).

 Reviews revenue management reports (e.g., Demand Eye Chart, Benchmark Pricing Evaluator, Rate/Value Matrix, etc.).

 Conducts analysis of guest segment performance at the hotel and in the market.

 Reviews daily inventory management reports (e.g., those in MARSHA, KRS, One-Yield, etc.).

 Performs assessments of competitor rates, occupancy, and sales activities.

 Uses revenue management data to set and load forward-looking prices (e.g., summer, seasonal, corporate, holiday rates, etc.).

 Develops pricing strategies, balancing hotel objectives and guest satisfaction.

 Uses sales forecasting and strategic planning to verify the sale and profitability of products, lines, or services, analyzing business developments and monitoring market trends.

Other

 Partners with Human Resources, Engineering and Security to monitor compliance with local, state and federal regulations and/or union requirements.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.