Franchised Director of Sales

Job Number 23101261
Job Category Sales & Marketing
Location JW Marriott Savannah Plant Riverside District, 400 West River Street, Savannah, Georgia, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? Y
Position Type Management

Additional Information: This hotel is owned and operated by an independent franchisee, Kessler Enterprise, Inc. IV. 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 SUMMARY 

The Director of Sales is responsible for overseeing Sales and Catering to optimize revenue opportunities for the property. 

Core Responsibilities 

• Monitor and support the revenue pace of Sales and Catering and lead the Team in meeting and exceeding budgeted revenues
• Qualify incoming leads, send proposals, contracts and addendums when needed to negotiate group business using marketing and sales resources
• Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
• Establish method of payment, collect initial deposit and/or begin the direct bill application process prior to turnover to Event Services Manager
• Follow up on outstanding proposals and contracts to effectively close business
• Process definite contracts and route information appropriately to the following Grand Performers using the turnover process:
  • Group Coordinator
  • Event Services Manager
  • Accounting Department
• Assist in compiling sales forecasts and budgets, collect, and report sales data and manage the department budget.
• Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries.
• Conduct tours of property to meeting planners and other potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of site tours in advance
• Direct maintenance of sales files, accounts and additional administrative duties
• Develop and maintain relationships with competitive set and actively participate in community organizations and professional associations to maintain visibility and market share
• Excellent knowledge of the hotel's surroundings including the history, culture, and points of interest
• Establish method of payment, collect initial deposit and/or begin the direct bill application process prior to turnover to Event Services Manager
• Follow up on outstanding proposals and contracts to effectively close business
• Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets
• Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget
• Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery and outlets
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system
• Track monthly production towards quarterly sales goals set forth by management using required documentation
• Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution
• Maintain accurate, organized, and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.)
• Complete business evaluation process to maximize revenues for rooms with Revenue Management
• Participate in required revenue meetings to stay abreast of strategies and to assist in making decisions for the benefit of the hotel
• Travel as required to attend Sales Executive Committee meetings, customer events, conduct outside sales calls and participate in trade shows
• Develop and maintain a working relationship with national franchised brands
• Knowledge of all Kessler Collection hotels to effectively cross-sell
• Complete required reporting and documentation
• Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs, and impact on other departments
• Power Hour – Weekly Power Hour scheduled and added to the Kessler Sales calendar
• Conduct daily business review meeting with sales team to review current prospects, site tours, and previous day’s business activity
• Update sales platforms with relevant collateral, promotional offers, photography, and need dates
• Direct, organize and supervise departmental activities including, but not limited to, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations
• Review and approve sales and catering agreements prior to sending to client
• Conduct department meetings to support sales and catering Grand Performers with achieving budget and sales goals
• Process and Approve Payroll on a bi-weekly basis
• Approve quarterly bonus spreadsheets, once reviewed by Director of Sales forward to Accounting Department for audit
• Direct and develop team member’s performance to include, but not limited to, providing supervision and professional development, scheduling, coaching, and counseling, timely evaluations, improving performance and delivering recognition and reward
• Recruit, interview and onboard Sales and Catering Grand Performers
• Actively participate in required Executive Committee and sales/operational meetings
• Perform other duties assigned to meet business needs

Minimum Qualifications 

• Marriott Sales Experience (CITY trained) – highly preferred
• College degree - preferred
• Hospitality or related industry experience - required
• Previous sales experience – required
• Valid Driver’s License – required
• Knowledgeable of Top-Accounts for the Hotel – preferred

Supervisory Responsibilities 

• Group Sales Managers
• Catering Sales Managers
• Event Services Manager
• Sales and Catering Administrative Assistant

This company is an equal opportunity employer.

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