Director of Sales - Franchised

at  Marriott International Inc

Job Number 24137353
Job Category Sales & Marketing
Location Delta Hotels Seattle Everett, 3105 Pine Street, Everett, Washington, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
Additional Information: This hotel is owned and operated by an independent franchisee, Hollander Hospitality. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.
The Sales & Catering Director leads and executes property and local sales & catering responsibilities, and builds & maintains strong, relevant, relationships with deployed existing and target accounts on behalf of the hotel. This role is responsible for ensuring client requirements are met. This role regularly sells hotel rooms, meeting rooms and food and beverage through direct client contact. including securing new local accounts, maintaining existing accounts, and executing sales and marketing strategies to maximize the profitability of the hotel while ensuring client satisfaction, a positive team environment and positively influencing the reputation Hollander Hospitality and the Hotel brand.
Relationships
Seeks out, develops and nurtures strategic internal and external relationships to increase revenues, service levels, and hotel awareness.
Maintains excellent lines of communication with team members and clients to create clear expectations and robust relationships that increase morale, service levels, and trust.
Promotes teamwork and quality service through daily communication and coordination with other departments.
Oversees onsite sales department staff to attract, retain and motivate employees through hiring, training and developing, empowering, coaching and counseling, conducting performance and salary reviews, resolving problems, providing open communication vehicles, and disciplining and terminating employees as appropriate.
Partners with Department Managers and General Manager to ensure proper staffing levels based on guest & attendee volume.
Financial Returns & Responsible Business
Completes forecasts, plans, and productivity reports for management.
Participates in the preparation of the departmental operating budget and financial plans. Monitors budget and upsells products and services while minimizing waste to increase revenue.
guest room, function space, food & beverage pricing, and hotel services within approved departmental booking guidelines.
Lead Generation
Creates and maintains effective property sales programs to support funneling new leads, maximizing current accounts and targeting new accounts with potential.
Continuously pursues and regularly re-evaluates prospecting targets based on results, the market, and established goals; maintains a strategic ranking of targets by priority and maximizing opportunity and closing potential.
Attends appropriate networking events, leveraging participation to maximize lead-generation.
Solution Selling
Maintains knowledge of market trends and competition to create relevant selling strategies for current conditions.
Evaluates and meets client needs, clarifying the decision-making process, and presenting tailored value propositions, maintaining appropriate follow-up.
Follows-up on all business opportunities, making initial contact within two business hours.
Works with onsite and home office partners to increase sales
Negotiating
Guides the negotiation process, identifying and leveraging optimal solutions in negotiations and implementing creative and effective sales solutions.
Detailing
Creates and provides best practices for sales, convention services, and Food and Beverage departments for meetings.
Maintains consistent effectiveness, accuracy and timeliness with information communicated to others, including calculations, estimates, contracts, BEO’s, group resumes, and other documents or communication sent to clients, partners and/or team members.
Follows established hotel and company-wide policies and methods, including logging details, activities, and sharing information.
Support
Provides sales, catering, marketing, conference services, administrative support, and operational services as necessary.
Directs and personally performs, as necessary, day–to-day sales and conference/convention services activities; plans and assigns work and establishes performance and development goals for team members. Provides mentoring, coaching and regular feedback to help manage conflict and improve team member performance.
Educates and trains team members in compliance with hotel, company, and brand, service behaviors and standards, as well as governmental regulations.
Ensures staff has the tools, training and equipment to carry out job duties.
Manages and maintains onsite sales and catering processes.
Qualifications:
Experience & Education:
Minimum of three years’ experience conducting sales and negotiations.
Experience in local business transient sales, group sales, and catering sales preferred. Driver’s License & Insurance
Must have valid state driver’s license at time of hire.
Must maintain vehicle insurance coverage as required by Hollander Hospitality. Knowledge
Strong business travel and group rooms experience (revenue management experience a plus).
Effective sales & negotiation acumen.
Modern hospitality-sales strategies including conducting evaluating & meeting customer needs, effective site tours, generating leads independently, saturating accounts, intermediaries and brand partners, maximizing systems & resources to drive results, and implementing effective objection handling solutions.
Business evaluation techniques including and net-profit calculations arithmetic during negotiations.  Proficiency in Microsoft Outlook and Word, with basic skills in PowerPoint and Excel.
Customer relationship management (CRM) software – CI/TY, preferred.
Hotel property management system (PMS) software – Opera, preferred.
Hotel RFP software – CVENT, CI/TY, preferred.
Skills & Ability to:
Work onsite and perform duties from the property.
Manage, train, coach, and lead onsite sales team members.
Work well with National Account & Group Sales Managers.
Solicit, book, and upsell banquet food & beverage.
Detail all arrangements, suggesting menus, bar set up, room arrangements as per policy and procedure. Finalize details on Banquet Event Orders and publish BEOs for distribution to inform other departments of arrangements in writing which are necessary to assure success of the function.
Be present and provide operational support as necessary for groups and events.
Establish and maintain interpersonal relationships, developing constructive and cooperative working relationships with others, and maintaining them over time.
Prioritize efforts to support the directives and goals established by supervisor(s), hotels represented and Hollander Hospitality.
Effectively organize, plan, and prioritize work.
Actively and effectively participate in internal and external meetings.
Make decisions and problem-solve, analyzing information and evaluating results to choose the best solution and solve problems.
Evaluate sponsorship opportunities, business travel, tradeshows and other similar events.  Resolve customer complaints or problems.
Control expenses and expenditures, following established approval processes.
Consistently meet individual goals and contribute adequately towards team goals.
Think creatively, developing new approaches, ideas, relationships, and/or systems to increase lead generation and grow business.
Consistently support the culture expectations of Hollander Hospitality and the hotel(s) represented.
Represent Hollander Hospitality with the highest level of integrity and professionalism.
Communicate effectively, both orally and in writing, including development and delivery of persuasive sales presentations.
Maintain open communication with all co-workers to support a positive work environment and the best possible customer experience.
Anticipate the needs of others.
Create and contribute to a sense of fun and belonging for others.
Exhibit excellent time-management and prioritization.
Deliver outstanding, personalized guest experiences.
Meet attendance requirements and deadlines with dependability and consistency

PHYSICAL REQUIREMENTS:

Light Work: The ability to exert up to 20 pounds of force frequently and/or a negligible amount of force constantly to move objects. This work requires the ability to sit for long periods of time, move around the hotels to give site tours. Must be able to lift and carry general office supplies and equipment. Position requires hand manipulative skills for word processing and writing. Must be able to hear verbal conversations over the phone and in person with background noise. Must have visual acuity to analyze written information and view computer terminal and ability to express or exchange information by means of the spoken word.
Drug Free Workplace, Equal Opportunity, E-Verify Employer.

Please refer the Job description for details