Director of Sales & Marketing - London Marriott Hotel Grosvenor Square

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Job Number 19001B0I
Job Category Sales and Marketing
Location London Marriott Hotel Grosvenor Square| Grosvenor Square|
London| Greater London| United Kingdom
Brand Marriott Hotels Resorts /JW Marriott
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
London Marriott Hotel| Grosvenor Square
Discover the best of Mayfair at London Marriott Hotel Grosvenor Square with
its unparalleled central location minutes away from world-class shopping| Hyde
Park and iconic landmarks. Stay at the first Marriott hotel in London|
delivering sincere and personalized service. Unwind in impeccably furnished
rooms and suites featuring marble bathrooms and modern technology| overlooking
Grosvenor Square or the hotel|s intimate garden. Visit Gordon Ramsay|s maze
restaurant or sip a cocktail at our award-winning speakeasy| The Luggage Room|
Mayfair’s best-kept secret. Take advantage of our 13 meeting spaces| including
the renovated Westminster Ballroom| that combine a heritage of Mayfair service
with a contemporary edge. Have a memorable experience at London’s most
desirable address at London Marriott Hotel Grosvenor Square.

J OB SUMMARY

Functions as the leader of the property’s sales| marketing & events department
for properties with bookings over 300 peak rooms and significant local
catering revenue. Manages the property|s reactive and proactive sales efforts.
Provides day to day leadership to sales associates to achieve property sales
objectives with overall responsibility for achieving booking goals and
property revenues. 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 customer relationships that enable achievement of the
hotel’s’ sales objectives. Evaluates the property’s participation in the
various sales channels (e.g.| Area Sales| Group Sales within the Sales Office|
electronic lead channels| etc.) and develops strong working relationships to
proactively position and market the property. Manages the marketing budget to
enable development of property specific campaigns| promotions and collateral
to drive revenue and meet property objectives. Interfaces with regional
marketing communications for regional and national promotions pull through.
Develops and implements property–wide strategies that deliver products and
services to meet or exceed the needs and expectations of the brand’s target
customer profile and property associates and provides a return on investment
to the owner and Marriott International.

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.

· 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.

· Lodging sales experience.

· Hotel industry work experience| demonstrating progressive career growth and
a pattern of exceptional performance.

CORE WORK ACTIVITIES

Managing Sales Activities

· Manages the development of a strategic sales and marketing account plan for
the demand generators in the market.

· Manages the property|s reactive and proactive sales efforts.

· Determines and develops marketing communication activities| in conjunction
with Regional Marketing Communications.

· 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.

· Suggests innovative marketing ideas and develops deployment strategies to
continue to grow market share.

· Evaluates and supports participation and account deployment with Area Sales
and Group Sales within the Sales Office.

· Serves as the sales contact for the General Manager| property leadership
team| Group Sales and Area Sales leaders.

· 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| Regional Marketing Communications and other
hotel departments as appropriate.

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

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

· Supports the General Manager by coordinating crisis communications.

· 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).

· 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 long-term| value-
based customer relationships that enable achievement of the hotel’s’ sales
objectives.

· Interfaces with regional marketing communications for regional and national
promotions pull through.

· 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.

· Develops strong community and public relations by maintaining property
participation in local| regional and national tradeshows and client events.

· 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.

Leadership

· Functions as the leader of the property’s sales department for properties
with bookings over 300 peak rooms and significant local catering revenue.

· 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 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.

· Maintains 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.

· Provides day to day leadership to sales associates to achieve property sales
objectives with overall responsibility for achieving booking goals and
property revenues.

· Evaluates the property’s participation in the various sales channels (e.g.|
Area Sales| Group Sales within the Sales Office| electronic lead channels|
etc.) and develops strong working relationships to proactively position and
market the property.

· Manages the marketing budget to enable development of property specific
campaigns| promotions and collateral to drive revenue and meet property
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.

o 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.

o Sales Disposition – Energetic| proactive| takes calculated risks| and
perseveres to attain goals.

o 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.

o Revenue Management – Knowledge of total hotel revenue management
concepts| processes and strategies (including sales cycles and trends| account
management| pricing| and inventory management).

o 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.

· Basic Competencies – Fundamental competencies required for
accomplishing basic work activities.

o Basic Computer Skills – Uses basic computer hardware and software
(e.g.| personal computers| word processing software| Internet browsers| etc.).

o Oral Comprehension – Demonstrates ability to listen to and understand
information and ideas presented through spoken words and sentences.

o Reading Comprehension – Demonstrates understanding of written sentences
and paragraphs in work-related documents.

o Writing – Communicates effectively in writing as appropriate for the
needs of the audience.