Director Of Sales & Marketing

Job Number 23147513
Job Category Sales & Marketing
Location Batam Marriott Hotel Harbour Bay, Harbour Bay Downtown, Jalan Duyung, Batam, Riau, Indonesia VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
Job Summary
Functions as the leader of the property’s sales 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.

OR

• 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:

• Hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.
• Lodging sales experience.
• 4 year college degree.
• Demonstrated skills in supervising a team.

CORE WORK ACTIVITIES
Managing Sales Activities

• Implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
• Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders.
• Performs other duties, as assigned, to meet business needs.
• Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share.
• Manages the property's reactive and proactive sales efforts.
• Reviews the Strategic Alignment Review (STAR) report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.
• 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.
• Serves as hotel authority on sales processes and sales contracts.
• Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.
• Manages the development of a strategic account plan for the demand generators in the market.
• Interfaces with regional marketing communications for regional and national promotions pull through.
• Attends sales strategy meetings to provide input on weekly and overall sales strategy.
• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
• Serves as the sales contact for customers; serves as the customer advocate.
• 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.
• Participates in and practices daily service basics of the brand (e.g., , Marriott Hotels and Resorts (MHR) Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
• Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.
• Supports the General Manager by coordinating crisis communications.
• Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate.
• Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications.

Building Successful Relationships

• Develops strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events.
• 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.
• Develops strong partnerships with local organizations to further increase brand/product awareness.
• 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

• Executes the sales strategy in order to meet individual booking goals for both self and staff.
• 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.
• Transfers functional knowledge and develops group sales skills of other discipline managers.
• Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue.
• Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates.
• Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover.
• Supports tools and training resources to educate sales associates on winning catering solutions.
• Creates effective structures, processes, jobs and performance management systems are in place.
• Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues.
• Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.
• 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.
• Develops sales goals and strategies and verifies alignment with the brand business strategy.
• Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives.
• Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.
• Maintains an active list of the competition’s best sales people and executes a recruitment and acquisition plan with HR.
• 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.
• Works with Human Resources, Engineering and Loss Prevention to monitor compliance with local, state and federal regulations and/or union requirements.
• Verifies Sales team understands and is leveraging Marriott International (MI) demand engines to full potential.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.
Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
JW Marriott is part of Marriott International's luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.