Director of Sales in Hertfordshire, United Kingdom

Job Number 23092305

Job Category Sales & Marketing

Location Hanbury Manor Marriott Hotel & Country Club, Ware, Hertfordshire, HERTFORDSHIRE, United Kingdom

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

Description for Internal Candidates

With its fragrant walled gardens, stately Jacobean country house & 200 acres of Hertfordshire parkland, the historic Hanbury Manor Marriott Hotel & Country Club makes a lasting impression. Marriott International the world’s largest hotel company with more than 500 global locations and 600,000 associates worldwide is redefining the art of hosting so that our guests can travel brilliantly. Combining old school, classic elegance and impressive grandeur with a contemporary, holistic approach, Hanbury Manor Marriott delivers premium choices, sophisticated style, and well-crafted experiences for the discerning.

JOB SUMMARY

The primary focus of the role the Director of Sales is to work alongside the MP Director of Sales and Marketing to drive incremental revenue into Hanbury Manor Marriott Hotel and Country Club in line with budget and future strategy. The Director of Sales will be accountable for delivering new lucrative business opportunities and break into new markets that drive ADR at both hotels. The role will focus on revenue growth across a variety of segments from a combination of new and existing relationships across both hotels.

The Director of Sales will be independent, proactive, creative and think ‘outside the box’. They will assist in leading the day-to-day activities and projects relating to proactive sales and support with the timely resolution of critical issues and tasks in the absence of the MP Director of Sales and Marketing.

As well as contributing towards the hotel’s topline budgets, they will achieve personal sales goals set.

CANDIDATE PROFILE

Key Attributes and Experience

• Proven sales / client facing professional with a minimum 8 years’ experience in the hospitality industry

• Education to degree or equivalent

• Passionately driven towards individual and team revenue goals

• Strong leadership skills with experience in managing and developing junior sales associates to perform beyond expectations

• Positive attitude and commitment to delivering a high level of customer service

• Sets positive example across the teams

• Strong analytical skills to understand key business indicators and competitive trends

• Polished and professional communication skills – verbal and written

• Excellent standards of personal presentation

• Experience in a similar role with a proven track record

• Marriott Sales experience would be an advantage but not essential.

CORE WORK ACTIVITIES

Revenue Generating Proactive Activity

• Take responsibility for an allocated portfolio of accounts, undertaking strategic account management, developing, maintaining, servicing and contracting the allocated account base at the hotel

• Actively search for new Transient, Group and Event business with an increased ADR and build and strengthen relationships with these customers to drive transient and group room revenue into the hotel and close the gap to budget.

• Stay close to the hotels strategies and always focus on driving ADR

• Participates in sales calls with members of sales or event teams to acquire new business and/or close on business.

• Develop relationships with all internal sales stakeholders (Such as The Marriott Global Sales Organization and National Sales Teams) to strengthen and expand customer base for sales opportunities.

• Work collaboratively with these sales colleagues to ensure sales efforts are coordinated, complementary and not duplicative

• Create and implement strategic (SMART) action plans and update quarterly to report on progress.

• Conduct key sales activities such as powerful site inspections, client appointments, presentations, familiarisation trips, sales trips to deliver increased market penetration and revenue production goals.

• Conduct international sales-trips focusing on strengthening existing and building new relationships to drive new business

• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.

• Lead and participate in Marriott demand generation and lead closing days, sales blitz weeks, and any other company led sales initiatives as appropriate. Support in motivating the sales teams to participate in these activities.

• Maximize the opportunities from company sales tools such as Marriott Rewards, MI Leads, and Marriott group and event promotions to seek and convert business.

• Take responsibility for group follow up and site inspections to support lead conversion. Ensure strong knowledge of group background, criteria for decision making, competition, and be able to share updates in preparation for weekly sales strategy meetings, business review meetings and any other occasion when asked for an update.

• Negotiate rates for new group and event business within the set parameters of the hotels’ overall strategies.

• Complete RFPs as required and in line with deadlines set out by the client and global sales organization

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

• Understand and maintain full and accurate knowledge of the competitive set, economic trends, supply and demand. Evolve sales strategy according to these market needs and trends.

• Ability to close the best opportunities for the location based on market conditions and location needs.

• Gain understanding of both location’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns to offer better business solution.

Reporting on sales activity

• Complete a sale activity report detailing activities and financial results in line with company standards, goals and targets.

• Attend sales and marketing team meetings, sales strategy meetings and other meetings as required by the MP DOSM sharing updates and highlights

• Assists in financial reporting as required

• Complete any other reports or duties deemed necessary and reasonable requested by the MP DOSM or Executive Committees

Providing Exceptional Customer Service

• Support the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

• Ensure familiarization with all hotel operations and ensure effective communication between departments to ensure delivery of excellent guest service as appropriate.

Handling of Human Resource Activities

• Identifies the developmental needs of direct report and provides coaching, mentoring, or otherwise; helping others to improve their knowledge or skills.

• Provides regular feedback and realistic development plans for direct report that ensure they are provided the best opportunity to be guided in their own career & personal development.

• Lead & administer the performance appraisal process for direct report and share feedback with MP DOSM as required

• Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation.

• Utilizes all available on the job training tools for employees.

• Lead in Interviews and hiring process for new proactive sales managers/executives, ensuring all Marriott recruitment regulations are followed.

• Provides orientation for any new direct reports including a robust 90-day probationary training programme.

• Sets goals and expectations for direct report using the performance review process and holds them accountable for successful performance.

• Ensure associate shifts are rostered & recorded on Kronos workforce management if required in the absence of MP DOSM

• Supports in any other HR activity as required by MP DOSM.

Skills and Knowledge

• Ability to understand and execute and support Marriott Customer Service Standards and Marriott Brand Standards

• Ability to work collaboratively with hotel service team in providing exceptional customer service

• Superior guest relations skills

• Possess excellent telephone sales skills

• Excellent selling skills and understanding of sales processes; can effectively up sell products and services; can bring a sale to closure

• Knowledge of operations and associated challenges for all brands

• Knowledge of property-specific business segments (e.g. group, catering, transient)

• Knowledge of contractual agreements and legal implications

• Strong customer development and relationship management skills

• Understand revenue management functions and account profitability

• Effective decision-making skills

• Strong problem-solving skills

• Ability to develop and maintain relationships e.g., associates, customers, vendors

• Strong negotiation skills

• Strong presentation and platform skills

• Strong communication skills (verbal, listening, writing)

• Strong organization skills

• Strong customer and associate relation skills

• Knowledge of overall hotel operations as they affect department

• Ability to use standard software applications and hotel systems (e.g., Office, OPERA, etc.)

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 International portfolio of brands includes both JW Marriott and Marriott Hotels.

Marriott Hotels , Marriott International’s flagship brand with more than 500 global locations, is advancing the art of hosting so that our guests can travel brilliantly. As a host with Marriott Hotels, you will help keep this promise by delivering premium choices, sophisticated style, and well-crafted details. With your skills and imagination, together we will innovate and reinvent the future of travel.

JW Marriott is part of Marriott International’s luxury portfolio and consists of more than 80 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. It’s as simple as that. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy a true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can really pursue your passions in a luxury environment. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™.