Director of Entertainment Sales

Essential Job Function and Purpose

Under the general guidance of the Director of Entertainment Sales at the Marriott Luxury Collection Hotel, responsible for directing, coordinating, training, and supervising the Sales Managers in all sales-related activities. Responsible for assisting in the creation of strategies and the direct oversight of the execution of plans and tactics used to focus on increasing direct revenue for the property. Responsible for growing existing accounts and generating new business to ensure that revenues meet or exceed budget in order to maximize revenue and profits, and to improve the hotel’s performance in the marketplace.

Primary Responsibilities

• Direct and manage all entertainment sales activities to maximize revenue for the hotel.
• Develops sales plans and strategies to meet or exceed established revenue and room night goals, and other reports as directed/required.

• Collaborate with the Director of Hotel Sales to develop rates,  ceilings, and deployment strategies through review of competitive data, demand analysis, and mix management
• Recruit, direct, manage, train, and counsel sales staff.
• Participate in sales presentations, property tours and customer meetings.
• Conduct and attend business review meetings, strategic sales meetings, management meetings and other meetings as required/ requested.
• Supervise, administer, and ensure timely completion of all activities of the Sales Department.
• Develop a complete knowledge of company sales policies, and ensure knowledge of and adherence to those policies by the group sales team.
• Evaluate new and incremental business opportunities/promotions to maximize revenue for the hotels.
• Responds to sales inquiries, initiates new sales, prospects and qualifies leads and solicits potential clients, conducts site visits and answers questions, determines rates, prepares proposals, negotiates contracts, services accounts and analyzes lost business for the hotel.
• Ensure sales team is held accountable for those accounts within their respective markets.  
• Ensuring MCR Sales Standard of Procedures are followed and completed accurately.
• Generating monthly SMART plans and aiding with the preparation of sales reports for sales team.
• Identifying and acting on business opportunities through a constant pursuit of knowledge about top accounts, market trends, competition and customers.
• Developing key relationships within the community to strengthen and expand the customer base.
• Exemplifying customer service by interacting with guests before, during and after all sales phase in a professional, courteous and ethical manner to obtain feedback on product quality and service levels.
• Collaborating with the MCR Executions team to develop and implement cutting-edge, comprehensive plans for groups and events.
• Displays leadership by managing all sales efforts for the hotel: leading by example and mentoring team members to effectively implement smart strategies.
• Must be able to communicate accurately and effectively in verbal and written form with guests and associates so as to respond accurately and completely to people to give directions, instructions, information, answer questions and provide service as required.
• Working to continuously improve customer service by integrating obtained feedback and personal judgment into action plans for hotel sales and event managers.
• Other duties as assigned by manager.

Qualifications

• Minimum of five years’ experience in the Entertainment Sales and hospitality profession
• Strong computer skills and familiarity with industry-specific systems, such as CI/TY, along with proficiency in Microsoft Office and Google Apps

• Extensive background in hotel sales and hospitality

• Excellent time management, organizational and problem-solving skills
• Strong communication skills and customer service experience
• An aptitude for self-motivation
• A can-do attitude and a hands-on approach to client management
• Strong computer skills
• A flexible schedule that allows you to be available days, nights, holidays and weekends based on the demands of the hotel and clients
• The ability and desire to attend travel trade shows and hotel industry-related events