Franchised Director of Sales & Catering
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Franchised Director of Sales & Catering

Marriott Worldwide

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Franchised Director of Sales & Catering

About the job


Posting Date Dec 07, 2021
Job Number 21145289
Job Category Sales & Marketing
Location JW Marriott Savannah Plant Riverside District, 400 West River Street, Savannah, Georgia, United States VIEW ON MAP
Brand Marriott Hotels Resorts
Schedule Full-Time
Relocation? Y
Position Type Management
Located Remotely? N

Additional Information: This hotel is owned and operated by an independent franchisee, Kessler Collection. The franchisee controls all aspects of the hotel’s employment policies and practices, including the selection and hiring process. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International.

JOB SUMMARY

The DOSC is responsible for overseeing Sales and Catering to optimize revenue opportunities for the property.

CORE RESPONSIBILITIES

  • Lead the revenue process assuring that the property is taking the “right mix” of business to maximize the high demand periods and lay in the base required for the distressed periods.
  • Monitor revenue pace of Sales and Catering and lead the team in meeting and exceeding budgeted revenues.
  • Formulate and approve Team sales travel for the year – identifying travel needs based on feeder markets.
  • Work cooperatively between PR and Marketing to establish strategic goals for attaining budgets.
  • Update sales platforms with relevant collateral, promotional offers, photography, and need dates
  • Direct, organize and supervise departmental activities including, but not limited to, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations.
  • Direct and develop team member’s performance to include, but not limited to, providing supervision and professional development, scheduling, coaching and counseling, timely evaluations, improving performance, and delivering recognition and reward.
  • Recruit, interview, and onboard new team members.
  • Assist in compiling sales forecasts and budgets, collect and report sales data and manage the department budget. 
  • Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries.
  • Conduct tours of the property to meeting planners and other potential customers while informing of all hotel services available; entertain customers on the property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of site tours in advance.
  • Direct maintenance of sales files, accounts, and additional administrative duties.
  • Participate in hotel executive committee meetings, operations meetings, and labor meetings on a weekly basis.
  • Develop and maintain relationships with competitive sets and actively participate in community organizations and professional associations to maintain visibility and market share. 
  • Excellent knowledge of the hotel's surroundings including the history, culture, and points of interest.
  • Qualify incoming leads, send proposals, contracts, and addendums when needed to negotiate group business using marketing and sales resources.
  • Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
  • Establish a method of payment, collect the initial deposit, and/or begin the direct bill application process prior to turnover to Event Services Manager.
  • Follow up on outstanding proposals and contracts to effectively close business.
  • Process definite contracts and route information appropriately to the following Grand Performers using the turnover process: Group Coordinator, Event Services Manager, Controller.
  • Monthly review and support to team members in creating and achieving quarterly sales goals. – Achieved via sales meeting and one-one meetings
  • Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets. 
  • Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget.
  • Maximize revenue by selling all facets of the hotel to include restaurant, spa, gallery, and outlets.
  • Manage account details so all pertinent aspects of solicitation and closing are complete and documented in the required sales and catering system.
  • Track monthly production towards quarterly sales goals set forth by management using required documentation. 
  • Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
  • Maintain accurate, organized, and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
  • The complete business evaluation process to maximize revenues for rooms with the Revenue Manager.
  • Participate in monthly revenue meetings and Playbook calls to stay abreast of strategies and to assist in making decisions for the benefit of the hotel.
  • Conduct weekly department meetings to review group and catering pace, systems reports, company/department updates. 
  • Actively participate in all sales/operational meetings
  • Quarterly travel is required to attend Sales Executive Committee meetings, customer events, conduct outside sales calls and participate in trade shows.
  • Develop and maintain a working relationship with national franchised brands.
  • Knowledge of all Kessler Collection hotels to effectively cross-sell. 
  • Complete required reporting and documentation.
  • Use logic, integrity, and sound judgment when making business decisions by considering the big picture, operational needs, and impact on other departments. 
  • Participate in weekly staff and group resume meetings with operations and Event Order meetings when deemed necessary
  • Conduct monthly meetings with team members to provide support, leadership, and direction.
  • Perform other duties assigned to meet business needs.
  • Conduct daily business review meetings with the sales team to review current prospects, site tours, and the previous day’s business activity.
  • Power Hour – Weekly Power Hour scheduled and added to the Kessler Sales calendar


JOB REQUIREMENTS

  • Experience / Education / Certifications:
  • Bachelors degree - preferred
  • Hospitality or related industry experience - required
  • Previous sales experience – required
  • Valid Driver’s License – required
  • Knowledgeable of Top-Accounts for the Hotel - preferred


This company is an equal opportunity employer.

frnch1

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Franchised Director of Sales & Catering

Savannah, GA, United States

Full-time, Indefinite

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