Area Director of Sales & Distribution

The Area Director of Sales & Distribution

The incumbent is also responsible for executing Marriott's global distribution strategy in the local markets and aligning hotel-level sales and marketing activities, goals, and incentives to:

a) Grow profitable RNs through Direct Channels.

b) Improve profitability of intermediated channels and cost of sales.

This position will evaluate the participation in, and the maximization of, all hotel benefits from all sales and distribution channels in alignment with the enterprise-wide strategy and local business imperatives.

The Area Director of Sales & Distribution will proactively assist in positioning the market and the individual properties to ensure proper analysis, strategy, and execution is being applied. The position drives customer satisfaction and service focusing on operational execution, creative customer solutions, and loyalty programming to create discernible competitive advantages.

BUSINESS CONTEXT

50%-60% of time is spent traveling.

CANDIDATE PROFILE

Education and Experience

• High school diploma or equivalent
• University degree preferred
• 8 - 10 years progressive work experience in the hotel industry with a focus on Sales & Marketing

Skills and Competencies

• Excellent sales, digital, and distribution skills, processes, and strategies
• Demonstrated ability to develop and implement successful sales, digital, and distribution strategies
• Understanding of brand strategies and cultures
• Proven leadership ability
• Experience in understanding contracts
• Excellent verbal, writing, listening, and presentation skills
• Demonstrated customer development and relationship management skills
• Experience with International SOPs
• Ability to influence results in a matrix environment
• Knowledge and management of operations and capital budgets
• Understanding of revenue management functions and account profitability
• Knowledge of Revenue Management strategic initiatives to maximize revenue
• Strong sales expertise encompassing strategic pricing, yield, and account management skills

CORE WORK ACTIVITIES

• Provides sales leadership for all levels of hotel, group, and catering sales staff and operations departments as necessary.
• Analyzes hotel market share reports and month-end reports to make recommendations to maximize results and position each individual property.
• Manages significant marketing budgets, transient and group room budgets, catering budgets, and administrative budgets.
• Assists in the development of the hotel's yearly business plans.
• Manages reactive (outside of EBC parameters) and proactive account and segment sales, local and social catering sales, Business Travel sales, Extended Stay sales, and Reservation Sales and Destination Sales, if applicable.
• Works with Revenue Management to assist in the development of the hotel sales distribution strategy and ensures strategies are communicated and updated based on business outlook.
• Selects, develops (including career planning), and manages on-property and multi-property group and catering sales associates.
• Trains, coaches, and mentors associates to ensure ongoing sales skills development and performance improvement.
• Maintains accurate knowledge of competition strategies, pricing, strengths, and weaknesses in all market segments in the area.
• Responsible for the annual pricing process (RFP and RFI) and group contracts for all hotels.
• Serves as authority on sales processes and contracts.
• Provides final approval on business evaluation recommendations.
• Develops and manages key stakeholder relationships, both owner and internal.
• Represents properties at tradeshows, local hotel associations, and community organizations to help build and maintain relationships with key strategic partners.
• Recruits, interviews, and develops diverse, high-caliber talent.
• Assists in developing and executing the Sales Distribution strategy to meet assigned Property/Regional sales goals.
• Ensures the separation of Sales and service is clear between Sales and Event Management.
• Evaluates participation and performance in Market Sales, Property, and EBC, and supports the execution of strategies to exceed budgeted targets.
• Acts as sales consultant for participating properties, including General Manager and property leaders.
• Reviews sales staffing levels to verify appropriate staffing and deployment.
• Ensures strategies are communicated, implemented, and updated as market conditions fluctuate.
• Develops sales goals and strategies and ensures alignment with the brand business strategy.
• Develops and supervises all sales activities, including account management, account acquisition, and overall strategy execution.
• Assists Hotels to fully utilize distribution Channels and loyalty programs.
• Leads the Sales efforts for Hotel Openings and conversions.
• Analyzes monthly sales performance data and ensures recognition for achievers and action plans for addressing shortfalls.
• Manages the communication of all sales-related initiatives to the Field.

MANAGEMENT COMPETENCIES

Leadership

• Communication

  : Conveys information and ideas in a convincing and engaging manner.

• Leading Through Vision and Values

  : Keeps the organization's vision and values at the forefront.

• Managing Change

  : Initiates and manages change, energizing others and removing barriers.

• Problem Solving and Decision Making

  : Identifies issues, evaluates alternatives, and selects appropriate solutions.

• Professional Demeanor

  : Exhibits confidence and respect, representing the company's values.

• Strategy Development

  : Develops business plans by evaluating opportunities and ensuring execution through effective planning.

Managing Execution

• Building a Successful Team

  : Uses an effective interpersonal style to build and sustain a cohesive team.

• Strategy Execution

  : Ensures successful execution of business plans.

• Driving for Results

  : Sets high standards, monitors goals, and takes proactive action to achieve them.

Building Relationships

• Customer Relationships

  : Develops and sustains relationships based on understanding customer needs.

• Global Mindset

  : Supports diverse employees and partners, utilizing differences to drive innovation.

• Strategic Partnerships

  : Develops collaborative relationships with employees, business partners, and external stakeholders.

Generating Talent and Organizational Capability

• Organizational Capability

  : Adapts structures and work processes to best fit organizational goals.

• Talent Management

  : Provides guidance and feedback to help individuals strengthen their skills.

Learning and Applying Professional Expertise

• Technical Acumen

  : Utilizes professional skills to manage everyday business operations.

• Sales Application Development

  : Translates business needs into sales application designs.

• Devising Sales Strategies and Solutions

  : Develops innovative approaches to sales challenges.

Basic Competencies

• Basic Computer Skills

  : Uses basic hardware and software effectively.

• Mathematical Reasoning

  : Adds, subtracts, multiplies, or divides quickly and correctly.

• Oral Comprehension

  : Understands information presented through spoken words.

• Reading Comprehension

  : Understands written documents related to work.

• Writing

  : Communicates effectively in writing.

Business Results

• Sales and Marketing Management

  : Focuses on building top-line revenue through strategic sales.

• Revenue Management

  : Works with Revenue Management to ensure proper pricing and strategy implementation.

• Guest Satisfaction

  : Addresses guest satisfaction issues to improve results and loyalty.

• Human Resources

  : Develops and retains a diverse workforce.

• Financial Management

  : Manages the sales and marketing operating budget to achieve or exceed revenue goals.

• Owner Relations

  : Develops strong relationships with property ownership.

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.

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Education:

• UG:

  Any Graduate

• PG:

  Any Postgraduate