Director of Group Sales

General Summary of Duties

The Director of Group Sales will oversee the JW Marriott Nashville’s Sales division’s day-to-day operations, policies, objectives, and initiatives.  This includes but is not limited to securing new accounts, maintaining existing accounts, supervising sales activities and executing sales strategies to maximize the profitability of the hotel while maintaining customer satisfaction.

Position Overview

• This department head role will oversee day-to-day operations of the hotel sales department including but not limited to direct sales efforts, follow-up and proper sales administration 
• Coordinate all sales solicitations and opportunities to maximize overall revenue
• Develop, recommend, implement and manage the division's annual budget and sales plans for the hotel to maximize ADR, occupancy and food & beverage opportunities thus ensuring the hotel meets/exceeds owner revenue/profit goals and expectations
• Understand the content reflected in contracts and how to negotiate terms therein
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies to pivot as necessary
• Monitor production of all top accounts and evaluate market trends 
• Comply with attainment of individual goals as well as team goals and budgeted metrics
• This position is responsible for training, developing, empowering, coaching and counseling to ensure optimal performance and goal achievement
• Maintains strong visibility in local community and industry organizations
• Maintains professional working relationship and promote open lines of communication relationships to achieve initiatives with respective marketing partner(s) and other internal departments 

• Actively participate in sales presentations, property tours, and customer meetings
• Conduct/attend daily business review meetings, weekly strategic sales meetings, and other meetings as required
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience. 
• Assists in implementing sales strategies and activities to generate and maximize overall revenues which will have a positive impact in all operating departments of the hotel, thereby resulting in a profitable return on the ownership’s investment. 

Essential Job Functions 

• Understands the overall market (e.g., competition, economic trends, seasonality, supply, and demand, etc.) and implements appropriate strategies to maximize top line revenue   
• Effectively manages patterns, rates, dates, and space commitments for group room sales within the hotel. 
• History of exceeding revenue production goals as demonstrated through proven track record of market development and strong closing ratios. 
• Ability to develop strategic sales plans with measurable results. 
• Active solicitation of accounts to generate direct sales, with emphasis on strategic penetration of key accounts in assigned territory and be able to travel outbound to such territories. 
• Promotes high visibility of hotel through active involvement in industry associations and trade shows. 
• Gains understanding of the property’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. 
• Successfully prepares and executes site inspections with emphasis on creativity and originality. Understands competitor’s strengths and weaknesses in order to differentiate the Marriott from the competition during the site visit. 
• Provides accurate, complete and effective turnover information to Event Management. 
• Attends pre/post-convention meetings to understand group needs, obtain feedback on quality of product, service levels and overall satisfaction. 
• Proactively involved and visible with groups when they are onsite and is an active partner of the Event Management Team to ensure a seamless experience starting at sales phase through group’s departure. 
• Executes and supports Marriott’s Customer Service Standards and property’s Brand Standards. 
• Works collaboratively with off-property sales channels (Global Sales, Area Sales, Enterprise Sales Team) to verify that the property needs are being achieved and the sales efforts are complementary, not duplicative. 
• Demonstrates business acumen of all industry trends to effectively impact market and uncover potential new customers. 
• Maintains and fosters impeccable relationships with local industry partners by demonstrating local market and community leadership.

Qualifications, Job knowledge, Experience, Skills, Abilities: 

• 4 Year College degree preferred in Hospitality or Business field. 
• 5-10 years sales experience in full-service properties. 
• 5-7 years leadership experience with direct oversight of high functioning sales teams.
• Strong proficiency of Microsoft Suite programs. 
• Marriott systems experience is preferred but not required. 
• Deep knowledge of travel industry, current market trends and economic factors. 
• Ability to effectively deal with internal and external customers and staff, some of whom will require high levels of patience, collect accurate information and resolve conflicts. 
• Maintain professionalism at all times, demonstrating courtesy and respect to guests and co-workers. 
• Ability to travel both locally and out of town for purposes of sales calls, meetings and training. 
• Must be available for evenings and weekends for business reasons including attending business/social functions, and entertaining clients 

Position Requirements:

• Ability to speak, read, write and understand English
• Professional demeanor appropriate for a luxury environment
• Bachelor’s Degree in Hotel Management, Business, or related field 

Typical Physical / Mental Demands:

• Must be able to stand, walk, sit for prolonged periods of time
• Must be able to bend, stoop, crouch
• Must use hands to reach, grasp, handle, pull and push
• Must have good near and far vision
• Must be able to hear, talk, smell
• By signing below, you are verifying that you have read all of the above and will abide by all points of the Job Description to the best of your ability.