Regional Director of Sales, Marketing and Revenue

The Regional Director of Sales, Marketing & Revenue will report directly to the RIMAP Regional Vice President, Sales, Marketing and Revenue with a dotted-line (functional) reporting relationship to the Regional General Manager and will be an integral member of the property executive committee. Functions as the leader of the property’s revenue department for transient, group and catering revenue. Manages the property's reactive and proactive sales efforts. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving property revenues. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels and develops strong working relationships to proactively position and market the property. Manages the marketing budget to enable development of property specific campaigns, promotions, and collateral to drive revenue and meet property objectives. Develops and implements property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and Marriott International.  

Education and Experience

• 2-year degree from an accredited university or college in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years’ experience in the sales and marketing, revenue management or related professional area.

OR

• 4-year bachelor’s degree in business administration, Marketing, Hotel and Restaurant Management, or related major; 2 years’ experience in the sales and marketing, revenue management or related professional area.

• Director of Sale and Marketing and/or Revenue Manager experience in limited or full-service property with major hotel brand (Marriott / Hilton / Accor / IHG / Hyatt)

• Ability and willingness to work flexible hours including weekends, holidays, and late nights

• Ability to communicate and write in both English and French

• Experience in pre-opening and hotel opening (an asset)

• Demonstrated skills in supervising a team, excellent analytical and decision making skills

• Good working knowledge of Delphi, EPIC, MRDW, MARSHA, FOSSE, One Yield, Employeur D and Microsoft Office Suite (an asset)

REVENUE AND INVENTORY MANAGEMENT

• Implement pricing strategies for all guestroom business segments.

• Maintain and evaluate statistical information for tracking and decision-making purposes.

• Prepare all hotel forecasts and revenue reports.

• Conduct ongoing competitor price and product analyses to establish correct market rate positioning.

• Arrange and review all Brand Yield Management reports for the weekly forecast meetings outlining booking revenue pace, rate strategies, channel contribution, and inventory strategies.

• Provide a monthly competitive set analysis to Management complete with speculation on future performance in rate, occupancy, RevPAR and market share performance.

• Develop the strategic business plan by providing and analyzing current and projected hotel guestroom sales revenue data.

• Formulate the financial goals of the hotel by creating the annual revenue budget and sales and marketing plan.

• Monitor and evaluate the brand reservation system to ensure total compliance with the needed requirements.

MANAGING SALES ACTIVITIES

•  Supervise and coordinate the day-to-day sales group to ensure they are focused on meeting revenue goals and objectives by:

• Creating and implementing tactical action plan(s).

• Reviewing sales contracts, establishing rate guidelines, and distributing leads to appropriate Sales Managers.

• Setting annual revenue goals for each Sales Managers and booking channel.

• Monitoring progress towards the attainment of the annual booking PACE and volume negotiated room night objectives.

• Developing and proactively managing relationships with the Marriott Global Sales office and local Tourism Bureau.

• Identify and maximize opportunities to broaden the hotel’s market share by coordinating promotions such as sales blitzes, trade show presentations and participation in industry events.

• Receive and interpret market share data to identify trends that affect sales and maintain a tracking system to produce sales statistics and to identify opportunities for increasing revenue and market share.

• Suggest innovative marketing ideas and develop deployment strategies to continue to grow market share.

• Participate in sales calls with members of the Sales team to acquire new business and/or close on business.

• Support the General Manager by coordinating crisis communications.

• Implement a seamless turnover from sales to operations while consistently delivering a high-level of service.

• Monitor the effective resolution of guest issues that arise from the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.

• Perform other duties, as assigned, to adapt to business needs.

BUILDING SUCCESSFUL RELATIONS

• Develop strong partnerships with local organizations to further increase brand/product awareness.

• Cultivate and manage internal key stakeholder relationships.

• Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.

• Serve the customer by understanding their needs and recommending the appropriate features and services that best meet their requirements and exceed their expectations, while building a relationship and loyalty to Marriott.

LEADERSHIP

• Plan, supervise, improve, and evaluate the sales activities at the hotel to meet or exceed business plan goals using sales development, sales and events promotion and sales force administration and development.

• Coach leaders of revenue generating departments in developing effective revenue strategies and setting attainable goals that will drive the property's financial performance.

• Ensure sales team understands and is leveraging Marriott International demand engines to full potential.

• Partner with Human Resources to attract, develop and retain the right people to support the strategic priorities of the market.

• Create effective structures, processes, and ensure performance management systems are in place.

• Set goals and expectations for direct reports, aligns performance and rewards, addresses performance issues, and holds staff accountable for successful results.

• Forecast talent needs and manages talent acquisition strategy with Human Resources to minimize lost time due to turnover.

• Champion leadership development and workforce planning priorities by assessing, selecting, retaining, and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future.

• Identify, train and mentor sales associates; utilize all available on the job training tools for associates.

• Provide day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving property revenues goals.