Job Title Director of Sales & Marketing
Category Sales and Related Workers, All Other
Director of Sales & Marketing - LONDON Posting Date May 25, 2021Job Number 21048974Job Category Sales & MarketingLocation Aloft London Excel, One Eastern Gateway, London, London, United Kingdom Brand Aloft HotelsSchedule Full-TimeRelocation? NPosition Type ManagementLocated Remotely? NAt Aloft Hotels we're wired for next generation travelers who love open spaces, open thinking, and open expression. Aloft provides a space where style is necessary, social scenes are vibrant, and where the only direction is forward. Our guests are tech savvy and confidently social, with an eclectic style they're not afraid to show. We understand what our guests need, so we provide an affordable option for the tech-savvy design guru. We're looking for innovative self-expressers who aren't afraid to draw outside the lines. If you are someone who appreciates tech-forward features and vibrant social scenes, then we invite you to explore a career with Aloft Hotels. JOB SUMMARY Functions as the Strategic Business Leader of the property's sales department and is responsible for property reactive sales, proactive account sales and segment sales, local and social catering sales, business travel sales, reservations sales and group sales. The position shares responsibility for achieving revenue goals, guest and associate satisfaction and the financial performance of the Hotel. The Director of Sales & Marketing implements the brands sales and marketing 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 and marketing channels (e.g. . National Sales, Digital Field Marketing, Electronic lead channels, 3rd party representation etc.) and develops strong working relationships to proactively position and market the property to maximise Hotel revenue. Develops and manages the sales and marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through. 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. CANDIDATE PROFILE Education and Experience High school diploma or equivalent required; Bachelor's Degree in Hospitality Management preferred Minimum 3 years Lodging sales experience in a senior capacity and strong Groups background Skills and Knowledge Ability to develop and implement successful sales strategies for applicable business segments and individual accounts Ability to set accurate account and revenue goals across (transient, group & catering) and drive results Strong customer development and relationship management skills Owner relationship skills Knowledge of contractual agreements and legal implications Strategic planning skills Ability to interpret market data and apply to sales strategy Understands revenue management functions and account profitability Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning Strong communication skills (verbal, listening, writing) Outstanding presentation and platform skills and ability to influence others Effective decision making skills Effective coaching, mentoring and development skills Strong problem-solving skills Excellent negotiation skills Effective conflict management skills Effective change management skills Ability to use standard software applications CORE WORK ACTIVITIES Sales & Marketing Develops Sales & Marketing goals and strategies and ensures alignment with the hotel's and company's overall business objectives. Manages the development of a strategic account plan for the demand generators in the market. Manages the property's reactive and proactive sales efforts and ensures that the sales team understands and is leveraging all Marriott Sales and Marketing channels. Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications. Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations. Reviews STR report, competitive shopping reports and uses other resources to maintain an awareness of the hotel's market position. Researches competitor's sales team strategies to identify ways to grow occupancy and RevPAR and increase market share. Attends sales strategy meetings to provide input on weekly and overall sales strategy. Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share. Evaluates and supports participation and account deployment with National Sales, Global Sales Offices and the ExCeL sales team Serves as the sales and marketing contact for the General Manager and property leadership team. Understands and accurately represents individual property sales needs. Serves as the sales contact for customers; serves as the customer advocate. Serves as hotel authority on sales and marketing processes and sales contracts. Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate. Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business. Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy. Supports the General Manager by coordinating crisis communications. Executes and supports Marriott's Customer Service Standards and hotel's Brand Standards. Executes and supports the operational aspects of business booked (e.g. generating proposal, writing contract, customer correspondence). Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders. Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. Manages the sales and marketing budget to enable development of property specific and brand led campaigns, promotions and collateral to drive revenue and meet property objectives. Building Successful Relationships Develops strong partnerships with local organizations to further increase brand/product awareness. Develops strong community and public relations by maintaining property participation in local, regional and international tradeshows and customer events. Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott. As a member of the hotel Leadership Team, attends owner meetings and provides meaning or context to the sales results; demonstrates an understanding of owner priorities. Human Resources Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. Sets goals and expectations for direct reports using the Leadership Performance Acceleration (LPA), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results. Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover. Maintains an active list of the competition's best sales people and executes a recruitment and acquisition plan with HR. Champions 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; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans. 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.