Assistant Director of Sales

About the Job
Functions as the business leader of the property’s sales department for properties with bookings exceeding parameters of the Group Sales teams within the Sales Office. Provides day to day leadership to a team of on-property sales associates and pulls through a number of above-property sales channels (e.g., Area Sales, Group Sales within the Sales Office, Catering Sales, Global Sales Office, etc.) in order to achieve hotel sales objectives, booking goals and property revenues. Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property. Interfaces with the Regional Marketing & DFM team to review collateral and execute the property’s marketing plan as well as pull through regional and national promotions. 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.
About You
MINIMUM QUALIFICATIONS: In order to be considered for this position, applicants must possess the following minimum qualifications. Applicants without the below listed qualifications need not apply as they will not be considered in the competitive pool.

EDUCATION: Bachelor’s degree in marketing management, Hotel Management, Business Management or Business Administration is required.

EXPERIENCE: Minimum of six years experience as a sales manager in five-star hotels or equivalent is required.

LANGUAGE PROFICIENCY: Excellent Working Knowledge of English language is required. Other language ability are advantageous

CORE WORK ACTIVITIES

Managing Sales Activities

Executes the sales strategy and verifies that individual booking goals are met for both on-property staff and off-property sales channels.
Partners with Area Sales and Group Sales within the Sales Office to establish successful account deployment and execution.
Serves as the sales contact for the General Manager, property leadership team, Global Sales Office (GSO), Group Sales, Area Sales and Catering Sales leaders.
Serves as the sales contact for customers; serves as the customer advocate.
Serves as the property sales liaison with Area Sales, Group Sales within the Sales Office, Catering Sales, Revenue Management, Event Management, Regional Marketing Communications, GSO and other hotel departments as appropriate.
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 the Smith Travel Research STAR 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.
Participates in business planning with the Regional Marketing & DFM team.
Suggests innovative marketing ideas and proactively develops deployment strategies to continue to grow market share.
Determines and develops marketing communication activities.
Participates in sales calls with members of the on-property and/or off-property sales team to acquire new business and/or close on business.
Identifies public relations opportunities and works with the Regional Marketing & DFM Team to coordinate activities that 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).
Participates in and practices daily service basics of the brand
Verifies that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
Interfaces with the Regional Marketing & DFM team to review collateral and execute the property’s marketing plan as well as pull through regional and national promotions.
Performs other duties, as assigned, to meet business needs.
Building Successful Relationships

Develops strong partnerships with local organizations to further increase brand/product awareness.
Develops and manages internal key stakeholder relationships.
Develops strong community and public relations by obtaining property participation in local, regional and national tradeshows and client events.
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
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.
Gains understanding of the hotel’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.
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.
Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property.
Leadership

Functions as the business leader of the property’s sales department for properties with bookings exceeding parameters of the Group Sales teams within the Sales Office.
Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property’s financial performance.
Develops sales goals and strategies and creates alignment with the brand business strategy.
Verifies that Sales team understands and is leveraging Marriott International (MI) demand engines to full potential.
Works with Human Resources, Engineering and Loss Prevention to maintain compliance with local, state and federal regulations and/or union requirements.
Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.
Verifies that effective structures, processes, jobs and performance management systems are in place.
Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, appropriately address 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.
Keeps 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 talent; works with HR to anticipate future talent needs based on business growth plans.
Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates.
Transfers functional knowledge and develops group sales skills of other discipline managers.
Provides day to day leadership to a small team of on-property sales associates and pulls through a number of above-property sales channels (e.g., Area Sales, Group Sales within the Sales Office, Catering Sales, Global Sales Office (GSO)) in order to achieve hotel sales objectives, booking goals and property revenues.
MANAGEMENT COMPETENCIES

Leadership
Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment.
Communication – Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
Problem Solving and Decision Making – Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
Professional Demeanor – Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
Building and Contributing to Teams – Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
Driving for Results – Focuses and guides others in accomplishing work objectives.
Planning and Organizing – Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.
Building Relationships
Coworker Relationships – Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
Customer Relationships – Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
Global Mindset – Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
Organizational Capability – Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.
Talent Management – Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
Applied Learning – Seeks and makes the most of learning opportunities to improve performance of self and/or others.
Business Acumen – Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
Technical Acumen – Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
Devising Sales Strategies and Solutions – Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
Sales Disposition – Energetic, proactive, takes calculated risks, and perseveres to attain goals.
Sales Opportunity Analysis – Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies.
Revenue Management – Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.

Basic Competencies – Fundamental competencies required for accomplishing basic work activities.
Basic Computer Skills – Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
Mathematical Reasoning – Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
Oral Comprehension – Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
Reading Comprehension – Demonstrates understanding of written sentences and paragraphs in work-related documents.
Writing – Communicates effectively in writing as appropriate for the needs of the audience.
Requirement Skill

Negotiation

Customer Relationship Management (CRM)

Sales reporting

Budgeting
Desired Skill

Analytical skills

Goal setting

Persuasion

Financial planning
How To Apply
Interested applicants who fulfill the minimum requirements specified above are invited to submit their application, curriculum vitae and copies of relevant supportive documents in person at Sheraton Addis Employee gate security post OR send it through e-mail address given below before or on April 10, 2025. e-mailaddress: Mesfin.Mekonnen1@luxurycollection.com
Perks + Benefits
Medical Allowance
Meal
Training Opportunities