Marriott International

Area Director of Sales - Columbus Market

Marriott International • $90K — $120K *
Columbus, IN 47201In-Person
Hospitality & Recreation
5 - 7 years of experience
1 week ago
Job Overview by Ladders

Qualifications

  • 6+ years of progressive hotel sales experience or relevant education and experience
  • Proven supervisory experience required
  • Valid driver's license in applicable state
  • Proficient in Windows and company-approved software
  • Strong communication skills both verbal and written

Responsibilities

  • Supervise and complete all sales-related activities for assigned properties
  • Develop comprehensive knowledge of hotel operations including F&B and reservations
  • Ensure adherence to sales policies and SOPs and promote them within the team
  • Monitor market trends to identify revenue opportunities and drive strategies
  • Coordinate sales efforts for groups, transient, and catering to maximize profits

Benefits

  • Comprehensive training and development programs
  • Opportunities for career advancement within the company
  • Dynamic work environment among multiple hotel properties
  • Exposure to diverse sales strategies and markets
  • Incentive plans tied to performance metrics
Full Job Description
Job Description

The Area Director of Sales is responsible for directing, coordinating, training, and supervising the Sales Managers, Coordinators/Administrative Assistants in all sales-related activities, including direct sales efforts, follow-up, and proper sales administration. He/she is also responsible for growing existing accounts and generating new business to ensure that Room revenues meet or exceed budget in order to maximize revenue and profits and improve the hotel's performance in the marketplace. This role will be responsible for multiple properties within a geographically centralized area.

Responsibilities will include but not be limited to:
  • Supervise, administer, and ensure timely completion of all activities of the Sales discipline for all properties assigned.
  • Develop a full working knowledge of the operations of the hotels, including Food and Beverage, Guest Services, and Reservations.
  • Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team.
  • Develop and maintain market awareness to ensure the ability to predict revenue opportunities and set proactive strategies.
  • Meet or exceed goals set by the individual property and cumulatively for the assigned portfolio.
  • Operate the Sales Department within the established sales expense budget.
  • Participate in required M.O.D. and Saturday office coverage as scheduled.
  • Coordinate group, transient, and catering bookings to maximize profits.
  • Initiate and follow up on leads.
  • Maintain and participate in an active sales solicitation program.
  • Monitor production of all top accounts, evaluate market trends, and ensure that the Sales Team is held accountable for those accounts within their respective territories.
  • Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
  • Administer training in the Sales and Catering departments, according to Company standards.
  • Assist in the preparation of required reports in a timely manner.
  • Conduct weekly sales meetings according to company standards.
  • Be familiar with all company sales policies and selling techniques with an emphasis on maximizing occupancy, and Average Daily Rate (ADR) revenues.
  • Conduct all Sales Team Performance Appraisals according to company SOP's. (Where applicable)
  • Motivate, coach, counsel, and discipline all Sales and Catering department personnel according to company SOPs.
  • Review meeting planner evaluations as received to ensure that any problems are rectified.
  • Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property, and ensure that all Sales Managers conduct thorough site inspections.
  • Develop strategies to increase share from competitors when the hotel revenue penetration goals are not being met.
  • Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering the industry, blocking space, and building accounts.
  • Monitor the Sales incentive plans and ensure that Sales staff can explain their potential earnings and benefits and assist in ensuring that incentives are processed and paid according to the specified time period for each plan.
  • Ensure that Sales Managers are planning and executing sales trips as outlined in quarterly Key Result Areas (KRA's) and in the Sales budget, including preplanning, setting appointments, and executing sales calls.
  • Coordinate the preparation of complete and accurate end-of-month reports, according to company SOP. Ensure that Sales Managers can explain the importance and components of the report.
  • Coordinate preparation of the annual revenue budget.
  • Coordinate preparation of the annual Marketing Plan.
  • Coordinate and direct preparation of the monthly Room revenue forecast for the current and upcoming months and assist in ensuring accuracy within a 5% margin of error.

Basic Qualifications
  • At least 6 years of progressive hotel sales experience; or a 4-year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel sales experience.
  • Supervisory experience is required.
  • Must have a driver's license in the applicable state.
  • Must be proficient in Windows, Company approved spreadsheets and word processing

Physical requirements:
  • Ability to lift, pull, and push moderate weight (minimum of 20 lbs.)
  • Ability to bend, lift, and be standing or walking during the entire shift.
  • Must be able to convey information and ideas clearly.
  • Must be able to evaluate and select among alternative courses of action quickly and accurately.
  • Must work well in stressful, high-pressure situations.
  • Must be effective at listening to, understanding, and clarifying the concerns and issues raised by co-workers and guests

About Marriott International

Marriott International is a hospitality company with more than 3,900 properties around the world. Marriot International opened its first hotel in 1957 and operates franchises worldwide. The company’s headquarters is based in Maryland and employees nearly 200,000 people worldwide.   The company was founded by J. Willard and Alice Marriott in 1927 by opening a root beer stand in Washington D.C.

Marriott International Careers

Join the vibrant team at Marriott International, the global leader in hospitality, where career opportunities abound and the potential for growth is limitless. As part of our commitment to innovation and leadership in the industry, we are continuously seeking passionate, creative, and driven individuals to join our diverse team. Work You’ll Do At Marriott International, you will be part of a culture that values diversity, leadership, and professional development. Engage in meaningful work that enhances the travel experience of each guest while fostering a positive environment where all team members can thrive. Our team at Marriott International leads the way in delivering exceptional service and innovative hospitality solutions. With a variety of job opportunities ranging from front-line roles to executive positions, you can find the perfect match for your skills and career ambitions. Marriott International’s commitment to growth and innovation means we are always on the lookout for dynamic professionals to join our team. Whether you are seeking your first job, looking for a challenging leadership role, or aiming to specialize in hospitality management, Marriott offers unparalleled employment opportunities. Internship and Training Programs Kickstart your career with Marriott International’s internship programs. These opportunities provide invaluable industry experience and a chance to develop essential skills in a real-world setting. Interns at Marriott are treated as integral members of the team and are involved in projects that make a tangible impact on the company. In addition to internships, we offer comprehensive diversity training and professional development programs that prepare you for future leadership roles within the company. Our training programs are designed to enhance your capabilities and ensure you are equipped to meet the challenges of the evolving hospitality landscape. Benefits and Career Growth Marriott International believes in rewarding our employees for their dedication and hard work. We offer a competitive benefits package that includes health, vision, and dental insurance, employee discounts, and more. Moreover, we are committed to the professional growth of our employees. Career advancement at Marriott is not just a possibility—it is a priority. Join Our Team Explore the wide range of job opportunities at Marriott International. We are hiring across various departments, including management, customer service, culinary arts, and more. Bring your unique skills and perspective to our team, and help us continue to innovate and lead in the hospitality industry. Networking and Professional Development Stay connected and advance your career through Marriott’s extensive networking opportunities. Our professional community is designed to foster connections that can lead to career advancement and personal growth. Engage with leaders, gain industry insights, and build relationships that will support your career aspirations. Apply Now Ready to take the next step in your career? Search open positions that match your skills and interests on the Marriott Careers page. We look for individuals who are curious, team-oriented, and committed to excellence. Prepare your resume, sharpen your interview skills, and join one of the most respected names in the global hospitality industry. Stay Up to Date Keep informed with the latest career tips, company news, and industry insights from Marriott International. Join our community and discover how you can contribute to the world of hospitality and beyond. Explore job opportunities, embrace professional growth, and become part of a company that values innovation and leadership. At Marriott International, your career journey is just beginning.
Learn more about Marriott International
Size
120,000 employees
Market Cap
$46.5 billion
Industry
Hospitality & Recreation
Net Income
-$267 million
Founded
1927
5 Year Trend
-2.1%
Revenue
$10.5 billion
NASDAQ
MAR
* Ladders Estimates

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