Job Information
Marriott Director of Sales & Distribution The Lake Como EDITION in Cadenabbia, Italy
Job Number 24028136
Job Category Sales & Marketing
Location The Lake Como EDITION, One Marriott Drive, Cadenabbia, Italy, Italy
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
The Director of Sales & Distribution leads all sales and distribution efforts on behalf of the hotel. They provide day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues.
Develops and manages all stakeholder relationships, both internal and external and ensures the property sales & revenue strategies are aligned with Area and Continent strategy. The position provides leadership and creates and executes commercial strategies to achieve all hotel sales, revenue and market share goals.
The role is responsible for executing Marriott’s global distribution strategy and ensuring that hotel sales and marketing activities are following Marriott’s channel standards and policies to grow profitable revenue through all channels inclusive of direct and intermediated channels.
The position drives customer satisfaction and service focusing on sales effectiveness and creative customer driven solutions. In addition, the position is responsible of using all available resources and data analysis to explore new business opportunities, such as new industry segments, competitive analysis to help the hotel win market share and achieve its targeted total sales.
EXPECTED CONTRIBUTIONS
Provides sales leadership for all sales departments and associates across all segments and revenue streams.
Assists in the development of the Hotel Business Plan and execution of a specific and measurable plan by segment.
Analyzes hotel market share reports and month end reports to make recommendations to maximize results
Responsible for reactive and proactive account and segment sales, local and social catering sales, and Reservation sales.
Responsible for achieving target conversion for reactive and reservation sales.
Responsible for overall proactive sales deployment both locally and internationally (key source markets) inclusive of prospecting targets.
Responsible for the performance and optimization of all channels inclusive of 3 rd party channels such as OTAs and Group intermediary platforms.
Accountable of the performance of the Marriott Stars and Luminous programs (where applicable)
Partners with Revenue Management to assist in the development of the hotel sales and distribution strategy and ensures that these strategies are communicated, implemented, and continuously updated based on business outlook.
Partners with Marketing and Digital to pull through and activate continent / global promotions and be the voice of the hotel with regards to opportunities and demand generation needs.
Accountable of the hotel website content in terms of key unique selling points and accuracy of copy and imagery
Support the development of the hotel positioning within the market and be the voice of the consumer to help shape up the long-term positioning strategy of the hotel.
Manages all sales administrative functions
Goal setting and tracking,
Updated account plans,
Hotel depth of sale chart
Special corporate agreements,
Group and catering space release policy
Month end reporting
Sales travel and trade show budgets
Responsible for sales talent acquisition and retention as well as sales career development,
Administration of sales bonus programs,
Hotel sales incentive programs
Recognition program ie Brilliant and top performer / golden circle.
local or Area Sales Incentives programs
MI Sales training programs
Achieve green score property sales audit
Responsible for MI leads and cross selling program
Knowledgeable of Marriott’s privacy and compliance policies and accountable for upholding such policies.
Develops a trusting and respectful business partnership with the property’s ownership by meeting or exceeding expectations.
Candidate Profile – Key Talents and Experience Desired
Experience
- Varies by size and complexity of properties
Skills and Knowledge
Strong Leadership skills
Demonstrates the ability to develop and implement successful sales strategies
Able to assess and analyze financial reports
Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure
Excellent verbal, writing, listening and presentation skills
Strong customer development and relationship management skills
Possess and understanding of revenue management functions and account profitability
Ability to set accurate revenue/booking goals
Knowledge of marketing strategies
Ability to develop and implement successful sales strategies for multiple properties
Knowledge of contractual agreements and legal implications
Strategic planning skills
Extensive knowledge of group, catering, contract and transient business
Extensive knowledge of Luxury segments and customers (if applicable)
Ability to interpret market data and apply to sales strategy
Knowledge of operations and associated challenges for all brands
Effective decision-making skills
Effective coaching and development skills
Ability to evaluate business trends and modify business strategies accordingly
Ability to execute against the strategy and drive results
Strong problem-solving skills
Good negotiation skills
Effective conflict and change management skills
Good comprehension of Sales & Marketing systems, tools, principles and processes.
Demonstrable knowledge of markets preferred but not essential
Education or Certification
- High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management or University degree preferred
MANAGEMENT COMPETENCIES
Leadership
Managing Execution
Building relationships
Generating Talent and Organizational Capability
Learning and Applying Professional Expertise
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.
EDITION Hotels combine the visionary genius of boutique hotelier Ian Schrager, the service delivery of a world-class luxury hotel, and the global reach of Marriott International to create an entirely new experience in the world of hospitality. EDITION delivers the best of both worlds in a delicate balancing act – polish with personality, perfectionism with individualism, and comfort with charisma and charm. The brand targets sophisticated, knowledgeable consumers who understand quality, originality, design, and service excellence, but who want it without limitations – breaking the bounds of convention and demanding an attitude and a feeling wrapped in a package that showcases the exceptional.
But to create this magical experience, we need you. We are looking for outgoing, authentically amazing people who are looking for a place to work that inspires them, challenges them and makes them proud to come to work. A place where service comes from the heart, not from a handbook. A place that delivers a never-ending theatrical performance that continuously delights and enchants each and every one of our guests.
We invite you to join us today. In joining EDITION, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.