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Director of Sales & Marketing

W Hotels

Posted on July 8, 2020

1 - 2 years Dubai - United Arab Emirates

Any Graduation. Any Nationality

Opening 01

Job Description

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Job Summary
Functions as the leader of the
property s sales department for properties with bookings over 300 peak rooms
and significant local 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
booking goals and 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 (e.g., Area Sales, Group Sales
within the Sales Office, electronic lead channels, etc.) 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.
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
•Previous or Current DOSM experience
preferably of a luxury lifestyle hotel
•Previous Resort Leisure Experience
•UAE Market Experience preferable
•Extensive Wholesale Leisure
experience
CORE WORK ACTIVITIES
Managing Sales Activities
Manages the development of a
strategic account plan for the demand generators in the market.
Manages the property's reactive
and proactive sales efforts.
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 the Strategic Alignment
Review (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.
Suggests innovative marketing
ideas and develops deployment strategies to continue to grow market share.
Evaluates and supports
participation and account deployment with Area Sales and Group Sales within the
Sales Office.
Serves as the sales contact for
the General Manager, property leadership team, Group Sales and Area Sales
leaders.
Serves as the sales contact for
customers; serves as the customer advocate.
Serves as hotel authority on sales
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).
Participates in and practices
daily service basics of the brand (e.g., , Marriott Hotels and Resorts (MHR)
Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy
Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day,
Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
Implements a seamless turnover
from sales to operations and back to sales while consistently delivering high
level of service.
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.
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.
Interfaces with regional marketing
communications for regional and national promotions pull through.
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 maintaining 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.
Leadership


Hotels / Hospitality

Corporate Planning / Consulting / Strategy / M&A

Desired Candidate Profile

Functions as the leader of the
property s sales department for properties with bookings over 300 peak rooms
and significant local catering revenue.
Develops sales goals and
strategies and verifies alignment with the brand business strategy.
Executes the sales strategy in
order to meet individual booking goals for both self and staff.
Coaches leaders of revenue
generating departments in developing effective revenue strategies and setting
aggressive goals that will drive the property's financial performance.
Verifies Sales team understands
and is leveraging Marriott International (MI) demand engines to full potential.
Works with Human Resources,
Engineering and Loss Prevention to monitor 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.
Creates 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, 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.
Supports tools and training
resources to educate sales associates on winning catering solutions.
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.
Identifies, trains and mentors
group sales associates; utilizes all available on the job training tools for
associates.

Keywords

Director of Sales & Marketing

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W Hotels

Transfers functional knowledge and
develops group sales skills of other discipline managers.
Provides day to day leadership to
sales associates to achieve property sales objectives with overall
responsibility for achieving booking goals and property revenues.
Evaluates the property s
participation in the various sales channels (e.g., Area Sales, Group Sales
within the Sales Office, electronic lead channels, etc.) 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.
Marriott
International is an equal opportunity employer committed to hiring a diverse
workforce and sustaining an inclusive culture. Marriott International does not
discriminate on the basis of disability, veteran status or any other basis
protected under federal, state or local laws.
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