Marriott International portfolio of brands includes both JW Marriott and Marriott Hotels.

JW Marriott is part of Marriott International's luxury portfolio and consists of more than 80 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. It’s as simple as that. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy a true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can really pursue your passions in a luxury environment. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™.

Qualifications

JOB SUMMARY

Leads and manages JW Marriott Event Booking Centre and Associates on a daily basis; has overall responsibility for achieving EBC revenue goals, team booking pace goals, guest and associate satisfaction and the financial performance of the unit. Lead the overall sales effort to achieve financial goals for all participating hotels. Maintains a productive relationships with Event planning and Operations plus the Cluster Sales Team team. Ensures brand integrity is protected for all participating hotels. Responsible for effective business processes with all sales related channels.

CANDIDATE PROFILE

Experience

Previous experience with a large scale or multi-site EBC environment

Skills and Knowledge

Excellent selling skills and understanding of group sales processes for all brands; can bring a sale to closure

Possesses excellent telephone sales skills

Strong customer development and relationship management skills

Ability to set accurate revenue goals for team

Ability to interpret market data and apply to sales strategy

Ability to implement successful sales strategies for multiple properties

Knowledge of all Marriott Lodging products, cultures and brand strategies

Knowledge of need time strategy as developed by Revenue Management

Knowledge of contractual agreements and legal implications

Knowledge of food trends, food and beverage composition and menu planning

Effective sales skills to upsell products and services

Ability to manage and balance large group and local catering business

Knowledge of marketing strategies

Knowledge of group business

Knowledge of operations and associated challenges for all brands

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)

Effective decision making skills

Ability to influence others

Effective coaching and development skills

Strong organization skills

Ability to use standard software applications and hotel systems including SFA, NGS,Opera S&C Delphi, PMS, MARSHA, etc.

Strategic planning skills

Ability to evaluate business trends and modify business strategies accordingly

Ability to execute against the strategy; drive results

CORE WORK ACTIVITIES

Sales and Marketing

Provides sales functional expertise and leadership to participating hotels.

Provides critical input to market leaders for development of property and overall market sales strategy.

Participates in weekly sales strategy meetings.

Works collaboratively with property/cluster Revenue Management and Event Management personnel to effectively manage the placement and execution of sales opportunities.

Works with market and/or regional team to develop, implement and maintain Sales office standards.

Provides ongoing feedback and recommendations to improve effectiveness of overall sales office processes.

Works with market leadership to encourage non-participating or new hotels to join the sales office

Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals. Makes recommendations and works with hotel leaders to improve sales results.

Provides targeted and timely communication of results and other achievements and challenges to the Director of Marketing.

Reviews turnover to the Event Planning team for consistency and completion.

Revenue Management

Ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.

Utilizes property diagnostic process (PDP) in order to maximize revenue and profits.

Monitors local, regional and International business outlook and provides updates to Revenue Management.

Guest Satisfaction

Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.

Ensures sales team establishes clear expectations for customers and properties throughout the sales process.

Ensures transfer of accurate, complete and timely information to operating departments at the property.

Ensures effective resolution of guest issues that arise as a result of the sales process. Brings issues to the attention of property leadership team as appropriate.

Leads guest satisfaction review sessions with Sales Team to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues with own team and property leadership teams.

Incorporates guest satisfaction as a component of departmental meetings with a focus on continuous improvement.

Ensures that a customer recognition program is in effect in the sales office.

Human Resources

Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the properties.

Develops, implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.

Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.

Communicates performance expectations in accordance with job descriptions for each position and monitors progress.

Conducts hourly associate performance appraisals according to Standard Operating Procedures.

Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities.

Administers sales bonus and incentive programs.

Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.

Actively solicits feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems and concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.

Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) .

Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.

Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going associate recognition program.

Ensures participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships (e.g., Community Clean-up Day, visits to senior citizens homes, homeless shelters).

Financial Management

Manages operating budget including controllable expenses to achieve or exceed budgeted goals.

Manages appropriate staffing levels based on projected turnover, seasons, changes in market conditions and call volume. Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits.

Processes period end reporting and critique. Communicates financial results to appropriate stakeholders.

Understands the operation’s impact on the overall financial goals of the hotel and educates staff on details as appropriate.

Other

Performs other duties as assigned to meet business needs.

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.