Senior Director - Sales and Distribution

JOB SUMMARY

The Senior Director (ADSD) of Sales & Distribution provides strategic leadership support to sales teams across all brands in the defined geographic area they support. The position is responsible for achieving property revenue goals, team booking pace goals, guest and associate satisfaction and the financial performance of the department in each participating property. Evaluates and supports the hotel’s participation in the various sales channels as appropriate (e.g., GSO, Canada Account Sales, Multi-Hotel Sales, Citywide Sales, Revenue Management, Marketing, Digital, electronic channels, etc.) and develops strong working relationships to maximize hotel’s benefits.  The ADSD will develop and implement multi-hotel strategies for all participating properties. Strategies focus on delivering products and services to meet or exceed the needs and expectations of guests and associates and provide a profitable return on investment. In partnership with the VP, Sales and Distribution, the ADSD will share the direct accountability of the hotels and assist all hotels in attaining their total sales/revenue objectives, driving positive market share, and strategically focusing on major change efforts within the region.

CANDIDATE PROFILE 

Education and Experience Required

• 4-year degree from an accredited university in Business Administration, Finance, Accounting, Hotel and Restaurant Management, or related 
• 6 years of relevant professional experience in sales management or related function, demonstrating progressive career growth and pattern of exceptional performance.

CORE WORK ACTIVITIES 

• Provide sales oversight for hotels while providing insight and context to sales leaders to help them meet their goals.  Be a sounding-board for sales ideas and issues. 
• Assist in the development of key company-wide initiatives by providing timely and detailed feedback, as well as commitment and support.  Enlist the help of regional sales leaders as appropriate.
• Ensure the successful execution of key sales strategies (e.g., integration of new brands) and oversee the implementation, execution and stabilization of these initiatives for the region. 
• Execute on demand generation activities that will build the pipeline and ensure the achievement of revenue, profits, and market share targets across distribution channels in support of the Region’s balanced scorecard goals.
• Assist in the support and pull through of enterprise-wide marketing/promotional initiatives. 
• Build effective relationships with all internal and external (e.g., owners / franchisees, General Managers) stakeholders.  Ensure decision-making that balances the needs of the various stakeholder groups and promotes the long-term viability of the business.
• Provide support to leadership for Multi-Hotel Sales and Citywide Sales, ensuring that they are world class and delivering against their revenue goals.
• Appropriately monitor all hotels in the region with a special emphasis on high priority hotels. Play a role in the review of on-going sales decisions and initiatives ensuring the right approaches and resources are in place and monitor hotels that are not performing to expectations. 
• Provide insights and solutions to revenue leaders to ensure proper execution of individual hotel segments and revenue strategies. 
• Ensure brand standards are implemented and complied with in all sales efforts.
• Determine and communicate property/cluster best practices and learnings.
• Understand and communicate the value of Marriott International and Marriott Brands as they relate to owners, franchise partnerships, and sales opportunities.
• Provide pre-opening and conversion support to ensure effective sales strategies are in place prior to hotel opening.
• Partner on cross functional initiatives in collaboration with Revenue Management, Marketing and Digital leadership on the pull through of key discipline strategies.
• Communicate business trends to all area properties as well as key events in the city that will impact demand.
• Ensure that sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Make recommendations to take full advantage of revenue opportunities within cluster and at individual properties.
• Actively engage in owner support.