Marriott Franchised Director of Sales, Catering and Event Services in Avon, Colorado
Job Number 21026265
Job Category Event Management
Location Beaver Creek Lodge Autograph Collection, 26 Avondale Lane, Avon, Colorado, United States VIEW ON MAP (https://www.google.com/maps?q=Beaver+Creek+Lodge+Autograph+Collection%2C26+Avondale+Lane%2CAvon%2CColorado%2CUS)
Brand Autograph Collection Hotels
Position Type Management
Located Remotely? N
Marriott's Autograph Collection features a select group of upscale and luxury independent partner hotels, each with its own distinct personality, experience, style and features. Located in major cities and desirable destinations around the world, Autograph guests favor hotel stays that reflect their own unique and personal styles. Be a part of our team and deliver an innovative guest experiences that resists predictability.
Additional Information: This hotel is owned and operated by an independent franchisee, Kessler Collection. The franchisee controls all aspects of the hotel’s employment policies and practices, including the selection and hiring process. If you accept a position at this hotel you will be employed by a franchisee and not by Marriott International.
The DOSCE is responsible for overseeing Sales, Catering and Event Services to optimize revenue opportunities for the property and acts as a liaison between the sales/catering and operations department of the hotel to ensure a successful event for the clients and all of the client’s needs are met and communicated accurately and efficiently to all departments of the hotel.
Essential Duties / Tasks / Responsibilities:
Lead the revenue process assuring that the property is taking the “right mix” of business to maximize the high demand periods and lay in the base required for the distressed periods.
Monitor revenue pace of Sales and Catering and strategize to meet and exceed budgeted revenues.
Formulate and approve sales travel for the year – identifying travel needs based on feeder markets.
Work cooperatively between PR and Marketing to establish strategic goals for attaining budgets.
Update sales platforms with relevant collateral, promotional offers, photography, and need dates
Direct, organize and execute departmental activities including, but not limited to, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations.
Direct and develop team member’s performance to include, but not limited to, providing supervision and professional development, scheduling, coaching and counseling, timely evaluations, improving performance and delivering recognition and reward.
Recruit, interview and onboard new team members.
Assist in compiling sales forecasts and budgets, collect and report sales data and manage the department budget.
Develop target lists and action plans for account solicitation; assist in assignment and distribution of leads and inquiries.
Conduct tours of property to meeting planners and other potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate. Complete required site forms to alert the hotel of site tours in advance.
Participate in hotel executive committee meeting, operations meeting, and labor meeting on a weekly basis.
Develop and maintain relationships with competitive set and actively participate in community organizations and professional associations to maintain visibility and market share.
Excellent knowledge of the hotel's surroundings including the history, culture and points of interest.
Qualify incoming leads, send proposals, contracts and addendums when needed to negotiate group business using marketing and sales resources.
Negotiate guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines.
Establish method of payment, collect initial deposit and/or begin the direct bill application process.
Follow up on outstanding proposals and contracts to effectively close business.
Process definite contracts and route information appropriately to the following Grand Performers using the turnover process:
Event Services Manager when applicable
Monthly review with VP of Sales in progress towards achieving quarterly sales goals. – achieved via sales meeting and one – one meetings
Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets.
Analyze historical, current and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget.
Maximize revenue by selling all facets of the hotel to include restaurant and outlets.
Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system.
Track monthly production towards quarterly sales goals set forth by management using required documentation.
Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
Maintain accurate, organized and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.).
Complete business evaluation process to maximize revenues for rooms with the Revenue Manager. .
Participate in monthly revenue meetings and Playbook calls to stay abreast of strategies and to assist in making decisions for the benefit of the hotel.
Conduct weekly meeting to review group and catering pace, systems reports, company/department updates.
Actively participate in all sales/operational meetings
Quarterly travel is required to attend Sales Executive Committee meetings, customer events, conduct outside sales calls and participate in trade shows.
Develop and maintain a working relationship with national franchised brands.
Knowledge of all Kessler Collection hotels to effectively cross-sell.
Complete required reporting and documentation.
Use logic, integrity and sound judgment when making business decisions by considering the big picture, operational needs and impact on other departments.
Participate in weekly staff and group resume meetings with operations and Event Order meetings when deemed necessary
Conduct one on one’s as needed to provide support, leadership and direction.
Perform other duties assigned to meet business needs.
Conduct business review meeting as needed to review current prospects, site tours, and previous day’s business activity.
Power Hour – Weekly Power Hour scheduled and added to the Kessler Sales calendar
Create detailed event orders to meet the specifications of the client, manage room blocks, food and beverage requirements, meeting room setups, billing, and other additional needs of the client.
Communicate and enforce contractual agreements to the client pertaining to meeting space, food and beverage, and special concessions.
Collection of attrition charges owed as needed.
Ensure that all guest checks, payments, master folios and advanced deposits are submitted to accounting; ensures that any other information, which is necessary and/or helpful for successful catering or group business is submitted to appropriate departments
Ensure Rewarding Events points are posted following conclusion of event
Collaborate with culinary operations to assist in development, design, and implementation of custom menus.
Maintain proper documentation of events, changes and special requests with updated Banquet Event Orders, group resumes and rooming lists. Provide accurate and concise information to all departments.
Facilitate EO and group resume meetings as needed.
Function as the on-site contact to client and address challenges or concerns immediately when needed.
Organize and conduct or supervise site visits, pre-planning visits, pre-con and post-con meetings.
Ability to work with vendors to ensure client satisfaction for all groups
Generate thank you notes and service evaluations for all groups as needed.
Greet all clients (in rotation with MOD and other managers for rooms only groups) as they arrive on day of arrival
Competently utilizes the required systems/equipment and platforms to effectively detail and track the progress of groups from turnover through execution.
Knowledge / Skills / Abilities (KSA’s):
Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.
Interpersonal Skills - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.
Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Demonstrates group presentation skills; Participates in meetings.
Written Communication - Writes clearly and informatively; Edits work for spelling and grammar; Varies writing style to meet needs; Presents numerical data effectively; Able to read and interpret written information.
Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Develops alternative solutions; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.
Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.
Teamwork - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Able to build morale and group commitments to goals and objectives; Supports everyone's efforts to succeed.
Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.
Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values; Benefits organization through outside activities; Supports affirmative action and respects diversity.
Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.
Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.
Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.
Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.
Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.
Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.
Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.
Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.
Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Commits to long hours of work when necessary to reach goals; Completes tasks on time or notifies appropriate person with an alternate plan.
Initiative - Volunteers readily; Undertakes self-development activities; Seeks increased responsibilities; Takes independent actions and calculated risks; Looks for and takes advantage of opportunities; Asks for and offers help when needed.
Innovation - Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.
Experience / Education / Certifications:
Bachelor’s degree - preferred
Hospitality or related industry experience - required
Previous sales experience – required
Valid Driver’s License – required
Knowledgeable of Top-Accounts for the Hotel - preferred
This company is an equal opportunity employer.