Multi Property Director of EBC
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Key skills for this role
About the Role
Leads Event Booking Centre operations, drives sales strategies, manages relationships, and ensures financial performance while possessing strong selling and analytical skills.
Key Skills for This Role
Responsibilities
- Leads and manages the Event Booking Centre (EBC) and its associates on a daily basis
- Achieves EBC revenue targets, team booking pace goals, guest and associate satisfaction, and the unit’s overall financial performance
- Drives the end to end sales effort to deliver financial goals for all participating hotels
- Maintains strong and productive relationships with Event Planning, Operations, and the Cluster Proactive Sales Team
- Ensures the protection of brand integrity across all participating hotels
- Oversees the effectiveness of all sales related business processes and channels
- Provides sales functional expertise to participating hotels
- Maximizes revenue by upselling packages and creative food and beverage
- Sets direction to ensure that Sales Team achieves goals
- Understands and achieves team and individual goals
- Provides critical input to market leaders for development of property and overall market sales strategy
- Participates in weekly sales strategy meetings
Requirements
- Previous experience with a large scale or multi site EBC environment
- Excellent selling skills and understanding of group sales processes for all brands
- 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
Full Job Posting
JOB SUMMARY
- Leads and manages the Event Booking Centre (EBC) and its associates on a daily basis, with full accountability for achieving EBC revenue targets, team booking pace goals, guest and associate satisfaction, and the unit’s overall financial performance.
- Drives the end to end sales effort to deliver financial goals for all participating hotels, while maintaining strong and productive relationships with Event Planning, Operations, and the Cluster Proactive Sales Team.
- Ensures the protection of brand integrity across all participating hotels and oversees the effectiveness of all sales related business processes and channels.
SCOPE / BUSINESS CONTEXT
- A Full Time position based at JW Marriott Marquis Hotel Dubai / Al Maha, A Luxury Collection Desert Resort and Spa/ Le Meridien Al Aqah Beach Resort
- Number of Direct Reports: 18
- Titles of Direct Reports: Sales Coordinator/ Sales Executive / Sales Manager / Senior Sales Manager/Asst Director of EBC
CANDIDATE PROFILE
- Previous experience with a large scale or multi site EBC environment
- 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
Sales and Marketing
- Provides sales functional expertise to participating hotels.
- Maximizes revenue by upselling packages and creative food and beverage.
- Sets direction to ensure that Sales Team achieves goals.
- Understands and achieves team and individual goals.
- 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.
- 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.
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