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Director of Sales & Events

Company: Bloomington-Normal Marriott Hotel & Conference Cen
Location: Normal
Posted on: November 16, 2021

Job Description:

Normal Marriott

Job Description


FLSA: Exempt

Location: Property

Telecommute: Limited

Bonus Eligible: Yes

Direct Reports: Yes - Multiple

Reports To: General Manager

Equipment: Cell Phone allowance

Primary Purpose:
The primary purpose of the Director, Sales & Events position is to provide full cycle sales leadership from top line revenue generation, qualifying, negotiating, and closing business for the assigned property, client support, and site visits.

Work Performed:

The Director, Sales & Event will be tasked with the following duties, responsibilities, and assignments:

- Manage property level Sales and Events associates (including Event Sales Manager s, Event Service Managers, and/or Sales Administrative Associates) by ensuring Associates understand employment practices, recommending employment decisions and corrective action, supporting performance management, and implementing discipline in accordance with Atrium's Core Values;
-Generate new group leads through proactive solicitation using resources such as the internet, 3rd party vendors, brand resources, Property Sales System, etc.;
- Recruiting, interviewing, hiring, and training Associates;
- Aggressively pursu ing all appropriate business opportunities within designated Director, Sales & Events assigned accounts or segments including responding to leads, customer solicitation, and relationship building. Achiev ing individual and team productivity goals ;
- Plan ning and execut ing client site visits, on-site client negotiations and meetings, and pre- and post-con meetings ;
- Function ing as a key leader of the Revenue Strategy Team along with the General Manager and Director of Revenue Management, helping to develop the pricing, inventory, and marketing strategies ;
- Function ing as the liaison between the property and the Enterprise Sales Organization, communicating strategies and hotel information, and countersigning all sales contracts ;
- Actively engag ing in the local community as it benefits the hotel, via approved memberships in organizations, charitable activities, and business community events ;
- Unless the hotel is part of the shared service marketing department, the Director, Sales & Events is responsible for all hotel marketing, ensuring the content and appearance is current, accurate, and optimally represents the hotel. Hotel Marketing includes all print and digital marketing, catering menus, social media posts, online reviews, and all content (text, images and videos) on brand and third-party websites ;
- Provid ing financial leadership of the sales function to include forecast Group and Catering Revenue, participat ing in annual budget process, prep aring for and participat ing in financial reviews at property level and above as well as updating the property Strategic Selling Guidelines ;
- Conduct ing and/or participat ing in the required company standard meetings, including but not limited to daily Operations stand up meeting, Business Review Meeting, Revenue Strategy Meeting, Credit Meeting, BEO meeting, Budget Meetings, and weekly Staff/Executive Committee meeting ;
- Manag ing the n egotiated Transient segment with support from Atrium National Sales ;
- Hosting or participating in proactive sales initiatives and events; and
- Any and all other work as required to complete the primary purpose of the position.


Required Prior Experience:

5+ years of hotel or industry related experience

Proven performance achieving individual and team sales productivity goals

Preferred Prior Experience:

5+ years of hotel sales and marketing experience

3+ years successfully directing a sales, catering or similar team

A strong working knowledge or experience with the Group, Negotiated Transient and Social Event segments

Required Education:

Bachelor's degree in related field or equivalent experience

Required Technology:

Demonstrated experience with industry specific sales programs including Microsoft Office, Delphi.fdc, and/or CI/TY, particularly in detailing Banquet Event Orders (BEOs)

Preferred Technology:

Working knowledge of ProfitSword forecasting



5% travel requirement

Required Physical:

8+ hours at a desk/computer



Knowledgeable about how organizations work; knows how to get things done both through formal channels and the informal network; understands the origin and reasoning behind key policies, practices, and procedures; understands the cultures of organizations.


Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships, can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.


Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

In addition to competitive compensation packages, Atrium Hospitality offers competitive benefits packages; 401k; tuition reimbursement; commissions for referred and booked hotel business; as well as discounted rates at any of our hotels for associates, their immediate family members and friends. Our associates and leaders are driven everyday to make Atrium Hospitality a great place to work and grow. Come grow with us!

EOE, including disability/vets

Empleador con igualdad de oportunidades, incluidos personas con discapacidad y veteranos

Keywords: Bloomington-Normal Marriott Hotel & Conference Cen, Normal , Director of Sales & Events, Executive , Normal, Illinois

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