Director Of Sales And CateringJW Marriott Savannah Plant Riverside DistrictSavannah, GA
A property of: Kessler Collection
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Job Description

Description Summary: The DOSC is responsible for overseeing Sales and Catering to optimize revenue opportunities for the property. Supervisory Responsibilities: - Group Sales - Catering Sales Direct Reports: - Group Sales Manager - Catering Sales Manager - Event Service Manager - Group Coordinator - Sales and Catering Administrative Coordinator 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 lead the Team in meeting and exceeding budgeted revenues. - Formulate and approve Team 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 supervise 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. - Direct maintenance of sales files, accounts and additional administrative duties. - 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 prior to turnover to Event Services Manager. - 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: 1. Group Coordinator 2. Event Services Manager 3. Controller - Monthly review and support to team members in creating and 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, spa, gallery 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 department 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 monthly one on one's with team members to provide support, leadership and direction. - Perform other duties assigned to meet business needs. - Conduct daily business review meeting with sales team 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 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 task...

Job Requirements

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Job Details

Senior level

About this location

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Consumer Focus
Customer Service
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Company Discounts
Dental Benefits
Flexible Work Schedule
Health Insurance Benefits
Job Training
Paid Time Off
Tuition Reimbursement
Vision Benefits
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JW Marriott Savannah Plant Riverside District
Looking for a career in hospitality? A new adventure is coming to the
Savannah River in 2019. Once a historic Georgia Power Plant, the newly
renovated Plant Riverside District will be a 4.5-acre entertaishow more
show more
Address400 West River Street, Savannah, GA, 31401 View map
Property typeHotel 
room Count51-100 
location TypeUrban 

People (2)

We Are BohemianGrand PerformerBohemian isn’t a label. It’s a relentless sense of curiosity. A license to let creativity come out and play. It’s sharing your art side, inviting cultures to connect and finding new ways to appreciate the world. We celebrate originality. And err on the side of unconventional. We inspire guests to challenge plans—to find themselves delightfully distracted by the art that surrounds them or to get lost in the stories each piece holds. We invite them to join us in the kitchen for cooking school, try wine blending, or to taste something new on our menu. We give guest rooms a new soundtrack. And hotel stays a new story. The Bohemian lifestyle invites our guests to wander. To explore what inspires them. And claim what fuels their passion.
Richard KesslerChairman & CEOBack in 1970, Richard Kessler became real estate developer Cecil Day’s right hand man, at just 23 years old, when they both helped found Days Inn of America. He spent the next five years working diligently, leading five estate developments and operational companies which prepared him to become the president and CEO of Days Inn. One year later, he became the chairman at 29 years old and in the 1980s, he opened a separate division dedicated to boutique hotels with a property in Savannah, Georgia and another in Orlando, Florida. The Days Inn chain was sold in 1984 and Kessler introduced his new independent venture, The Kessler Enterprise, Inc., which he still runs today as president and CEO. His main goal at the time was to break into the development of his own boutique hotels. The name “Bohemian” was inspired by the Bohemian Club in California and it provides an experience for guests and visitors to step away from the usual. It invites them to feed into their curiosity by embracing the European Bohemian Lifestyle as an unconventional wandering gypsy with a healthy dose of funky California spirit. This ambience can be felt in each hotel, where guests are encouraged to give into temptation and let their creativity come out to play. In April 2010, the Marriott International Inc., Autograph Collection made its debut with seven Kessler Collection properties. Today, there are a total of 9 properties in The Kessler Collection, including Casa Monica Resort & Spa, St. Augustine, Florida; Grand Bohemian Hotel Orlando, Florida; Bohemian Hotel Celebration, Orlando, Florida; Grand Bohemian Hotel Asheville, North Carolina; Beaver Creek Lodge, Colorado; Bohemian Hotel Savannah Riverfront, Georgia; Mansion on Forsyth Park, Savannah, Georgia; Grand Bohemian Hotel Charleston, South Carolina and Grand Bohemian Hotel Mountain Brook, Alabama. However, the collection is still growing and three new Grand Bohemian properties are coming soon in Charlotte, Atlanta and Greenville.

Culture (2)

We Are Grand PerformersThank you for your interest in The Kessler Collection!
An Extraordinary StoryFor us, good is not good enough. We practice the art of extraordinary. We create it everyday, with passion, purpose and relentless determination. We call ourselves Grand Performers and while we may not always be center stage, we’re at the heart of every guest experience. We bring some of the industry’s best talent together who deliver professional service warmed with a welcoming smile. Then we add another layer of intuitive service, that you may never even see.
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