What are the responsibilities and job description for the Director of Sales position at J W Marriott?
Position Title: Director of Sales
Reports To: Vice President of Sales
Department: Sales - 06000
Shift: Varies
Role: The Director of Sales functions as the leader of the property’s group sales effort for properties with a significant number of events over 300 peak rooms. Manages the property's reactive and proactive group sales efforts. Shares responsibility for achieving group revenue goals, guest and associate satisfaction. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process. Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g., catering and group rooms) for all events. Adheres to all Company, Safety and Department policies and procedures. Fosters teamwork and provides excellent guest service, anticipates guest needs to exceed guest expectations. Builds brand loyalty by living the JW Marriott Core Values.
Qualifications:
- Education:
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major
- Experience: 4 years’ experience in the sales and marketing or related professional area required.
- Skills:
- Possesses excellent telephone sales skills
- Excellent selling skills and understanding of sales processes
- Knowledge of operations
- Demonstrated skills supervising a team
- Group sales experience
- Knowledge of contractual agreements and legal implications
- Strong customer and relationship management skills
- Effective decision-making skills
- Good negotiation skills and strong communication skills
- Knowledge of overall hotel operations as they affect department
- Ability to use standard software applications and hotel systems including CI/TY
- Preferred:
- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major. 2 years’ experience in the sales and marketing or related professional area preferred.
Required Work Cards needed:
- Valid Nevada Driver’s License
Key Responsibilities: Responsibilities include, but are not limited, to the following:
- Sales & Revenue Leadership
- Lead the property’s group sales strategy, targeting high‑value accounts and driving revenue across group rooms and catering.
- Develop and manage sales budgets, forecasts, and performance metrics; ensure accurate revenue projections and consistent financial results.
- Oversee all group sales activities, including solicitation, booking, contract execution, and on‑property resource deployment.
- Create and implement comprehensive sales and marketing plans aligned with brand standards and hotel objectives.
- Ensure seamless turnover between sales and operations, supporting flawless event execution and guest satisfaction.
- Resolve customer issues related to the sales process and maintain high service standards in alignment with Marriott brand expectations.
- Relationship Management
- Build strong partnerships with off‑property sales teams, community partners, vendors, and internal departments to enhance market reach and guest satisfaction.
- Develop and maintain strong client relationships by understanding customer needs, business challenges, and program expectations.
- Support exemplary customer service throughout the sales lifecycle to drive loyalty, repeat business, and long‑term partnerships.
- Collaborate closely with hotel operations to ensure consistent execution of group strategies and customer requirements.
- Team Leadership & Talent Development
- Direct and coach the on‑property sales team, setting goals, managing performance, and ensuring alignment with property and brand strategy.
- Partner with HR to recruit, develop, and retain top sales talent while planning for future workforce needs.
- Provide ongoing training, mentorship, and knowledge transfer to elevate team capabilities and support career growth.
- Maintain effective processes, structures, and performance systems to optimize team efficiency and drive market share growth.
- Share responsibility for achieving revenue goals, improving guest and associate satisfaction, and strengthening the property’s competitive position.
The above statements represent a general outline of principal job functions and should not be construed as a complete description of all aspects and requirements required for this job.
Essential Job Functions:
The physical demands described here reflect the essential functions of this position. In compliance with the Americans with Disabilities Act (ADA) and Nevada Revised Statutes (NRS) 613.330, reasonable accommodations will be provided to qualified individuals with disabilities.
Work is performed in a (type of location, i.e., office, kitchen, restaurant, casino, etc.) environment and in other locations throughout the property. Must be tolerant to varying conditions of noise level, temperature, illumination and air quality. The noise level in the work environment is usually moderate. When on the casino floor, the noise level increases too loud. Additionally, smoking is permitted in casino areas consistent with Nevada state regulations, which are followed by the employer.
- Interacts with management, applicants, fellow Associates and/or guests.
- Ability to verbally communicate effectively with guests and coworkers
- Requires prolonged sitting or standing and mobility.
- Requires bending and reaching.
- Requires transporting, pushing, pulling, and maneuvering items weighing up to 15 lbs.
- Requires lifting items weighing up to 15 lbs.
- Prolonged periods of standing and/or walking
- Requires eye/hand coordination.
- Requires use of standard office equipment.
- Requires basic math.
- Requires the ability to distinguish letters, numbers and symbols.
- Ability to and comply with Policies and Procedures, Job Description, daily memorandums, chemical labels (MSDS) and other instructions.
- Exposure to cleaning chemicals