Director of Sales & Distribution
Renaissance Brussels Hotel
The Cluster Director of Sales & Distribution leads all sales and distribution efforts on behalf of the hotels. They provide day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues.
Develops and manages all stakeholder relationships, both internal and external and ensures the property sales & revenue strategies are aligned with Area and Continent strategy. The position provides leadership and creates and executes commercial strategies to achieve all hotels sales, revenue and market share goals.
The role is responsible for executing Marriott’s global distribution strategy and ensuring that hotels sales activities are following Marriott’s channel standards and policies to grow profitable revenue through all channels inclusive of direct and intermediated channels.
The position drives customer satisfaction and service focusing on sales effectiveness and creative customer driven solutions. In addition, the position is responsible of using all available resources and data analysis to explore new business opportunities, such as new industry segments, competitive analysis to help the hotel win market share and achieve its targeted total sales.
Provides sales leadership for all sales departments and associates across all segments and revenue streams.
Assists in the development of the Hotels Business Plan and execution of a specific and measurable plan by segment.
Analyzes hotel market share reports and month end reports to make recommendations to maximize results.
Responsible for reactive and proactive account and segment sales, local and social catering sales, and Reservation sales.
Responsible for achieving target conversion for reactive and reservation sales.
Responsible for overall proactive sales deployment both locally and internationally (key source markets) inclusive of prospecting targets.
Responsible for the performance and optimization of all channels inclusive of 3rd party channels such as OTAs and Group intermediary platforms.
Accountable of the performance of the Marriott Stars and Luminous programs (where applicable)
Partners with Revenue Management to assist in the development of the hotels sales and distribution strategy and ensures that these strategies are communicated, implemented, and continuously updated based on business outlook.
Partners with Marketing and Digital to pull through and activate continent / global promotions and be the voice of the hotel with regards to opportunities and demand generation needs.
Accountable of the hotel website content in terms of key unique selling points and accuracy of copy and imagery.
Support the development of the hotels positioning within the market and be the voice of the consumer to help shape up the long-term positioning strategy of the hotel.
Manages all sales administrative functions:
Goal setting and tracking,
Updated account plans,
Hotel depth of sale chart,
Special corporate agreements,
Group and catering space release policy,
Month end reporting,
Sales travel and trade show budgets.
Responsible for sales talent acquisition and retention as well as sales career development,
Administration of sales bonus programs,
Hotels sales incentive programs,
Recognition program ie Brilliant and top performer / golden circle,
Local or Area Sales Incentives programs,
MI Sales training programs.
Achieve green score property sales audit.
Responsible for MI leads and cross selling program.
Knowledgeable of Marriott’s privacy and compliance policies and accountable for upholding such policies.
Develops a trusting and respectful business partnership with the property’s ownership by meeting or exceeding expectations.
Candidate Profile – Key Talents and Experience Desired
2-3 years experience as Director of Sales & Distribution, a Cluster role experience will be an added value
Previous experience in major European capital required, knowledge of Belgian market will be a plus
Must speak English and French, a third European language will be a plus
Due to visa restrictions, position only opened to European national
Skills and Knowledge
Strong Leadership skills
Demonstrates the ability to develop and implement successful sales strategies
Able to assess and analyze financial reports
Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure
Excellent verbal, writing, listening and presentation skills
Strong customer development and relationship management skills
Possess and understanding of revenue management functions and account profitability
Ability to set accurate revenue/booking goals
Knowledge of marketing strategies
Ability to develop and implement successful sales strategies for multiple properties
Knowledge of contractual agreements and legal implications
Strategic planning skills
Extensive knowledge of group, catering, contract and transient business
Extensive knowledge of Luxury segments and customers (if applicable)
Ability to interpret market data and apply to sales strategy
Knowledge of operations and associated challenges for all brands
Effective decision-making skills
Effective coaching and development skills
Ability to evaluate business trends and modify business strategies accordingly
Ability to execute against the strategy and drive results
Strong problem-solving skills
Good negotiation skills
Effective conflict and change management skills
Good comprehension of Sales & Marketing systems, tools, principles and processes.
Demonstrable knowledge of markets preferred but not essential
Education or Certification
High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management or University degree preferred
Generating Talent and Organizational Capability
Learning and Applying Professional Expertise