Multi Property Director of EBC

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 Experience • Previous experience with a large scale or multi-site EBC environment Skills and Knowledge • 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 • Ability to manage and balance large group and local catering business • Knowledge of marketing strategies • Knowledge of group business • Knowledge of operations and associated challenges for all brands • Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning • Strong communication skills (verbal, listening, writing) • Effective decision making skills • Ability to influence others • Effective coaching and development skills • Strong organization skills • Ability to use standard software applications and hotel systems including SFA, NGS,Opera S&C Delphi, PMS, MARSHA, etc. • Strategic planning skills • Ability to evaluate business trends and modify business strategies accordingly • Ability to execute against the strategy; drive results • Strong problem-solving skills • Strong consensus building skills • Strong analytical skills • Good negotiation skills • Effective change management skills • Effective conflict management skills • Strong customer and associate relation skills • Ability to develop and maintain relationships e.g., associates, customers, vendors • Basic legal knowledge related to hotel operations • Strong presentation and platform skills • Good training/facilitator skills • Ability to effectively manage labor productivity • Knowledge of governmental regulations and all health and safety standards • Education or Certification • High School Diploma or equivalent required; Bachelor s Degree in Hospitality Management preferred Education or Certification • High School Diploma or equivalent required; Bachelor s Degree in Hospitality Management preferre 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. • Works with Director and/or other appropriate leaders to develop, implement and maintain Sales office standards. • Reviews turnover to hotels for consistency and completion. • Reviews and monitors Sales Office call volume; sets schedule by operating hours and shift levels based on volume; recommends changes in staffing as needed 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.