Director of Sales

Overview

Director of Sales & Marketing at The Ritz-Carlton Melbourne is a full-time, management role that leads the Sales, Events, Reservations, and Marketing functions to drive the hotel's commercial success. The Director is accountable for topline revenue performance, inspires a high-performing team, cultivates long-term client relationships, and implements innovative strategies aligned with the brand's service standards.

Note: Sponsorship is not available for this position; applicants must hold permanent full working rights in Australia to be considered.

Job Summary

Functions as the leader of the property's sales, events, and marketing department and is responsible for the topline revenue of the hotel. Manages the property's sales efforts (reactive and proactive), event planning, reservations, public relations, and marketing, and provides day-to-day leadership to associates to achieve sales objectives and property revenues. Implements the brand's service strategy and initiatives in sales and events, focusing on long-term, value-based customer relationships that meet sales objectives. Evaluates participation in sales channels and develops strong working relationships to position and market the property. Manages the marketing budget to support campaigns, promotions, and collateral, and interfaces with regional marketing for promotions pull-through. Develops property-wide strategies to meet brand targets and deliver ROI to the owner and Marriott International.

Candidate Profile

• Demonstrated leadership experience in sales, marketing, events and reservations in a luxury hotel environment.
• Strong financial and commercial acumen, with proven success in driving revenue and market share.
• Exceptional interpersonal, negotiation, and presentation skills.
• Track record of building high-performing teams and fostering customer relationships.
• Tertiary education in Hospitality, Business, Marketing, or related field.
• Hotel sales experience with progressive career growth.
• Prior experience in a Director-level sales or marketing leadership role within the luxury hotel industry.

Key Responsibilities

• Develop and manage a strategic account plan for demand generators in the market.
• Lead the property's reactive and proactive sales efforts, events, reservations, and related activities.
• Determine and develop marketing communications activities in conjunction with Regional Marketing Communications.
• Provide customer intelligence to evaluate market and economic trends influencing sales strategy.
• Review market position through STAR reports, competitive analyses, and other resources to inform strategy.
• Research competitors' sales strategies to grow occupancy, RevPAR, and market share.
• Attend sales strategy meetings and input on weekly and overall plans.
• Suggest innovative marketing ideas and deployment strategies to grow market share.
• Support participation and account deployment with Area Sales and Group Sales; act as sales contact for leadership and customers.
• Ensure customer advocacy and alignment of sales processes and contracts with hotel operations.
• Interface with regional teams for promotions and brand consistency; manage the turnover from sales to operations and back.
• Identify public relations opportunities to augment marketing communications; coordinate crisis communications as needed.
• Execute Marriott's Customer Service Standards and the hotel's Brand Standards.
• Oversee and execute sales proposals, contracts, and customer correspondence; participate in Service Values and Ritz-Carlton Credo.
• Evaluate and resolve guest issues arising from the sales process; monitor performance to improve revenue and ROI.
• Collaborate with regional teams on promotions and communications; perform other duties as needed.

Strategy and Planning – Marketing Communications

• Develop an annual Marketing Communications plan with goals and budget, focusing on digital and traditional media given market dynamics.
• Prepare working plans and brief the communications team on goals and progress.
• Coordinate strategic planning and implementation of marketing communications activities.
• Measure and optimize marketing activity effectiveness; supervise design agency alignment with brand guidelines.
• Monitor competitor marketing and industry trends and share learnings with leadership.
• Determine budgets to support communications initiatives and regional brand voice alignment.
• Ensure photography and creative materials meet regional approvals and brand standards.
• Collaborate with cluster and regional Marketing, digital, and eCommerce teams for approvals on key projects.

Digital Marketing and Social Media

• Partner with regional eCommerce and digital teams to strategize digital marketing plans; set goals with sales and revenue teams.
• Collaborate with eCommerce leaders to explore opportunities on owned and third-party channels (e.g., Marriott.com).
• Lead marketing and ecommerce teams to create campaigns and media plans for property, digital, and social channels.
• Supervise on-property marketing teams and social media agencies on content calendars, campaigns, and activities.
• Establish protocols with regional teams for social media monitoring, reporting, and crisis management.

Public Relations

• Implement PR strategies to drive quality press coverage aligned with communications objectives.
• Develop PR-worthy stories to build F&B reputation and hotel image; act as spokesperson for the hotel.
• Manage media response protocols and crisis management with GM and regional PR team.
• Maintain regional/local media contacts and relationships with key opinion leaders and influencers.
• Coordinate with regional PR teams for material approvals on key projects and participate in regional press events.

Additional Leadership Responsibilities

• Ensure hotel information is current on the hotel website and digital channels.
• Supervise Marketing Communications and design agency collateral development.
• Develop and mentor staff; plan staffing and coaching to meet business needs.
• Participate in marketing, PR, and social media training; support training of marketing staff.

Benefits

• Exclusive staff discounts on F&B and hotel rooms across Marriott properties for you and your family and friends.
• Flexible working hours and locations through Life with the Works program, including sabbatical leave and birthday month leave.
• Training programs, career development, and opportunities within Marriott International.
• Employee Assistance Program for wellbeing; referral incentives and other benefits.

We are an Equal Opportunity employer and recognize diverse backgrounds. Marriott provides a fair, accessible recruitment process; for adjustments to support your situation, please email rc.melrz.hr@ritzcarlton.com.

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