Job Description

Are you ready to grow your dream career while making others' vacation dreams come true? Marriott Vacations Worldwide is a world premier organization for Vacation Ownership with resorts at destinations around the globe. Join our team and help deliver unforgettable experiences that make vacation dreams come true.

The DOSM will have primary responsibility of developing top line revenue for all profit centers (including F&B, Catering, room revenue) by developing strategic plans to generate demand and deploying resources accordingly. Responsible for cultivating relationships in primary, secondary and tertiary markets with brand sales teams, visitors’ bureaus, OTA market managers, industry leaders, community leaders and business leaders. 
 

This position is responsible for hiring, training, leading, motivation and maximizing the performance of the catering and sales team as well the motivation and brand compliance of the entire ADERO team to maximize experience and revenue generation.

As ADERO brand champion, must be able to provide leadership, to the ADERO team members to achieve customer satisfaction and the financial goals of the organization. Serves as the face of the brand within primary market. Frequent engagement with local community, support of active lifestyle and immersion into ADERO brand

Responsible for ensuring market competitiveness. Must be able to provide market intelligence as it relates to the travel market and its impact on local and regional business opportunity as well as Aqua-Aston Hospitality. Makes recommendations on pricing and channel strategy. This position includes responsibility for demand generation and business development for all profit centers.

Communicates professionally with owners to build owner loyalty and confidence through proactive communication, setting and managing expectations and delivering solid business results.

Provides leadership and support for all sales related activities, sales presentations, product training, tradeshows and seminar participation. Responsible and accountable for top line revenue with sensitivity to the bottom-line results.

Essential Functions

Brand Management

Working with the Marketing Agencies, Marriott International and Public Relations firms, developing the Autograph brand for ADERO.  Working with leadership and associate team to bring the ADERO brand to life in all aspects of the resort.

Revenue Generation

Collaborates with Marriott Revenue Management support, Field marketing, Aqua-Aston marketing, public relations, revenue, and sales teams to drive revenue for profit centers.  Leads efforts to cultivate business relationships, participates with closing business, sources new leads.  Participation and accountability for effective pricing strategies, understanding drivers by season, economy, market segmentation, ADERO brand deliverables and customer satisfaction, ensures demand forecasting and sound revenue practices are in place to maximize yield; identifies ways to grow occupancy, RevPAR, and market share by researching and staying aware of competitor strategies.

Market Strategy

Works closely with Aqua-Aston and Marriott International to stay current with industry trends, aware of competitor offerings and develops new offerings to stay current that are on ADERO brand and translate into customer experiences and profitable enterprises.  Develops property business and marketing plans with marketing leadership to support the property.  Creates buy in by all stake holders to deliver.

Strategy Execution

Owns the ADERO marketing, business and revenue plans.  Translates these plans into executable actions for leadership and associate support and execution.  Driving customer, associate satisfaction, profitability and market share.  Ensuring these plans and all actions support the ADERO brand.  Capable of accessing team strengths and opportunities for development to ensure success of these plans.  Encourage team suggestions, creative thought and ideas to refine and enhance the results of these plans.
 

Human Resources

Partnering with Aqua-Aston HR and recruiting, build a strong, confident, inspiring sales team.  Create a cohesive team capable of collaboration and autonomy.  Empower property sellers to execute to the sales & marketing plans in accordance with the ADERO brand and Aqua-Aston culture.  Encourage team feedback, hold the team accountable, foster independence and autonomy.  Create learning opportunities for staff to immerse them in customer service techniques in support of culture and brand. 

Champion

DOSM serves as the compass for the ADERO brand.  As the compass, the DOSM ensures that all touch points of the resort support the ADERO brand through service offerings & services.  DOSM partners with GM to inspire the staff to embrace the ADERO brand and become mentors to guide their teams on ADERO brand initiatives.  DOSM demonstrates exceptional work ethic, leadership through empowerment, and serves as a role model.

Financial Analysis

Working with the Aqua-Aston financial team, developing intelligence on market share and operating the sales department within determined expense tolerance.  

Owner Relations

Builds owner loyalty for the management company through proactive communication.  Communicating strategic plans, executing the plans and communicating the results of the plans.  Effective delivery of strategic plans.  As brand champion for Marriott Autograph and property ADERO, keep the owner informed on emerging initiatives,

Customer and community Engagement

Leads by example with high visibility with guests, Club members and local clientele.  Participates and supports Sales site inspections and public relations opportunities.  Works closely with Aqua-Aston public relations to optimize PR opportunities through community involvement.

Sales Management

• Partner with Leadership to develop competitive compensation, training, and sales programs.
• Develop and execute lead programs.
• Property leader of revenue and demand generation. 
• Knowledge of hotel’s competitive set and recommends sales/pricing strategies and

service/product improvements to stay competitive.

• Development of all markets and sources of business to ensure demand generation and revenue capture for profit centers.
• Creates and deploys marketing and promotions supporting the ADERO brand with the support of the VP of Sales and GM.  Tracks production of each to make strategic recommendations on future initiatives.
• Responsible for appropriate identification of key markets and supporting deployment and travel schedule strategies.
• Continually assess the strengths/challenges of each area of discipline maximizing the use of available resources.
• Provides coaching, mentoring and training to sales team.
• Establishes a sense of urgency with the team to understand achieve the needs of the company.
• Ability to work collaboratively with colleagues and staff to create a result(s) driven, team- oriented environment.
• Responsible for creating appropriate Power Point Presentations and sharing with the team and ownership groups.
• Able to manage departmental expenses and payroll to meet financial objectives.
• Able to prepare a business plan and strategy and deploy effectively with scheduled measurement and communication of results.
• Handles special projects and other duties as assigned in a timely manner.

Reports

Provide the following reports as scheduled:

• Sales Team Call Reports showing action item and items completed (to be provided weekly).
• Sales Team Trip Reports (no later than 10 days after returning from a trip).
• Sales Team Expense Reports with itemized receipts (due no later than the 5 days after the close of the month).
• Monthly Pace reports for Revenue centers:  Catering/Banquet, Group, Business transient,
• Design and preparation of statistical reports and presentations as needed.

Other

• Regular attendance in conformance with the standards, which may be established by Aqua- Aston Hospitality from time to time, is essential to the successful performance of this position.
• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect business needs of the hotel.
• Upon employment, all employees are required to fully comply with Aqua Hotels & Resorts rules and regulations for the safe and efficient operation of hotel facilities.

Personal Effectiveness

• Projects and assignments are completed thoroughly, professionally, and with care.
• Adjusts to high-pressure conditions and is open to change.
• Assumes responsibility for personal growth and development.
• Always conducts him\herself (acts and dresses) professionally; sets standard for all associates.

Communication

• Expresses ideas and conveys information clearly, effectively, and professionally.
• Actively listens to others.  Works to resolve disagreements and is respectful of peers and co-workers.
• Conveys company information, decision, or problems to appropriate parties on a timely basis.

Qualification Standards

(Necessary skills, degrees, certification required for core job function)

Qualifications

• Minimum of three years as Hotel Director of Sales & Marketing or Associate Director of Sales & Marketing experience required
• Bachelor’s degree and/or Hotel Management degree preferred
• Must be results-oriented with ability to be flexible
• Excellent written and verbal communication skills essential
• Computer literacy (Delphi, Word, Excel, PMS, S&C)
• Ability to understand and interpret financial data
• Positive attitude and supportive team-based approach toward the attainment of the hotel's short- and long-term goals.
• Ability to travel and work flexible hours and days
• Must have a comprehensive knowledge of all hotel departments and functions.
• Must be able to motivate associates in a positive manner.
• Detail-oriented, ability to handle multiple priorities in a fast-paced environment.
• Strong supervisory, managerial, development & coaching skills.
• Excellent leadership skills demonstrating adaptability, flexibility & team orientation.
• Strong ability to exercise sound judgment in evaluating situations & making decisions

Marriott Vacations Worldwide is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture