Director of Sales and Catering

Company: Marriott Hotels Resorts
Location: Costa Mesa
Posted on: April 1, 2026

Job Description:

Description Additional Information: This hotel is owned and operated by an independent franchisee, Wincome Management. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc. As the Director of Sales, you are the leader of the property’s group, corporate negotiated, tour & travel sales efforts in addition to convention services. Manages proactively to successfully achieve the hotel’s budget and service goals utilizing the hotels marketing plan and brand initiatives and strategy. Provides day to day leadership oversight of the group sales, convention services, corporate negotiated and tour & travel team members with a focus on building long term, value-based client relationships that meet the properties objectives. Maintains accountability by managing the selling efforts of each direct report to maximize revenue opportunities. Sales Leadership and strategy • Lead all group, corporate negotiated, tour & travel, and convention services sales efforts. • Proactively manage sales performance to achieve hotel budget, revenue, and service goals. • Utilize the hotel’s marketing plan and brand initiatives to guide sales strategy. • Develop corrective action plans using SMART guidelines when performance shortfalls are identified. • Maintain comprehensive knowledge of: o Market positioning and competitive landscape o Sales strategies and booking trends o Yield management principles o Food and beverage revenues o Pricing and rate structures o Sales and Marketing support tools • Maintain in-depth knowledge of the competitive set and implement strategies to sustain a number one market position. • Implement and enforce policies and procedures that support sales effectiveness and service excellence. Revenue Management, Forecasting & Financial Accountability • Accurately forecast group room and group banquet revenues. • Accountable for achieving revenue goals for: o Group rooms o Group banquets o Corporate negotiated business o Tour & travel segments • Conduct daily business reviews and revenue analysis • Manage the travel and entertainment expense budget, including reporting on return on investment (ROI). • Provide complete, accurate, and timely reports to support sales incentive plan administration. Client Relationship Management & Business Development • Build, maintain, and grow long-term value-based client relationships aligned with property objectives. • Ensure effective management of all client relationships through innovative sales strategies designed to increase market share. • Actively participate in all client site visits to deliver a distinctive, high-impact experience demonstrating the hotel’s commitment to event success • Fully understand and manage hotel event contracts, including financial terms and service obligations. • Recommend, develop and support marketing promotions and sales collateral to drive business. Team leadership, Coaching and Talent Development • Provide daily leadership, direction, coaching, and support to: o Group Sales Team o Convention Services Team o Corporate Negotiated Sales o Tour & Travel Sales o Catering Department • Conduct regular team meetings and one-on-one sessions with direct reports. • Maintain accountability by managing and evaluating the selling efforts of each team member. • Responsible for hiring, training, promoting, and holding team members accountable. • Ensure all team members: o Complete all required training o Maintain full product knowledge o Understand brand standards o Comply with health and safety requirements • Oversee the development of Sales and Catering team members. • Ensure the department has the appropriate tools, systems, and resources to successfully perform all job functions. • Responsible for meeting individual and departmental goals on a quarterly basis. QUALIFICATIONS AND REQUIREMENTS: • High school or equivalent education required. Bachelor’s Degree preferred. • Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests. • Advanced knowledge of the sales and hospitality principles and practices. • Must be available weekends and weeknights as needed. • Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts. • Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Delphi, Cvent, StarCite, and Meeting Broker. • Five years of experience as a sales manager for a similar size/type of property. • Experience with Catering and Events • English is a must; other languages are a plus. • Brand experience a plus. • Valid Drivers license required. The salary for this position is $145,000 annually. Thank you for your interest in this position. It is a job opportunity with one of Marriott International’s franchisees. Please apply via email at: mterrazas@wincomehospitality.com This company is an equal opportunity employer. frnch1

Keywords: Marriott Hotels Resorts, Florence-Graham , Director of Sales and Catering, Sales , Costa Mesa, California