Assistant Director of Group Sales

Job Summary
The Assistant Director of Group Sales leads the property’s reactive group-sales function and grows profitable group business from initial enquiry through contract signature. With particular focus on large groups, resort buyouts, shoulder-period opportunities and retreats, this role combines hands-on selling with team leadership, pipeline discipline and close coordination with Revenue, Proactive Sales, Events and Group Reservations. The position ensures each signed programme is commercially sound, accurately documented and handed over seamlessly for event planning and delivery.
Core Work Activities
•    Lead, coach and develop the reactive team, allocate enquiries, review proposals and support consistent response quality and follow-up.
•    Qualify incoming RFPs by understanding client objectives, programme requirements, decision criteria, budget, room and event-space needs, and business potential.
•    Personally lead large, complex and high-value group opportunities, including negotiations, presentations, site inspections and contracting.
•    Prioritise proposals and deploy team resources according to conversion potential, need dates, total account value and operational fit.
•    Agree pricing, inventory and availability strategy with the Director of Sales and Director of Revenue before commitment; escalate pricing, contract, credit or concession exceptions to the appropriate approver.
•    Develop shoulder-period groups, full or partial buyouts and resort-retreat opportunities in partnership with Proactive Sales, without assuming formal reporting responsibility for proactive sellers.
•    Maintain an accurate pipeline and forecast; review conversion, pace, response time and lost-business reasons, and identify opportunities for leadership discussion.
•    Ensure SFA/CRM and relevant sales-system records, activities, next steps and documentation are complete and current.
•    Prepare a documented handover after signature, including the executed agreement, concessions, payment schedule, room and venue requirements, client objectives and outstanding actions.
•    Hand contracted programmes to Events for planning and delivery, and coordinate room administration with the Group Reservation Coordinator.
•    Build trusted relationships with planners, agencies and decision-makers and represent the resort during client appointments and property inspections.
Commercial and Leadership Responsibilities
•    Promote a culture of ownership, pace, accuracy, collaboration and luxury-level client service.
•    Provide regular coaching, proposal reviews, negotiation support and on-the-job development for the reactive team.
•    Partner with Finance on payment, credit and contractual considerations and with Operations on feasibility for complex programmes.
•    Contribute market intelligence, demand insights and lost-business analysis to commercial strategy discussions.
Candidate Profile
•    High school diploma or equivalent with relevant experience in hotel group sales, event sales or sales and marketing; OR a degree in Hospitality, Business Administration, Sales, Marketing or a related discipline with relevant professional experience.
•    Demonstrated experience managing complex group enquiries, commercial negotiations and hotel contracts; luxury resort or destination-hotel experience is preferred.
•    Previous team-leadership, coaching or supervisory experience.
•    Working knowledge of hotel sales, revenue and reservations systems; experience with SFA/CRM, OPERA and Marriott systems is preferred.
•    Fluent professional English; Italian and additional international languages are an advantage.
•    Eligibility to work in Italy.
Core Competencies
•    Commercial judgement and total-account-value thinking
•    Negotiation, influence and contracting discipline
•    Team leadership and talent development
•    Pipeline management, forecasting and data accuracy
•    Luxury client communication and presentation
•    Cross-functional collaboration and structured handover
•    Planning, prioritisation and attention to detail
Marriott Culture, Safety and Inclusion
•    Model Marriott service values and create an environment in which associates feel welcomed, supported and accountable.
•    Follow all company, property, safety, security, confidentiality and data-protection policies and procedures.
•    Maintain a professional appearance and communicate clearly and respectfully with guests, clients, partners and colleagues.
•    Perform other reasonable job duties as requested by leadership to support business needs.