Director of Groups

JOB SUMMARY

At the St. Regis Rome we are looking for a Director of Groups.

Reporting to the Director of Sales, the Director of Groups & MICE is responsible for managing and driving the hotel's business related to group bookings, meetings, incentives, conferences, and events. This role requires a strategic and client-focused approach to create bespoke experiences for high-profile clients and corporate groups. The Director will lead the development and execution of all MICE business strategies, working closely with the sales, marketing, and operations teams to ensure seamless delivery of exceptional service and memorable events, all while driving revenue growth and positioning the hotel as a leading destination for luxury groups and events.

CORE WORK ACTIVITIES

MICE Sales Strategy and Business Development:

1. Develop and implement comprehensive sales strategies to attract MICE business (corporate groups, conferences, events, and incentive programs) to the hotel.
2. Nurture existing relationships with key decision-makers in the MICE sector, including meeting planners, travel agents, and event organizers.
3. Attend industry events, trade shows, and networking functions to represent the hotel and attract new MICE business. This role requires frequent travel, especially to key industry events and to key partners locations.
4. Build and maintain strong relationships with key corporate clients, agencies, and event planners to drive repeat business and referrals.
5. Understand clients' specific event needs and customize solutions that align with the hotel’s luxury offerings.
6. Provide exceptional customer service, ensuring that all group and MICE clients have a seamless and memorable experience from booking to execution.
7. Oversee the planning and coordination of all MICE groups and events, ensuring they meet the hotel’s high standards of service, quality, and luxury.
8. Act as the main point of contact for all MICE clients, overseeing the execution of their events and ensuring all aspects run smoothly.
9. Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards. 
10. Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
11. Participates in and practices daily service basics of the St Regis brand 
12. Works collaboratively with off-property sales channels (e.g., Group Sales with the Sales Office, Area Sales, Enterprise Sales Team (EST)) to verify the property needs are being achieved and the sales efforts are complementary, not duplicative.

Revenue and Budget Management:

1. Set revenue targets and work with the sales and marketing teams to develop pricing strategies for MICE events and group bookings.
2. Monitor the budget for MICE events and group bookings, ensuring profitability while maintaining luxury service standards.
3. Analyze booking trends, forecast demand, and develop strategies to increase group and event business during off-peak periods.
4. Track and analyze the performance of MICE accounts, including revenue, client satisfaction, and event outcomes.
5. Prepare detailed reports and presentations for senior management, highlighting key successes, areas for improvement, and strategic recommendations.
6. Maintain accurate records of MICE sales, bookings, and client information in the CRM system.
7. Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.

Team Leadership and Development:

1. Lead and mentor a team of MICE sales professionals, group sales managers and event coordinators ensuring they are aligned with the hotel’s luxury brand and service standards.
2. Provide training and development opportunities to enhance the team's product knowledge, sales techniques, and customer service skills.
3. Foster a collaborative environment with internal departments (sales, catering, operations, and front desk) to ensure smooth and efficient event execution.
4. Develops a close working relationship with internal and external stakeholders. 
5. Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. 
6. Provides day-to-day leadership oversight to the on-property group sales associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives.

This role is essential in positioning the hotel as a top-tier destination for meetings, conferences, and events by ensuring the successful development and   delivery of high-end group bookings. The Director of Groups & MICE plays a key role in achieving the hotel’s financial goals while delivering an unforgettable experience for clients.

Key Skills: 

1. In-depth knowledge of the MICE industry, including trends, client needs, and competitor offerings. Solicits, books and develops local group business. 
2. Ability to develop new emerging markets with a methodical and proactive sales approach 
3. Must posses strong decision making selling and negotiation. Excellent communication and interpersonal skills.
4. Proactively position and market the property to remain a market leader and strengthen St Regis brand image. Develop and execute a marketing strategy to drive revenue and meet property objectives. 
5. Ability to organize, delegate and work under pressure are requirements for this post. Coach and development skills are also expected.
6. Assist in the development of the annual budget plan, ensure projects are executed for all market areas as stated in the hotel budget with emphasis on increasing sales and profitability, review market analysis and determine client needs, occupancy potential, rates desired, etc.

Education and Experience:

1. A minimum of 4-year bachelor’s degree in business administration, Marketing, Hotel Management, or related major. 
2. A minimum of 4-years of experience in a similar role as senior sales leader in the MICE sector, with a proven track record of driving revenue growth.
3. Strong existing client base and relationships within key feeder markets (North America & Europe).
4. Proven track record of successful MICE sales, business development, and client relationship management in the luxury hospitality sector.
5. Exceptional leadership and interpersonal skills, with the ability to manage, mentor, and be a point of reference on the group business for the hotel. Hire, retain and develop diverse, high-caliber talent that makes a strong positive impact on the organization, and creates and sustains a work environment that embraces the brand’s culture, ensures fair and equitable treatment and associate satisfaction to enable business success.
6. Reading, writing and oral proficiency in the Italian and English language. Other languages such as Spanish are a plus.
7. Advanced computer skills and knowledge including but not limited to Excel, Word, PowerPoint and internal systems, such as: Opera.

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