Director of Groups

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.

MANAGEMENT COMPETENCIES

Leadership

1. Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. 

1. Communication – Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.

1. Problem Solving and Decision Making – Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.

1. Professional Demeanor  – Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

1. Building and Contributing to Teams – Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.

1. Driving for Results – Focuses and guides others in accomplishing work objectives.

1. Planning and Organizing   – Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

1. Coworker Relationships – Develops and uses collaborative relationships to facilitate the accomplishment of work goals.

1. Customer Relationships  – Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

1. Global Mindset –  Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

1. Organizational Capability – Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.

1. Talent Management  – Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

1. Applied Learning – Seeks and makes the most of learning opportunities to improve performance of self and/or others.

1. Business Acumen – Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

1. Technical Acumen – Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.

1. Devising Sales Strategies and Solutions – Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.

1. Sales Disposition – Energetic, proactive, takes calculated risks, and perseveres to attain goals.

1. Sales Opportunity Analysis – Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 

1. Revenue Management – Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
2. Management of Financial Resources- Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.
   1. Oral Comprehension – Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

1. Reading Comprehension  – Demonstrates understanding of written sentences and paragraphs in work-related documents.

1. Writing  – Communicates effectively in writing as appropriate for the needs of the audience.

1. Technical Acumen – Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges

1. Devising Sales Strategies and Solutions – Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.

1. Sales Disposition – Energetic, proactive, takes calculated risks, and perseveres to attain goals.

1. Sales Opportunity Analysis – Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 

1. Revenue Management – Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
2. Management of Financial Resources – Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.

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.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Combining timeless glamour with a vanguard spirit, St. Regis Hotels & Resorts is committed to delivering exquisite experiences at more than 50 luxury hotels and resorts in the best addresses around the world. Beginning with the debut of The St. Regis hotel in New York by John Jacob Astor IV at the dawn of the twentieth century, the brand has remained committed to an uncompromising level of bespoke and anticipatory service for all of its guests, delivered flawlessly by a team of gracious hosts that combine classic sophistication and modern sensibility, as well as our signature Butler Service. We invite you to explore careers at St. Regis. In joining St. Regis, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.