Job Description

JOB SUMMARY

Provides leadership and direction to team to grow account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies. Partners with key Sales teams (i.e. Global Sales Organization) to verify the pull through of intermediary "segment" strategies and tools in the market, as appropriate. Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the organization.

CANDIDATE PROFILE

Education and Experience

Required:
• High school diploma or GED; 2 years' experience in the sales and marketing, guest services, front desk, or related professional.
OR
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred:
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
• Lodging sales experience.
• Account management experience.
• Proven leadership skills in supervising and managing associates

CORE WORK ACTIVITIES

Managing Sales Activities

Team Leader
• Verifies sales and marketing strategies and programs are in alignment with the overall market goals.
• Tracks account growth and profitability to positively influence customer purchasing behavior and reviews account lists annually.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Partners with Sales leaders and Revenue Management team to review sales results and plans for each property
• Serves as the primary sales contact for the General Managers (GMs) and property leadership teams for wholesale/tour operators
• Partners with Marketing Communications to develop and execute marketing communication activities; evaluates marketing opportunities by surfacing needs, and developing sales and marketing tools for Market Sales
• Channels customer feedback, as appropriate, on all aspects of opportunity management to the Travel Industry Sales teams
• Maintains successful performance by increasing revenues, controlling expenses, and providing a return on investment for Marriott International.
• Partners with Market Sales Leader to engage with owners and asset managers and communicate account strategy and market sales performance metrics.
• Sets sales targets in collaboration with Market Sales Leader & analytics team by account, associate and property to achieve the overall revenue goals within the area.
• Attends strategy meetings and coordinates pull through of segment strategies by Market Sales team.

Individual Performance
• Retains, expands and grows account revenue through account growth, margin management and implementation of sales and marketing initiatives in the key buying locations.
• Partners with key Sales teams (i.e. Global Sales Organization (GSO)) to verify the pull through of intermediary segment strategies and tools in the market.
• Leverages appropriate corporate (e.g., GSO, Marketing) and market resources (e.g. property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.
• Achieves local account revenue and sales goals as defined by Market leadership. Develops and achieves operating budgets and manages controllable expenses.
• Leverages methodologies, technical and business knowledge across the market.
• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
• Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
• Leverages all available sales channels (e.g., industry trade shows/events, GSO, property sales teams, etc.) in an effort to optimize sales revenues.
• Completes Marriott's Wholesale Certification Program (Wholesale).
• Attends Marriott's annual trade show/customer event for key accounts and hoteliers.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships
• Serves as account's "local service guarantee" by verifying that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.
• Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.
• Acts as the customer advocate through understanding the account needs and opportunities.
• Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provides feedback to key stakeholders; partners with key stakeholders in account planning and determining strategy execution approaches for the market.
• Manages relationships with the key buyers that drive business to the market to optimize account reach and share for the assigned segment.
• Develops working relationships with Property staff and provides coaching on specific booking needs for motorcoach tour groups and ad hoc international groups to establish pull-through of opportunities of the assigned segment.
• Maintains relationships with key travel programs already established at the enterprise-level for the leisure segment.
• Develops a close working relationship with operations to execute strategies at the property level.