Director – National Sales, North India

Job description

JOB SUMMARY 

This position provides leadership and direction to a team of in-market-based sales associates to grow account share and drive revenue from domestic business across all properties in line with overall National Sales Team strategies. The primary responsibility is to set sales targets by hotel to achieve the overall revenue goals for national accounts from North India. Provide day to day leadership to the leaders of the National Sales – North India Team to achieve assigned revenue and market share goals. Pulls through segment strategies and partner with Sales Leaders and General Managers  to ensure the hotels attain and grow domestic sales and revenue objectives. Liaises with the property sales teams to promote successful execution of sales strategy relating to transactional excellence. Accountable for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area. Develops strong partnerships with all stakeholders (their team, customers, and property, Area and Continent leadership) for the purpose of penetrating and growing market share and driving sales for each hotel within their geography. Directs and leverages company resources to support the achievement of revenue targets and financial performance. Advises and sets business development strategy for national accounts in North India and oversees office budget.

CANDIDATE PROFILE

Education and Experience

Required:

·  Minimum of 12 years of relevant sales and marketing experience.
·  Total Account Management experience.
·  Experience managing a team.

Preferred:

·  Relevant university or college qualification or degree.
·  Hospitality sales experience.
·  English language, written and spoken.
·  Local language, written and spoken.

CORE WORK ACTIVITIES

Managing and Leading the NSO North India team 

·  Develops and implements the overall NSO North India strategy. Execution of sales strategies to achieve overall NSO North India goals.
·  Ensure total account penetration, margin management, and timely implementation of sales initiatives for all NSO North India accounts
·  Responsible for business development goals. Execution of strategy and getting the team to develop accounts and achieve goals. 
·  Deploys members of the National Sales Team – North against the most profitable customer accounts. Set performance targets that focus National Sales Team - North associates to grow account share and drive revenue.
·  Acts as customer advocate by understanding the customer’s requirements, expectations and needs; removes barriers to business solution development.
·  Develops relationships with outside vendors and strategic partners in an effort to expand exposure of Marriott brands to internal and external customers.
·  Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.
·  Channels customer feedback, as appropriate, on all aspects of opportunity management to the National Sales Team – North 
·  Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.

Organizational Excellence

·  Manages and directs the NSO North India sales team and promote accountability to drive superior business results within the markets. Include successful execution of account strategies by proactively targeting current and new high value accounts in the area and implementing effective sales deployment strategies to grow market share.
·  Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome.
·  Demonstrates a solid, working knowledge of local business behaviors, and leveraging this to provide maximum profitability for Marriott.
·  Establishes guidelines for, measures, monitors and evaluates Marriott and above property sales processes, policies and procedures.
·  Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships.
·  Positions self as a knowledge provider in matters of industry and business to their clients and internal constituents.
·  Supports accomplishment of department and its account initiatives through active participation in issue resolution.

Business / Financial Management

·  Determines ROI on sales opportunities.
·  Works with Director National Sale India & Area Leadership in developing overall business strategies for the National Sales Team, North India ; review and manage controllable expenses as appropriate.
·  Demonstrates working knowledge of legal issues within industry.
·  Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc.
·  Ensures effective measurements of process and outcomes of business and account plans.
·  Oversees the use and maintenance of internal systems.
·  Positions self as the Subject Matter Expert in matters related to the specific area of expertise.
·  Prepares for and facilitates productive meetings.
·  Manages facilities/office as needed.
·  Supports operating budgets and sales targets to support the success of the National Sales Team, North India 
·  Promotes National Sales Team strategy and program alignment with the overall market goals of North India 
·  Tracks account growth and profitability to positively influence customer purchasing behavior.
·  Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.

Market Integration & Leadership

·  Develops strong working relationships with internal and external stakeholders to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives.
·  Establishes and maintains an active role within industry organizations.
·  Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests.
·  Provides effective orientation and training on the National Sales Team, North India for new market/field associates.
·  Evaluates market and economic trends and introduce appropriate changes in sales strategies to generate increased revenue and ensure competitive position in the market for Marriott.
·  Supports company culture based on shared values of associate and customer satisfaction.
·  Serves as the primary sales contact for the GMs and property leadership and sales teams in North India. Understand and accurately represent property needs.

Human Resources

·  Celebrates successes and publicly recognizes the contributions of associates.
·  Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives, communicate expectations, recognize performance and produce desired business results.
·  Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
·  Interviews and hires National Sales Team. North India associates with the appropriate skills to meet business needs.
·  Models desired behavior through participation in client-company activity (e.g., sales calls and customer events).
·  Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance; coach by providing specific feedback to improve performance.
·  Conducts the annual performance appraisal process with direct reports according to Standard Operating Procedures.
·  Uses all available on the job training tools for associates; implement and manage training initiatives and conducts training when appropriate; ensure self and direct report managers attend appropriate core training classes.

Other

·  Performs other duties as assigned to meet business needs.
·  Develops actionable recommendations and responses to optimize performance and drive growth and profitability, as appropriate.

MANAGEMENT COMPETENCIES 

Leadership

·  Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

·  Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.

·  Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.

·  Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.

·  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. 

·  Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.

Managing Execution

·  Building a Successful Team -   Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.

·  Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.

·  Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Building Relationships

·  Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.

·  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.

·  Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.

Generating Talent and Organizational Capability 

·  Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.

·  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

·  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.
·  General Hotel Operations -  Knowledge of the operating principles and practices of all brand/hotel-specific functions to support successful operations of the overall property (e.g., Engineering/Maintenance, Event Management, Finance and Accounting, Human Resources, Legal/Contracting, Food and Beverage, Guest Services/Front Desk, Sales & Marketing, Security/Loss Prevention, Retail/Gift Shops, Spa, and Recreation/Health Club)

·  Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics.

·  Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data.

·  Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it.

·  Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball.

·  Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.

·  Revenue Management - Understanding of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management.
·  Communications and Media -  Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
·  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.
·  Sales Ability:  Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
·  Sales Call Facilitation -  Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
·  Sales Coaching -  Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
·  Sales Disposition -  Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
·  Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
·  Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.

·  Basic Competencies - Fundamental competencies required for accomplishing basic work activities. 
·  Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

 

·  Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.

·  Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.

·  Reading Comprehension - Understands written sentences and paragraphs in work related documents.

·  Writing - Communicates effectively in writing as appropriate for the needs of the audience.

 

 

 

 

 

 

 

 

 

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin  your purpose,  belong  to an amazing global​ team, and  become  the best version of you.