Offers “Marriott”

Expires soon Marriott

Global Sales Manager, Business Development, Melbourne - Located in Sydney (Integration)

  • Sydney, Australia
  • Bachelor's Degree
  • Sales

Job description

Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 5700 properties and 30 brands you'll find us in your neighborhood and in more than 110 countries across the globe. Find Your World™ at Marriott.

Desired profile

JOB SUMMARY

The Global Sales Manager, Business Development, Sydney provides dedicated support to a targeted portfolio of small- to mid-size GSO accounts located in major metro or secondary cities. The primary focus of this position is to drive results – optimizing Marriott's share of an account, business segment or region in order to achieve goals. Effectively present and sell all Marriott lodging products that meet customer needs. This position will manage a portfolio of accounts as the account leader or will be a member of an account team on complex GSO accounts, or accounts, that have the potential for significant growth in the future. In the role of Sales Manager, GSO Sydney, this position will be responsible for uncovering and transacting all revenue opportunities (e.g. – group, business transient, extended stay, catering, etc.) for their assigned accounts or emerging source markets.

BUSINESS CONTEXT
The role of the Global Sales Manager, Business Development, Sydney is to support the GSO vision and mission by leveraging Marriott's products and services as a team leader or team member within their assigned account portfolio. By utilizing the processes of strategic account management and team-based sales, this position will be responsible for increasing Marriott's preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of revenue generation and value creation.

Position located in Sydney, Australia.

CANDIDATE PROFILE

Education and Experience Preferred

·  Strong preference for candidate with Starwood experience
·  Bachelor's Degree or equivalent strongly preferred.
·  English language written and spoken.
·  1-3 years sales and marketing experience required.
·  Total Account Management experience preferred.
·  Hospitality sales experience preferred.

CORE WORK ACTIVITIES

Sales Management
·  Responsible for proactive account, segment or regional sales.
·  Accurate qualification of assigned accounts.
·  Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel's business needs. Suggests positive alternatives whenever necessary.
·  Identifies key purchase points and decision-makers that influence the “buy” decision.
·  Develops opportunity sales plan with actionable steps to attain revenue goals.
·  Demonstrates working knowledge of legal issues within industry.
·  Understands traditional industry processes (pricing, RFPs, proposals, etc)
·  Collects & analyzes key information about the customer's business and/or operation.
·  Articulates the financial benefits of a proposal as it pertains to the customer's business objectives.
·  Works with account team leaders to coordinate and implement the strategic direction of the account that maximize team-based selling opportunities and lead to revenue maximization and customer satisfaction.
·  Maintains account information in SFA and MarRFP to ensure accurate and up-to-date account reporting.
·  Supports data gathering, reporting & tracking functions.
·  Demonstrates benefits of total account management and team-based sales.
·  Supports ‘in-market' needs of properties in a given regional area.
·  Represents all brands of Marriott International
Customer Preference & Loyalty
·  Focuses on two-way communication to ensure win-win relationship is maintained.
·  Approaches opportunities with curiosity and open-mindedness; displays creativity and innovation.
·  Negotiates terms and conditions, commitments and customer issues that enhance the sales opportunity and business relationship.
·  Ensures that the information provided to properties and customers is accurate, complete and timely.
·  Proactively seeks feedback from customers using resources and tools of GSO.
·  Executes a consistent level of high-quality service to customers.
·  Establishes and maintains relationships with multiple contacts in assigned accounts.
Other
·  Performs other duties as assigned to meet business needs.
·  Demonstrates excellent selling skills and understanding of sales processes; can bring sales to closure.
·  Is astute in acting on issues that are most important based on appropriate timing, intensity, flexibility and priority for both Marriott and the customer.
·  Understands and manages overall buying process to include identifying and overcoming objections and obstacles.
·  Identifies specific action steps, accountabilities and timelines. Holds self and others accountable for achieving results.
·  Demonstrates working knowledge of current professional and industry trends, processes, legal issues, etc.
·  Keeps up-to-date on available resources that can help to better serve customers' needs and to improve organizational performance.
·  Focuses on two-way communication to ensure win-win relationships are maintained.
·  Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats.
·  Listens patiently and carefully to input; clarifies others' points of view; listens well in a group setting.
·  Expresses oneself clearly, concisely and effectively in one-on-one and group settings, both written and verbally.
·  Experienced in delivering clear, evenly paced presentations.
·  Deals with conflict situations in a constructive manner.
·  Delivers on commitments to customers, supervisors and peers.
·  Acts decisively to recover from mistakes: knows how to develop/propose/initiate solutions and when to involve leader.
·  Gains the confidence and trust of others through their own authenticity, ethical standards and follow-through on commitments.
·  Acts independently to improve and increase skills and knowledge
·  Ability to use standard software applications such as MSOffice, SFA, etc.
·  Works effectively within a team-based environment.

MANAGEMENT COMPETENCIES

Building Relationships

Coworker Relationships

·  Builds strong working relationships.

·  Shares thoughts and feedback in a professional way.

·  Considers how own behavior impacts others.

·  Explains work in a way that encourages cooperation from others.

Customer Relationships

·  Shows an understanding of customer/stakeholder expectations.

·  Listens and responds to customers/stakeholders with empathy.

·  Builds rapport and trust with customers/stakeholders to promote loyalty.

·  Anticipates and quickly responds to customer/stakeholder requests or issues.

·  Explains policies in a way that helps customers/stakeholders understand.

Global Mindset

·  Helps others feel valued and included.

·  Works well with others regardless of their background or characteristics.

·  Models the Company culture of service, opportunity, respect, and fair treatment.

·  Acts when others are treated unfairly or are not valued and respected for their unique skills.

·  Listens to and acknowledges different ideas and viewpoints.

Generating Talent and Organizational Capability

Organizational Capability

·  Shows an understanding of how each role on the team contributes to the work.

·  Shows an understanding of goals, processes, and reporting relationships within the department.

·  Understands scope of own decision‐making authority.

Talent Management

·  Provides, seeks, and acts on constructive feedback.

·  Shows an understanding of performance expectations.

·  Works with manager to set and prioritize developmental goals.

·  Builds relationships to attract top talent.

·  Participates in the hiring process and helps with on‐boarding new associates.

Leadership

Adaptability

·  Stays calm and focused during stressful situations.

·  Asks questions to understand why change is happening.

·  Uses resources to help deal with change or challenges.

Communication and Professional Demeanor

·  Expresses ideas in a clear and concise way.

·  Actively listens and responds to others with understanding.

·  Appropriately interprets verbal and non‐verbal behavior.

·  Displays professionalism and gains respect from others.

Problem Solving and Decision Making

·  Recognizes issues and makes suggestions to solve problems related to daily work.

·  Breaks complex issues into manageable parts.

·  Asks questions and gathers information before making a decision.

·  Identifies and considers alternatives and their possible impact before making decisions.

·  Makes decisions and takes action in a reasonable amount of time.

Learning and Applying Professional Expertise

Applied Learning

·  Sets career goals and identifies areas for development.

·  Uses available resources and challenging assignments to improve performance.

·  Shares own learnings and best practices with others.

·  Completes assigned training on time.

Business Acumen

·  Shows an understanding of how own work impacts Company and department performance.

·  Shows an understanding of the drivers of Company and department performance.

·  Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.

Technical Acumen

·  Performs technical and complex tasks and solves problems within area of expertise.

·  Models technical excellence and communicates the benefits of specific techniques in area of expertise.

·  Uses appropriate facilities, equipment, and materials to perform the job.

·  Follows current policies, procedures, and legal requirements.

Managing Execution

Building and Contributing to Teams

·  Works with team members to meet shared goals.

·  Shows an understanding of how the team contributes to broader success.

·  Shares with team members information needed to accomplish work.

·  Tells other team members when they are doing a good job.

Driving for Results

·  Takes responsibility for being innovative and delivering work that exceeds requirements.

·  Learns from mistakes.

·  Participates in setting goals for the team or department.

·  Looks ahead and lets manager know about possible challenges in completing assigned work.

Planning and Organizing

·  Keeps track of own current and future workload to make sure everything is completed on time.

·  Prioritizes own activities and makes adjustments when appropriate.

·  Asks for and uses available resources to complete work.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.

Make every future a success.
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