Sales Manager, GSO Japan

Job description

JOB SUMMARY

The Sales Manager, GSO Japan provides dedicated support to a targeted portfolio of small- to mid-size GSO accounts. 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. Can work as a member of an account team on complex GSO accounts; assists in developing or develops and maintains goals and key strategies which lead to profitable revenue generation within the account, business segment or region.  In the role of Sales Manager, GSO Japan, this position has direct accountability for select transactional sales activities within their assigned areas. 

BUSINESS CONTEXT

The role of the Sales Manager, GSO Japan 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.   

CANDIDATE PROFILE

Education and Experience Preferred 

·  Bachelor’s Degree or equivalent strongly preferred. 
·  Strong preference for a candidate who is a native Japanese speaker or JLPT N1 equivalent and  speaks English

Core Work Activities 

Sales Management

·  Responsible for proactive account, segment or regional sales.
·  Accurate qualification of potential accounts; re-qualification of existing 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 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 Lodging.

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. 

 

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.