Sales Manager, National Sales, Mumbai

Job description

Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott’s products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott’s preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.

CANDIDATE PROFILE

Education and Experience

Required:

• Minimum of 2 years of relevant sales and marketing experience.

Preferred:

• Relevant university or college qualification or degree.

• Total Account Management experience.

• Hospitality sales experience.

• English language, written and spoken.

• Local language, written and spoken.

CORE WORK ACTIVITIES

The role of the Sales Manager, National Sales is to support the National Sales Team vision and mission by executing transactional sales excellence.

Sales and Account Management

• Execute sales strategy to achieve account goals.

• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.

• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.

• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.

• Qualify potential accounts and re-qualifies existing accounts with accuracy.

• Demonstrates benefits of total account management and team-based sales.

• Develops opportunity sales plan with actionable steps to attain revenue goals.

• Identifies key purchase points and decision-makers that influence the “buy” decision.

• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.

• Qualifies each business opportunity and recommend Marriott products that match both the customer needs as well as the hotel’s business needs. Suggest positive alternatives whenever necessary.

• Leverages appropriate sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level.

• Assumes responsibility for proactive account, segment or regional sales.

• Supports data gathering, reporting & tracking functions.

• Understands traditional industry processes (pricing, RFPs, proposals, etc)

• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building an Account and loyalty to Marriott International.

Revenue Generation

• Relates customer needs to product capabilities.

• Works with Revenue Management to support account strategy in-market.

• Builds and strengthens accounts with existing and new customers, industry organizations and brand network to enable future bookings, including sales calls, entertainment, familiarization (‘fam’) trips, trade shows, etc.

• Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats.

Value Creation

• Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.

• Delivers on commitments to customers.

• Delivers value-added products and services to create long term customer loyalty.

• Focuses on two-way communication to ensure win-win relationship is maintained.

• Serves as the account’s “local service guarantee” by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.

• Understands the overall market dynamics - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts. Act as the customer’s advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e. property Leadership).

• Resolve guest issues that arise in the sales process effectively and brings issues to the attention of property leadership, as appropriate.

• Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Team Participation

• Ensures account sales strategies are communicated, implemented and updated as market conditions fluctuate.

• Facilitates educational opportunities that enhance credibility and integration between the National Sales Team and internal stakeholders.

• Identifies and cultivate relationships with key colleagues and stakeholders in other parts of the organization.

• Participates with account team in market pull-through activity.

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. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

Desired profile

Qualifications :

JOB SUMMARY

Responsible for proactively soliciting and handling group/catering related opportunities for all participating properties. Handles group/catering opportunities not handled by the Event Booking Center. Actively up-sells each business opportunity and appropriately places business into the right brand/property to maximize revenue. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely manner for proper service delivery and in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Education and Experience

· High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area.

OR

· 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

CORE WORK ACTIVITIES

Building Successful Relationships that Generate Sales Opportunities

· Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.

· Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

· Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.

· Manages and develops relationships with key internal and external stakeholders.

· Provides accurate, complete and effective turnover to Event Management.

Conducting Daily Sales Activities that Achieve Department Goals

· Responds to incoming group/catering opportunities for the property that are outside parameters of the Event Booking Center.

· Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

· Uses sales resources and administrative/support staff effectively.

· Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

· Identifies new group/catering business to achieve personal and property revenue goals.

· Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

· Closes the best opportunities for the property based on market conditions and property needs.

· Monitors same day selling procedures to maximize room revenue and control property occupancy.

· Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

Providing Exceptional Customer Service to all Guests and Customers

· Supports the company's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

· Services our customers in order to grow share of the account.

· Executes and supports the company's Customer Service Standards and property's Brand Standards.

· Provides excellent customer service consistent with the daily service basics of the brand.

· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

· Partners with Event Management and/or Operations in providing a customer experience that exceeds the customer's expectations.

· Sets a positive example for guest relations.

· Interacts with guests to obtain feedback on product quality and service levels.

· Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.

· Executes and supports the company's Customer Service Standards and property's Brand Standards.

· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

· Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.

Additional Sales and Marketing Responsibilities

· Utilizes intranet for resources and information.

· Conducts site inspections.

· Creates contracts as required.

· Participates in and practices daily service basics of the brand.

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.