Offers “Marriott”

Expires soon Marriott

Sales Manager, National Sales, New Delhi

  • Mumbai, India
  • Marketing

Job description

The Sales Manager, National Sales is responsible for providing total account management for a portfolio of high value complex accounts in an effort to increase Marriott's preference, loyalty, and profitable share. By applying the principles of strategic account management and team-based selling, this position provides overall leadership and direction in the development of business-to-business strategies to build long-term, value-based relationships between Marriott International and their portfolio of corporate accounts. As total account manager, this individual will develop solid and broad relationships with the key buyers in central buying locations with the purpose of mapping all revenue streams to grow share and drive superior business results.
Specific areas of responsibility include establishing, managing and communicating overall account strategies in alignment with the overall corporate segment priorities, mapping buyers to accounts, defending and growing market share and revenue targets for assigned accounts, and liaising with relevant cross-discipline resources (corporate, regional, market, property) to ensure effective pull-through of account strategies.

SCOPE / BUSINESS CONTEXT
Responsibilities for the Sales Manager, National Sales will include the following:

Total Account Management
· Develop and implement the overall account strategy in alignment with segment strategic goals. Promote accountability to achieve desired business results.
· Retain, expand and grow account revenue through account growth, margin management and implementation of strategic initiatives.
· Manage relationships with the largest buyers in primary buying locations; map significant buyers in other locations and direct the Market sales teams and Account teams to optimize account reach and share.
· Assist in developing optimal Total Account Management teams that are focused on delivering customer value and growing account share
· Establish and maintain strong business relationships with key economic buying influencers. Act as the customer's advocate through understanding account customer needs and opportunities. Monitor current and future customer needs, goals and attitudes including competitor activity to guide targeted solution development; remove barriers to business solution development; build a customer-focused team.
· Harness and coordinate cross-discipline resources (GSO, Corporate) to ensure pull-through and sustainment of account strategies and selling solutions. Develop a close working relationship with operations and Market resources to establish integrated sales strategies that maximize customer relationships within the region and ensure pull-through of strategies at the hotel level.
· Liaise with relevant cross-discipline groups to resolve customer issues and ensure profitability of the account.
· Partner with the Account Manager (Business Transient). SAEs and the PAS team to manage the annual RFP process and lead negotiations of preferred hotel agreements with customers.
· Partner with the Account Manager (Large and Small Groups) in managing and closing on group transactions with Sales Offices, /or hotels.
· Develop innovative cross-functional solutions to win in assigned accounts (e.g. e-commerce, marketing and revenue management solutions).
· Lead the sales efforts for new and existing revenue streams within accounts.
· Support efforts to educate and communicate total account management and team-based sales principles to cross-discipline groups including Revenue Management, Property and Global Sales.
· Attend and participate in all relevant customer events and trade shows.
· Serve as a proactive account leader on the Sales and Marketing team by providing input and execution to corporate initiatives. Establish strong partnerships between field and hotel teams by maintaining a productive dialog and exchange of ideas.
Organizational Excellence
· Champion business transformation and change efforts in support of Sales and Marketing strategies.
· Maintain operational excellence by directing productive, streamlined administrative functions.
· Ensure that the latest sales tools, and other value-added products & services, are being leveraged effectively to maximize productivity and build sustainable competitive advantage.
Operational Excellence
· Achieve account revenue and sales goals as defined by segment leadership.
· Ensure the development of account plans that focus on improving market share, leveraging efficiencies, generating revenue and reducing overhead.
· Leverage methodologies, technical and business knowledge across the Sales organization
· Translate customer and account needs into a range of support products and services that maximize returns.
· Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
· Increase penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
· Leverage all available sales channels, i.e., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc, in an effort to optimize sales revenues.
CANDIDATE PROFILE
Experience
· 8+ years of hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.
· Previous industry Sales/National Account sales experience preferred.
· Account management experience, specifically complex accounts preferred.
· Experience evaluating business trends and developing and successfully implementing new business programs or strategies that enhance business performance
· Demonstrated ability to deliver results under difficult conditions, even when faced with complexity and ambiguity.

Education or Certification
· College degree and related experience generally required.
· English language written and spoken

PERSONAL COMPETENCIES (Knowledge, Skills, Abilities and Other Attributes)

· Ability to act as a strategic business advisor – strong business diagnosing and consultative skills; strategic thinker; processes information through a strategic lens and applies tenants of systems thinking to issues / assignments
· Exceptional networking and prospecting skills, Strong negotiating skills.
· Ability to balance creative solution-development with pragmatic business considerations.
· Must have good business acumen skills (e.g., keeping current on industry practices and developments; ability to evaluate business trends and develop successful solutions that meet customer needs and bring incremental business).
· Must have strong financial acumen (e.g., using budgets and forecasts to manage financial performance; identifying and using key financial indicators to measure business performance, understanding ROI of the account etc.).
· Demonstrated competency for planning, delegating, implementing, managing and improving processes that bring initiatives to a successful conclusion.
· Gather and analyze information from a variety of sources; probe for underlying causes; consider alternative solutions before making decisions; advance problems toward resolution when encountering ambiguity or uncertainty; make sound decisions in a timely manner
· Approach problems with open-mindedness, generate innovative ideas and solutions, stimulate creativity and innovation in others.
· Develop and maintain effective relationships with both internal and external stakeholders. Actively engage the right stakeholders and cross disciplines and market to refine account offerings.
· Ability to sell ideas and influence persuasively, settling differences and winning concessions without damaging relationships; can be both direct and forceful while remaining diplomatic.
· Strong organizational navigation acumen – cross-discipline understanding and ability to mobilize organizational resources to achieve superior business results.
· Bring a global perspective to ideas and solutions. Has a cross-discipline and cross-regional understanding and is knowledgeable about MI brands, sales and marketing strategies and service offerings.
· Ability to balance strategic thinking into idea execution.
· Active learner – able to enhance personal, professional and business growth through new knowledge and experiences; pushes the organization to learn from other industries' standards and practices.

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 for 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.

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