JOB SUMMARY
Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue. Manages the property's reactive and proactive sales efforts. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property. Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through. Develops and implements property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owner and Marriott International.
CANDIDATE PROFILE
Education and Experience
Required:
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.
OR
- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.
Preferred:
- Demonstrated skills in supervising a team.
- Lodging sales experience.
- Hotel industry work experience, demonstrating progressive career growth and a pattern of exceptional performance.
CORE WORK ACTIVITIES
Managing Sales Activities
- Manages the development of a strategic account plan for the demand generators in the market.
- Manages the property's reactive and proactive sales efforts.
- Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications.
- Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
- Reviews the Strategic Alignment Review (STAR) report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.
- Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
- Attends sales strategy meetings to provide input on weekly and overall sales strategy.
- Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share.
- Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office.
- Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders.
- Serves as the sales contact for customers; serves as the customer advocate.
- Serves as hotel authority on sales processes and sales contracts.
- Serves as the property sales liaison with Area Sales, Group Sales, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate.
- Participates in sales calls with members of the Sales and Marketing team to acquire new business and/or close on business.
- Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.
- Supports the General Manager by coordinating crisis communications.
- Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
- Participates in and practices daily service basics of the brand (e.g., , Marriott Hotels and Resorts (MHR) Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
- Implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
- Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
- Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
- Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives.
- Interfaces with regional marketing communications for regional and national promotions pull through.
- Performs other duties, as assigned, to meet business needs.
Building Successful Relationships
- Develops strong partnerships with local organizations to further increase brand/product awareness.
- Develops and manages internal key stakeholder relationships.
- Develops strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events.
- Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring 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 Marriott.
- Gains understanding of the hotel’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.
Leadership
- Functions as the leader of the property’s sales department for properties with bookings over 300 peak rooms and significant local catering revenue.
- Develops sales goals and strategies and verifies alignment with the brand business strategy.
- Executes the sales strategy in order to meet individual booking goals for both self and staff.
- Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.
- Verifies Sales team understands and is leveraging Marriott International (MI) demand engines to full potential.
- Works with Human Resources, Engineering and Loss Prevention to monitor compliance with local, state and federal regulations and/or union requirements.
- Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.
- Creates effective structures, processes, jobs and performance management systems are in place.
- Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results.
- Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover.
- Maintains an active list of the competition’s best sales people and executes a recruitment and acquisition plan with HR.
- Supports tools and training resources to educate sales associates on winning catering solutions.
- Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans.
- Identifies, trains and mentors group sales associates; utilizes all available on the job training tools for associates.
- Transfers functional knowledge and develops group sales skills of other discipline managers.
- Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues.
- Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property.
- Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives.
메리어트 호텔은 호텔을 방문하는 전 세계 고객이 항상 감탄이 절로 나오는 편안함을 누릴 수 있도록 힘쓰는 동시에 모든 기회에 혁신을 불어 넣으면서 호스피탈리티 서비스를 예술의 경지로 끌어 올리기 위해 노력하고 있습니다. 여러분은 메리어트 호텔의 주인으로서 살아있는 유산을 유지하고 구축하기 위하여 진심을 담아 미래지향적인 서비스를 고객에게 제공함으로써 '항상 최고의 호스피탈리티 서비스를 제공한다'라는 약속을 실천하게 될 것입니다. 전 세계적으로 호스피탈리티의 대명사인 메리어트 호텔에서 경력을 쌓고자 채용 기회를 탐색하신다면 여러분을 환영합니다. 메리어트 호텔에 입사하면 메리어트 인터내셔널의 브랜드 포트폴리오에 합류하게 됩니다. 최선을 다해 일하고, 목표를 향해 달리며, 훌륭한 글로벌 팀의 일원으로 최고의 나를 만들고 싶다면 메리어트 호텔의 문을 두드리세요.
메리어트 인터내셔널의 럭셔리 포트폴리오에 속해 있는 JW 메리어트는 전 세계 관문도시와 특색 있는 리조트에 위치한 100개 이상의 아름다운 호텔로 구성되어 있습니다. JW는 동료를 최우선으로 생각합니다. 직원이 행복하면 고객도 행복하기 때문입니다. JW 메리어트의 직원들은 자신감 넘치고, 혁신적이며, 진실함과 동시에 직관적입니다. 또한, 직원들은 메리어트 호텔 이름을 따온 설립자 J. 윌러드 메리어트(J.Willard Marriott)의 유산을 계승하고 있습니다.JW 메리어트는 다른 호텔과는 차별화된 업무 경험을 제공하고 있기 때문에 커뮤니티의 일원이 되면, 여러분은 다양한 동료 그룹과 진정한 유대감을 느낄 수 있습니다. JW 메리어트는 직원을 위해 교육, 개발, 인식을 위한 기회를 창출하며, 무엇보다도 총체적인 웰빙에 초점을 맞춰 럭셔리한 환경에서 열정을 추구할 수 있는 공간을 마련해 드립니다. 고객을 특별하게 모시는 것은 JW 메리어트가 직원을 케어하는 방식에서 비롯됩니다. 우리는 이를 JW 트리트먼트(JW Treatment™)라 칭합니다. JW 메리어트에 입사하면 메리어트 인터내셔널의 브랜드 포트폴리오에 합류하게 됩니다. 최선을 다해 일하고, 목표를 향해 달리며, 훌륭한 글로벌 팀의 일원으로 최고의 나를 만들고 싶다면 JW 메리어트의 문을 두드리세요.
