Manages and 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 8-10 years of relevant sales and marketing experience.
Preferred :
- Relevant university or college qualification or degree.
- Total AccountManagement experience.
- Hospitality sales experience.
- English language, written andspoken.
- 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 achieveaccount goals.
- Retains, expands and grows account revenueof assigned accountsthrough total accountpenetration, margin management, and implementation of sales and marketinginitiatives.
- Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
- Qualify potential accounts and re-qualifies existing accounts with accuracy.
- Demonstratesbenefits of total accountmanagement and team-based sales.
- Develops opportunity sales plan with actionable steps to attainrevenue goals.
- Identifies key purchase points and decision-makers that influencethe buy decision.
- Maintains account information and updates on SFA to ensureaccurate and up-to-date account reporting.
- Qualifies each business opportunity and recommend Marriottproducts that matchboth the customerneeds as well as the hotel sbusiness needs. Suggest positivealternatives whenever necessary.
- Leverages appropriate sales and property Leadership to ensure accountsaturation, pull-through of account strategies and sellingsolutions
- Supports data gathering, reporting & trackingfunctions.
- Understandstraditional industry processes (pricing, RFPs, proposals, etc)
- Executes and supports Marriott s Customer ServiceStandards and hotel sBrand Standards.
- Executes exemplary customer serviceto drive customer satisfaction and loyaltyby assisting the customer and ensuringtheir satisfaction before and during their event.
- Serves the customer by understanding their needsand recommending the appropriate featuresand services that best meet their needs and exceed their expectations, while buildingan Account and loyaltyto Marriott International.
Revenue Generation
- Relates customer needs to product capabilities.
- Works with Revenue Management to support accountstrategy in-market.
- Builds and strengthens accountswith existing and new customers, industry organizations and brand networkto enable future bookings, including sales calls, entertainment, familiarization ( fam ) trips, trade shows, etc.
- Pursues initiatives to capitalize on strengthsand market opportunities, and to countercompetitive threats.
Value Creation
- Anticipates and quickly seizesopportunities not obviousto others to build customersatisfaction.
- Delivers on commitments to customers.
- Delivers value-added products and services to create long term customer loyalty.
- Focuses on two-waycommunication to ensure win-winrelationship is maintained.
- Serves as the account s local serviceguarantee by ensuringthat outstanding servicedelivery is maintained at every customertouch point, issuesare resolved timelyand to the customers 100% satisfaction.
- Understands the overallmarket dynamics - competitors strengthsand weaknesses, economictrends, supply and demand etc. and how to sell to assigned accounts. Act as the customer s advocatethrough understanding accountneeds and opportunities. Identify emerging business opportunities and risks within assignedaccounts and provide feedbackto key stakeholders (i. e. propertyLeadership).
- Resolve guest issues that arise in the sales processeffectively 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 enhancecredibility and integration betweenthe National Sales Team and internal stakeholders.
- Identifies and cultivaterelationships with key colleagues and stakeholders in other parts of the organization.
- Participates with account team in market pull-through activity.
Other
Performs other dutiesas assigned to meet business needs.
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