Marriott International, Inc Hiring for Market Sales Manager – Leisure, UAE Job at Dubai Full Time

JOB SUMMARY

As the market sales contact for UAE leisure customers, the Market Manager – Leisure, is responsible for proactively soliciting and handling transient revenue related opportunities in the wholesale segment for hotels participating in the market sales organization. This includes actively upselling each business opportunity to maximize revenue while achieving personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Marriott International Operating Standards to maintain brand integrity.

BUSINESS CONTEXT

• Manage agreed set of accounts for participating hotels with clear revenue targets as well as regular reports on sales calls and market intelligence
• Coordinate market initiatives for participating hotels such as campaigns and roadshows
• Together with participating hotels assist in planning marketing campaigns, FAM trips, road shows and exhibition attendance
• Review market conditions and hotel positioning by utilizing market intelligence and tools
• Review distribution channels and optimize hotel features and presentation. For example, Expedia EPS
• Assist with contracting as required and support with Preferred Partnership Agreements
• Offer customers the opportunity to have market conversations and uncover opportunities for participating hotels.
• Report on market trends and competitor intelligence.
• This is a Full-Time position based at Marriott International Offices at Central Park Towers, DIFC
• Number of Direct Reports – 0

CANDIDATE PROFILE

Education

• Bachelor’s Degree in Hospitality or similar

Experience Preferred

• 4+ years sales experience
• Has validated experience – managed leisure accounts in the UAE in previous roles and preferably in multi-property or cluster set-up
• Excellent professional relationships with the main influencers within their area of expertise.
• Negotiating skills and creative selling abilities to close on business with a high conversion ratio
• Possesses software knowledge (Microsoft Office, etc.)
• Possesses systems knowledge (OPERA Sales & Catering)
• Uncovering new customers (local and social)
• Effective sales skills to up-sell products and services
• Strong customer development and relationship management skills
• Knowledge of overall hotel operations as they affect department
• Knowledge of contract management and legalities
• Strong communication skills (verbal, listening, writing)
• Strong customer and associate relation skills
• Strong presentation and platform skills

CORE WORK ACTIVITIES

The following are specific responsibilities and contributions critical to the successful performance of the position:

Business/Financial Management

• Strategic Account Management
• Meets and exceeds individual revenue goals.
• Understands the overall market in which they sell – competitors’ strengths and weaknesses, market trends, supply and demand, etc.
• Builds and strengthens relationships with existing and new customers to include business trips, sales calls, FAM trips, etc.
• Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue.
• Proactively targets not only the local Destination Management Company but also tale into accounts the end Tour Operator in the source markets.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Understands the impact of the sales role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals
• Act as customer advocate by understanding customer’s requirements, expectations and needs; removes barriers to business solution development.
• Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.
• Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.
• Determines ROI on sales opportunities
• Demonstrates working knowledge of legal issues within industry.
• Ensures effective measurements of process and outcomes of business and account plans
• Positioned as the Subject Matter Expert in matters related to the specific area of expertise.
• Prepares for and facilitates productive meetings.
• Supports operating budgets and sales targets to support the participating hotels business plan
• Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.

Technical Expertise

• Demonstrates a solid, working knowledge of the functional area, and leveraging this to provide maximum profitability for Marriott.
• Shares market intel and relevant updates on managed accounts
• Conducts regular rate channel check ensuring rates are aligned on Marriott.com, Expedia and wholesale
• Prepares reports on a regular basis (e.g. Productivity Reports, Pace Reports etc.)
• Follows-up brochure / marketing inclusions
• Understands reports and hotel strategies to effectively respond to client’s needs

MANAGEMENT COMPETENCIES

Building Relationships

• Building productive relationships and fostering a positive climate for teamwork
• Treats people fairly, with dignity and respect
• Works to meet goals in a manner that does not disadvantage other employees or groups
• Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual
• Listens and responds to others
• Is interested in other’s views even if they counter own views.
• Models and empowers others to anticipate and respond to customer/stakeholder preferences and feedback.
• Clearly explains policies in ways that create strong customer/stakeholder relationships.
• Monitors customer/stakeholder satisfaction and takes appropriate action.
• Resolves customer/stakeholder issues and concerns raised by others.

Global Mindset

• Creates an environment where everyone is valued and included.

• Represent the Company culture of service, opportunity, respect, and fair treatment.

• Acts when others are treated unfairly or are not valued and respected for their unique skills.

• Looks for and uses ideas and opinions from diverse sources.

• Maintains an awareness of changing customer/stakeholder and associate characteristics.

Organizational Capability

• Looks for ways to better organize work and assign tasks.

• Continuously improves work processes.

• Uses meetings and other forums to regularly communicate with team.

LEADERSHIP

Adaptability

• Employ flexibility when managing multiple demands and changing priorities.

• Provides resources that help others deal with change and challenges.

• Determines how change impacts stakeholders and communicates concerns to leadership.

Communication and Professional Demeanor

• Clearly presents complex information using different methods.

• Adapts communication style based on the audience.

• Demonstrates active listening to ensure understanding.

Problem Solving and Decision Making

• Identifies issues and makes suggestions to solve complex problems affecting daily work.

• Looks for and shares information with others before deciding.

• Involves and gains agreement from others when making key decisions.

LEARNING AND APPLYING PROFESSIONAL EXPERTISE

Applied Learning

• Sets own career goals and identifies developmental areas for self

• Uses resources and challenging assignments to improve performance

• Gathers, shares, and uses information about industry and discipline trends and best practices

Business Acumen

• Shows an understanding of how different customer/stakeholder groups have different revenue potential.

• Identifies innovative ways to improve, productivity, customer/stakeholder satisfaction, and profitability.

• Maintains advanced technical knowledge and skills

MANAGING EXECUTION

Building and Contributing to Teams

• Works with team members to solve issues and make decisions that impact them

• Recognizes department, team, and individual achievements
• Supports all co-workers and treat them with dignity and respect
• Develops and maintains positive and productive working relationships with other employees and departments
• Partners with and assist others to promote an environment of teamwork and achieve common goals

Driving for Results

• Creates a team environment that encourages accountability, high standards, and innovation.

• Makes sure others understand performance expectations.

• Breaks down barriers so team members can accomplish their work.

Planning and Organizing

• Prioritizes activities based on importance, urgency, and impact to goals.