Assistant Sales Manager

Account Management

· Develop and implement the overall account strategy for assigned accounts. Execute sales strategy to achieve property goals.

· Retain, expand and grow account revenue of existing accounts through total account penetration, margin management, and implementation of sales and marketing initiatives. Penetrate assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business. Maintain current business Accounts for new business within accounts.

· Identify and aggressively solicit new accounts in coordination with any relevant Sales and Marketing colleagues and Above Property Sales..

· Gain understanding of the hotel’s primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event.

· Develop and implement strategic sales plans. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals.

· Build and strengthen Accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

· Understand 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).

· Leverage appropriate Above Property Sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level.

· Develop a close working Account with Operations to ensure execution of strategies at the hotel level.

· Conduct and coordinate site inspections for hotels, as required.

· Establish and maintain accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.

· Effectively resolve guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate.

· Execute and support Marriott’s Customer Service Standards and hotel’s Brand Standards.

Operational Excellence

· Achieve account revenue and sales goals as defined by Leadership. Develop and achieve operating budgets and manage controllable expenses.

· Leverage methodologies, technical and business knowledge across the market.

· Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.

· Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.

· Engage in property related events that support the development of existing and new accounts (e.g., GM Reception, Concierge Level hospitality, etc).

· Leverage all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc), in an effort to optimize sales revenues.

CANDIDATE PROFILE

Education and Experience

Required:

· Minimum of 4-7 years of relevant sales and marketing experience.

Preferred:

· Relevant university or college qualification or degree.

· Hospitality experience.

Skills and Knowledge

· Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and Accounts in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.

· Applied Business Knowledge - Understands market dynamics, enterprise level objectives and important aspects of Marriott’s business to accurately diagnose strengths and weaknesses, anticipate opportunities and risks, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results.

· Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.

· Economics and Accounting - Knowledge of economic and accounting principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data.

· Management of Financial Resources - Determines how money will be spent to get the work done, and accounting for these expenditures.

· Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).

· Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems. Knowledge of ecommerce and marketing solutions.

· Technology Solutions - Familiarity with and ability to sell technology solutions.

Management Competencies

· Active Learning - Possesses a zeal for and seeks new learning experiences; quickly comprehending and applying new information to the job.

· Broadening Business Value - Explores customers’ underlying issues and needs that suggest broader solutions; maximizing the productiveness of sales interactions by building on customer cues to gain commitment to products, services, and solutions; articulating and promoting a path forward.

· Business Acumen - Knowledgeable about Marriott brands and services. Ability to prune accounts and offer business solutions that leverage Marriott brands and services.

· Building Credible Accounts - Skilled at establishing effective Accounts with customers and internal partners; promoting openness, trust and confidence in one's intentions.

· Building Trust - Ability to interact with others in an honest, fair and respectful way; giving others confidence in one's intentions and those of the organization.

· Communication - Skilled at clearly conveying information and ideas through a variety of media; engaging the audience and helping them understand and retain the message.

· Customer Focus - Ability to develop and sustain productive customer Accounts; actively seeking information to understand and address customer needs.

· Customer Networking - Cultivates, maintains, and strategically deploys a network of customer contacts to promote sales objectives; making customers and their interests a primary focus of one’s actions.

· Devising Sales Approaches and Solutions - Skilled at developing and employing novel ways to deal with sales challenges and opportunities; considering facts, constraints, competitive circumstances, and probable consequences when choosing a course of action or developing solutions.

· Driving for Results - Skilled at setting goals for personal and group accomplishment; working tenaciously to meet or exceed those goals.

· Execution and Delivery - Ability to implement a course of action in a timely way.

· Financial Acumen - Solid understanding of revenue and profitability drivers for Marriott International’s properties and brands (e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning).

· Initiating Action - Takes prompt action to accomplish objectives; taking action to achieve goals beyond what is required; being proactive.

· Planning and Organizing - Skilled at controlling sales assignments; allocating appropriate time to priority goals, requirements, and sales opportunities.

· Problem Solving / Decision Making - Ability to identify and understand issues, problems, and opportunities; using effective approaches for choosing a course of action or developing solutions.

· Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.

· Sales Opportunity Analysis - Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies.

· Selling Sales Approaches and Solutions - Skilled at developing and selling novel ways to deal with sales challenges and opportunities.

· Team Based Selling - Ability to harness and leverage appropriate sales resources to facilitate goal accomplishment