Job Description
JOB SUMMARY
Managesand/orprovidesdedicatedaccountmanagementsupporttoatargetedportfolioofnationalaccounts.BuildsandmaintainsbusinessrelationshipswithkeybuyersbyapplyingtheprinciplesofstrategicaccountmanagementtoachieveaccountmarketsharegoalsacrossallMarriottlodgingbrandsinthemarket.Developsstrongpartnershipswithbuyersforthepurposeofpenetratingandgrowingmarketshareanddrivingnationalaccountsalesforallproperties.LeveragesMarriott'sproductsandservicesasateammemberwithintheirassignedaccountportfolio.ResponsibleforincreasingMarriott'spreference,loyaltyandprofitablesharewithinassignednationalaccountsandcontributetooverallNationalSalesTeamsuccessthroughthedirectsaleseffortsofrevenuegenerationandvaluecreation. Executestheoverallaccountstrategyforassignednationalaccounts togenerateandmaximizebusiness.
CANDIDATEPROFILE
EducationandExperience
Required:
• Minimumof8 - 10yearsofrelevantsalesandmarketingexperience.
Preferred:
• Relevantuniversityorcollegequalificationordegree.
• TotalAccountManagementexperience.
• Hospitalitysalesexperience.
• Englishlanguage,writtenandspoken.
• Locallanguage, writtenandspoken.
CORE WORKACTIVITIES
The roleoftheSalesManager, NationalSalesistosupport theNationalSalesTeamvisionandmissionbyexecuting transactionalsalesexcellence.
SalesandAccountManagement
• Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Qualify potential accounts and re-qualifies existing accounts with accuracy.
• Demonstrates benefits of total account management and team-based sales.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the 'buy' decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend Marriott products that match both the customer needs as well as the hotel's business needs. Suggest positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level.
• Assumes responsibility for proactive account, segment or regional sales.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)
• Executes and supports Marriott's Customer Service Standards and hotel'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 feature and services that best meet their needs and exceed their expectations, while building an Account and loyalty to Marriott International.
RevenueGeneration
• Relatescustomerneedstoproductcapabilities.
• WorkswithRevenueManagementtosupportaccountstrategyin-market.
• Buildsandstrengthensaccountswithexistingandnewcustomers,industryorganizationsandbrandnetworktoenablefuturebookings,includingsalescalls,entertainment,familiarization('fam')trips,tradeshows,etc.
• Pursuesinitiativestocapitalizeonstrengthsandmarketopportunities,andtocountercompetitivethreats.
ValueCreation
• Anticipatesandquicklyseizesopportunitiesnotobvioustootherstobuildcustomersatisfaction.
• Deliversoncommitmentstocustomers.
• Deliversvalue-addedproductsandservicestocreatelongtermcustomerloyalty.
• Focusesontwo-waycommunicationtoensurewin-winrelationshipismaintained.
• Servesastheaccount's'localserviceguarantee'byensuringthatoutstandingservicedeliveryismaintainedateverycustomertouchpoint,issuesareresolvedtimelyandtothecustomers'100%satisfaction.
• Understandstheoverallmarketdynamics-competitors'strengthsandweaknesses,economictrends,supplyanddemandetc.andhowtoselltoassignedaccounts.Actasthecustomer'sadvocatethroughunderstandingaccountneedsandopportunities.Identifyemergingbusinessopportunitiesandriskswithinassignedaccountsandprovidefeedbacktokeystakeholders(i.e.propertyLeadership).
• Resolveguestissuesthatariseinthesalesprocesseffectivelyandbringsissuestotheattentionofpropertyleadership,asappropriate.
• UsesknowledgeofMarriott'soperations,itsmarketsandcompetitorstopromotedialogueandenrichcustomerinteractions.
MarketIntegration&TeamParticipation
• Ensuresaccountsalesstrategiesarecommunicated,implementedandupdatedasmarketconditionsfluctuate.
• FacilitateseducationalopportunitiesthatenhancecredibilityandintegrationbetweentheNationalSalesTeamandinternalstakeholders.
• Identifiesandcultivaterelationshipswithkeycolleaguesandstakeholdersinotherpartsoftheorganization.
• Participateswithaccountteaminmarketpull-throughactivity.
Other
• Performsotherduties asassignedtomeetbusinessneeds.
MANAGEMENTCOMPETENCIES
Leadership
• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication -Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making -Identifies and understands issues, problems, and opportunities obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others makes a good first impression and represents the company in alignment with its values.
Managing Execution
• Building and Contributing to Teams -Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Sets high standards of performance for self and/or others assumes responsibility for work objectives initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals proactively takes action and goes beyond what is required.
• Planning and Organizing -Gathers information and resources required to set a plan of action for self and/or others prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
• Coworker Relationships -Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships -Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company's service standards.
• Global Mindset -Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives utilizes differences to drive innovation, engagement and enhance business results and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen -Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
• Salesand Marketing-Knowledgeofsalesand marketing conceptsincluding principlesand methodsforshowing, promotingandsellingproductsorservicesaswellasmarketingstrategiesandtactics.
• Analysis -Theability toanalyzeandsummarizedetaileddata tomakeinferences and recommendations.Included is thecreationandmaintenanceofspreadsheetsforstoringdata.
• Research-Skillincollectinginformationfrom avarietyofsourcesrelating tomarket data, historicalcycles,travelandtourismtrends,andrealestatemarketdynamics.Theabilitytoknowwhentoseekadditioninformationandwheretolooktofindit.
• Computer Skills -The willingnesstolearn and abilityto use computer systemsand softwarepackagestoinput,access,modify,store,oroutputinformationortoexecuteprogramsandanalyses.Thisincludestheabilitytoenterandretrievedatafromcomputersystemsusingakeyboard,mouse,ortrackball.
• EconomicsandFinance- Knowledgeofeconomicprinciplesandpractices,P&Lstatements,operatingbudgets,forecastingandscheduling,andthereportingoffinancialdata.
• RevenueManagement-Understanding ofrevenuemanagementconcepts, processes andstrategies suchasaverage daily rate,revenueperavailableroom,salescyclesandtrends,accountmanagement,pricingandinventorymanagement.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
• Reading Comprehension - Understands written sentences and paragraphs in work related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.
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
8.00-10.00 Years
Managesand/orprovidesdedicatedaccountmanagementsupporttoatargetedportfolioofnationalaccounts.BuildsandmaintainsbusinessrelationshipswithkeybuyersbyapplyingtheprinciplesofstrategicaccountmanagementtoachieveaccountmarketsharegoalsacrossallMarriottlodgingbrandsinthemarket.Developsstrongpartnershipswithbuyersforthepurposeofpenetratingandgrowingmarketshareanddrivingnationalaccountsalesforallproperties.LeveragesMarriott'sproductsandservicesasateammemberwithintheirassignedaccountportfolio.ResponsibleforincreasingMarriott'spreference,loyaltyandprofitablesharewithinassignednationalaccountsandcontributetooverallNationalSalesTeamsuccessthroughthedirectsaleseffortsofrevenuegenerationandvaluecreation. Executestheoverallaccountstrategyforassignednationalaccounts togenerateandmaximizebusiness.
CANDIDATEPROFILE
EducationandExperience
Required:
• Minimumof8 - 10yearsofrelevantsalesandmarketingexperience.
Preferred:
• Relevantuniversityorcollegequalificationordegree.
• TotalAccountManagementexperience.
• Hospitalitysalesexperience.
• Englishlanguage,writtenandspoken.
• Locallanguage, writtenandspoken.
CORE WORKACTIVITIES
The roleoftheSalesManager, NationalSalesistosupport theNationalSalesTeamvisionandmissionbyexecuting transactionalsalesexcellence.
SalesandAccountManagement
• Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Qualify potential accounts and re-qualifies existing accounts with accuracy.
• Demonstrates benefits of total account management and team-based sales.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the 'buy' decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend Marriott products that match both the customer needs as well as the hotel's business needs. Suggest positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level.
• Assumes responsibility for proactive account, segment or regional sales.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)
• Executes and supports Marriott's Customer Service Standards and hotel'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 feature and services that best meet their needs and exceed their expectations, while building an Account and loyalty to Marriott International.
RevenueGeneration
• Relatescustomerneedstoproductcapabilities.
• WorkswithRevenueManagementtosupportaccountstrategyin-market.
• Buildsandstrengthensaccountswithexistingandnewcustomers,industryorganizationsandbrandnetworktoenablefuturebookings,includingsalescalls,entertainment,familiarization('fam')trips,tradeshows,etc.
• Pursuesinitiativestocapitalizeonstrengthsandmarketopportunities,andtocountercompetitivethreats.
ValueCreation
• Anticipatesandquicklyseizesopportunitiesnotobvioustootherstobuildcustomersatisfaction.
• Deliversoncommitmentstocustomers.
• Deliversvalue-addedproductsandservicestocreatelongtermcustomerloyalty.
• Focusesontwo-waycommunicationtoensurewin-winrelationshipismaintained.
• Servesastheaccount's'localserviceguarantee'byensuringthatoutstandingservicedeliveryismaintainedateverycustomertouchpoint,issuesareresolvedtimelyandtothecustomers'100%satisfaction.
• Understandstheoverallmarketdynamics-competitors'strengthsandweaknesses,economictrends,supplyanddemandetc.andhowtoselltoassignedaccounts.Actasthecustomer'sadvocatethroughunderstandingaccountneedsandopportunities.Identifyemergingbusinessopportunitiesandriskswithinassignedaccountsandprovidefeedbacktokeystakeholders(i.e.propertyLeadership).
• Resolveguestissuesthatariseinthesalesprocesseffectivelyandbringsissuestotheattentionofpropertyleadership,asappropriate.
• UsesknowledgeofMarriott'soperations,itsmarketsandcompetitorstopromotedialogueandenrichcustomerinteractions.
MarketIntegration&TeamParticipation
• Ensuresaccountsalesstrategiesarecommunicated,implementedandupdatedasmarketconditionsfluctuate.
• FacilitateseducationalopportunitiesthatenhancecredibilityandintegrationbetweentheNationalSalesTeamandinternalstakeholders.
• Identifiesandcultivaterelationshipswithkeycolleaguesandstakeholdersinotherpartsoftheorganization.
• Participateswithaccountteaminmarketpull-throughactivity.
Other
• Performsotherduties asassignedtomeetbusinessneeds.
MANAGEMENTCOMPETENCIES
Leadership
• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication -Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making -Identifies and understands issues, problems, and opportunities obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others makes a good first impression and represents the company in alignment with its values.
Managing Execution
• Building and Contributing to Teams -Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
• Driving for Results - Sets high standards of performance for self and/or others assumes responsibility for work objectives initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals proactively takes action and goes beyond what is required.
• Planning and Organizing -Gathers information and resources required to set a plan of action for self and/or others prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
• Coworker Relationships -Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships -Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company's service standards.
• Global Mindset -Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives utilizes differences to drive innovation, engagement and enhance business results and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen -Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
• Salesand Marketing-Knowledgeofsalesand marketing conceptsincluding principlesand methodsforshowing, promotingandsellingproductsorservicesaswellasmarketingstrategiesandtactics.
• Analysis -Theability toanalyzeandsummarizedetaileddata tomakeinferences and recommendations.Included is thecreationandmaintenanceofspreadsheetsforstoringdata.
• Research-Skillincollectinginformationfrom avarietyofsourcesrelating tomarket data, historicalcycles,travelandtourismtrends,andrealestatemarketdynamics.Theabilitytoknowwhentoseekadditioninformationandwheretolooktofindit.
• Computer Skills -The willingnesstolearn and abilityto use computer systemsand softwarepackagestoinput,access,modify,store,oroutputinformationortoexecuteprogramsandanalyses.Thisincludestheabilitytoenterandretrievedatafromcomputersystemsusingakeyboard,mouse,ortrackball.
• EconomicsandFinance- Knowledgeofeconomicprinciplesandpractices,P&Lstatements,operatingbudgets,forecastingandscheduling,andthereportingoffinancialdata.
• RevenueManagement-Understanding ofrevenuemanagementconcepts, processes andstrategies suchasaverage daily rate,revenueperavailableroom,salescyclesandtrends,accountmanagement,pricingandinventorymanagement.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
• Reading Comprehension - Understands written sentences and paragraphs in work related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.
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
8.00-10.00 Years
💡 Quick Summary
Seeking a career-building opportunity? The Senior Sales Manager| NSO position is now open for candidates interested in the MIS Executive sector. This role in bengaluru offers a professional environment and growth potential.
Requirement Snapshot: Candidates should possess basic communication skills, a proactive attitude, and the ability to work in a team. Experience in MIS Executive is a plus.
