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Cluster Senior Sales Manager

Marriott International
Saudi Arabia, KSA
Contract
Senior
2 months ago
Sales StrategyClient Relationship ManagementNegotiationSales ForecastingTeam LeadershipCRM Software
Free

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Key skills for this role

Sales StrategyClient Relationship ManagementNegotiation
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Maximizing Revenue & Managing Profitability

  • Develops and implements the overall account strategy for assigned accounts.
  • Retains, expands and grows account revenue of existing accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.
  • Penetrates assigned accounts for transient and group, as well as exploring opportunities for extended stay and catering sales business.
  • Identifies and solicits new accounts in coordination with any relevant Sales and Marketing colleagues and Above Property Sales.
  • Develops and implements strategic sales plans.
  • Builds and strengthens 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.
  • Understands the overall market dynamics - competitors strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts.
  • Identifies emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e. property Leadership).
  • Identifies and implements process improvements and best practices.
  • Promotes accountability to drive superior business results.
  • Achieves account revenue and sales goals as defined by Leadership. Develop and achieve operating budgets and manage controllable expenses.
  • Anticipates and identifies business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction.
  • Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
  • Engages in property related events that support the development of existing and new accounts (e.g., GM Reception, Concierge Level hospitality, etc).

Managing Sales Activities

  • Executes sales strategy to achieve property goals.
  • Maintains current business Accounts for new business within accounts.
  • Executes designated sales strategies to develop and solicit specific accounts to achieve revenue goals.
  • Includes successful execution of Sales strategies and business processes.
  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
  • Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
  • Executes and supports Customer Service Standards and hotel s Brand Standards.
  • Participates in and practice daily service basics of the brand (i.e., MHR Spirit to Serve Daily Basics, RHR Savvy Service Basics, Courtyard Basics of the Day).
  • Leverages methodologies, technical and business knowledge across the market.

Building Successful Relationships

  • Collaborates and engages third parties that are sourced through the organization for their individual travel or group planning needs.
  • Serves as the account s local service guarantee by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers 100% satisfaction.
  • Leverages Above Property Sales and property Leadership to ensure account saturation, pull-through of account strategies and selling solutions at the local property level.
  • Develops a close working Account with Operations to ensure execution of strategies at the hotel level.
  • Leverages 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.

Providing Exceptional Customer Service

  • 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 solutions both prior to, and during the program/event.
  • Acts as the customer s advocate through understanding account needs and opportunities.
  • Resolves guest issues that arise in the sales process. Brings issues to the attention of property leadership.
  • 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 features and services that best meet their needs and exceed their expectations, while building a Account and loyalty to the business.

Additional Responsibilities

  • Conducts and coordinates site inspections for hotels, as required.
  • Performs other duties, as assigned, to meet business needs.

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