Area Sales Leader

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?

Reports to: Area Director, Sales-Florida

Focus : Florida

Responsible for Complex Set of Hotels

JOB SUMMARY

Providesleadership and direction to a team of area-based property sales associates togrow account share and drive revenue across hotels with regional priorities andoverall segment strategies. Sets salestargets by associate and property to achieve the overall revenue goals withinthe area. Provides day to day leadershipto the area teams to achieve assigned revenue and market share goals. Provides direct supervision to property-basedsales managers for properties without sales leadership. Monitors pull-throughof segment strategies and partners with General Managers to verify propertiesattain and grow sales/revenue objectives. Coordinates with the Group Sales teams within the Sales Office tosuccessfully execute the sales strategy relating to transactionalexcellence. Maintains accountability forachieving revenue goals, team booking pace goals, guest and associatesatisfaction and overall financial performance of hotels within their purview.

CANDIDATEPROFILE

Education and Experience

Required:

• Highschool diploma or GED; 4 years experience in the sales and marketing, guestservices, front desk, or related professional area.

OR

• 2-yeardegree from an accredited university in Business Administration, Marketing,Hotel and Restaurant Management, or related major; 2 years experience in thesales and marketing or related professional area.

Preferred:

• 4-yearbachelor's degree in Business Administration, Marketing, Hotel and RestaurantManagement.
• Provenleadership skills in supervising and managing associates.
• Lodgingsales experience.
• Accountmanagement experience.

CORE WORKACTIVITIES

ManagingSales Activities

• Verifiesarea Sales and Marketing strategies and programs are in alignment with theoverall market goals.
• Tracks account growth and profitability topositively influence customer purchasing behavior.
• Implementsthe brand's service strategy and applicable brand initiatives in all aspects ofthe sales process and focuses on building long-term, value-based customerrelationships that enable achievement of the hotel's' sales objectives.
• Reviews the Smith Travel Research STAR report, reviewscompetitive shopping reports, researches competitor's sales team strategies anduses other resources to grow occupancy and RevPAR and increase market share.
• Gains understanding of the hotel's primary targetcustomer to generate better business solutions.
• Provides customer intelligence in evaluating the marketand economic trends that may lead to changes in sales strategy to meet orexceed customer expectations.
• Evaluatesmarket and economic trends and introduces appropriate changes in salesstrategies to generate increased revenue and establish competitive position inthe market for each property.
• Manages the development of a strategic account plan forthe demand generators in the market, and confirms sales team is leveraging MarriottInternational (MI) demand engines to full potential.
• Focuses on proactive selling and penetrating accounts.
• Partners with Group Sales leaders within the SalesOffice and Property Stakeholders to review sales results and plans for eachproperty with re-solicitation efforts and account assignments.
• Focuses on building each property's top linerevenue by developing a sales strategy that utilizes on-property andoff-property sales channels to deliver results.
• Serves as the primary sales contact for the GeneralManagers (GMs) and property leadership teams.
• Understands and accurately represents individualproperty needs.
• Partners with Field Marketing to develop andexecute marketing communication activities; evaluates marketing opportunitiesby surfacing needs,
• Channels customer feedback, as appropriate, on allaspects of opportunity management to the Group Sales teams.
• Supportshotel development efforts for their hotels to gainfully grow the MarriottInternational Brand; provides input, as required, to the feasibility ofprojects, pro-forma development and approval, and sales and marketing plandevelopment and execution in new and converted hotels.
• Developsactionable recommendations and responses to optimize performance and drivegrowth and profitability.
• Inpartnership with Revenue Management, develops business sales strategy plan toachieve property goals; utilizes the property diagnostic process to maximizerevenue and profits.
• Partnerswith Revenue Management for the annual pricing process, request for proposal(RFP) and development of the marketing business plan.
• Monitorslocal property business outlook and consults with Revenue Management onstrategy.
• Monitorsall hotels in the market. Plays a challenge role in the review of on-going property-basedsales & marketing decisions and initiatives establishing the rightapproaches and resources are brought to bear on property business challengesand opportunities.
• Createsand implements solutions for hotels that are not performing toexpectation.
• Maintainssuccessful performance by increasing revenues, controlling expenses andproviding a return on investment for the owner and Marriott International.
• Partners with Market Sales Leader to engage withowners and asset managers and communicate account strategy and hotel'sperformance metrics.
• Monitorspull-through of segment strategies and partners with General Managers to verifythat their hotels attain and grow sales/revenue objectives.
• Sets sales targets by associate and property toachieve revenue goals for hotels within their purview.
• Performs other duties, as assigned, to meetbusiness needs.

BuildingSuccessful Relationships

• Develops and manages internal key stakeholderrelationships.
• Serves as the property sales liaison with all saleschannels, Revenue Management, Event Management, Regional MarketingCommunications and other hotel departments as appropriate.
• Develops strong community and public relations by verifyingthat properties participate in local market trade shows and client events.
• Develops a close working relationship withoperations to execute service and selling strategies at the hotel level.
• Monitorsthe effective resolution of guest issues that arise as a result of the salesprocess by creating mechanisms to channel issues to property leadership and/orother appropriate stakeholders.

Leadership

• Manages and directs the area-based property salesteam and promotes accountability to drive superior business results within thearea.
• Providesleadership and direction to a team of area-based sales associates to driverevenue across hotels with regional priorities and overall segmentstrategies.
• Forproperties without sales leadership, manages and directs property-based seniorsales executives and/or destination sales executives to achieve hotel revenuegoals.
• Deployssales teams against the most profitable property-based customer accounts. Setsperformance targets that focus hotel sales associates to grow account share anddrive revenue to local hotels.
• Serves as a change agent for hotels within theirpurview and plays a key leadership role in driving the implementation,pull-through and sustainment of Sales Transformation and related programs andkey initiatives (e.g., CI/TY, etc.).
• Partners with Human Resources to attract, developand retain the right people to support the strategic priorities of the market.
• Creates effective structures, processes, and jobs,and verifies performance management systems are in place.
• Sets goals and expectations for direct reportsusing the Leadership Performance Process (LPP), aligns performance and rewards,appropriately addresses performance issues and holds staff accountable forsuccessful results.
• Forecasts talent needs and manages talentacquisition strategy with Human Resources (HR) to minimize lost time due toturnover.
• Keeps an active list of the competition's bestsales people and executes a recruitment and acquisition plan with HR.
• Champions leadership development and workforceplanning priorities by assessing, selecting, retaining and developing diverse,high-caliber talent that can lead the organization today and strengthen theleadership bench for the future; continues to upgrade the sales & marketingtalent; works with HR to anticipate future talent needs based on businessgrowth plans.
• Reviews sales activity performance and addressesopportunity areas with direct reports.
• Identifies training needs and verifies that associatesunderstand and execute against the Total Account Management Process.
• Providesday to day leadership to the area Group, Business Transient and Catering Sales teamsto achieve assigned revenue and market share goals.
• Providesdirect supervision to property-based sales managers for properties withoutsales leadership.
• Maintainsaccountability for achieving revenue goals, team booking pace goals, guest andassociate satisfaction and overall financial performance of hotels within theirpurview.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability - Determines how change impacts self and others; displays flexibilityin adjusting priorities; and communicates both the reasons for change and howit impacts the workplace.
• Communication - Customizesapproach to conveying complex information and ideas to others in a convincingand engaging manner; appropriately interprets verbal and non-verbal behavior;and models active listening to ensure understanding.
• Problem Solving andDecision Making - Models and coaches others on breaking complexissues into manageable parts, identifying and evaluating alternatives and theirimplications before making decisions, and involving and gaining agreement fromothers when making key decisions.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respectfrom others; makes a good first impression and represents the company inalignment with its values.

Managing Execution

• Building and Contributingto Teams - Leads and participates as a member of a team tomove the team toward the completion of common goals while fostering cohesionand collaboration among team members.
• Driving for Results - Sets high standards of performance for self and/or others; assumesresponsibility for work objectives; initiates, focuses, and monitors theefforts of self and/or others toward the accomplishment goals; proactivelytakes action and goes beyond what is required.
• Planning and Organizing - Gathers information andresources required to set a plan of action for self and/or others; prioritizesand arranges work requirements for self and/or others to accomplish goals andensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, andconfidence in the pursuit of organizational goals and lastingrelationships.
• Customer Relationships - Develops and sustains relationships based on an understanding ofcustomer needs and actions consistent with the company's service standards.
• Global Mindset - Supports employees and business partners withdiverse styles, abilities, motivations, and/or cultural perspectives; utilizesdifferences to drive innovation, engagement and enhance business results; andensures employees are given the opportunity to contribute to their fullpotential.

Generating Talent and Organizational Capability

• Organizational Capability- Evaluates and adaptsthe structure of team assignments and work processes to best fit the needsand/or support the goals of an organizational unit.
• Talent Management - Provides guidance and feedback to help individuals develop and strengthenskills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learningopportunities to improve performance of self and/or others.
• Business Acumen - Understandsand utilizes business information to manage everyday operations and generateinnovative solutions to approach team, business, and administrative challenges.
• Technical Acumen - Understands and utilizes professional skills and knowledge in aspecific functional area to conduct and manage everyday business operations andgenerate innovative solutions to approach function-specific work challenges
• Devising SalesStrategies and Solutions - Trying different and novel ways to deal withsales challenges and opportunities; taking courses of action or developingsales strategies that appropriately consider available facts, constraints,competitive circumstances, and probable consequences.
• Sales Coaching - Provides timelycoaching, guidance, and feedback to help others excel on the job and meet keyaccountabilities.
• Sales Opportunity Analysis - Ability to understand andutilize economic, financial, industry, and organizational data; accuratelydiagnosing customer needs and issues that can inform sales strategies.
• Financial Acumen - Solid understanding of revenue and profitability drivers for MarriottInternational's properties and brands (e.g., ability to analyze Profit and Loss(P&L) L statements, develop operating budgets, forecasting and capitalexpenditure planning).
• Management ofFinancial Resources-Abilityto analyze (P&L) statements, develop operating budgets and revenue goals,forecasting, and capital expenditure planning; determining how money will bespent to get the work done, and accounting for these expenditures.
• RevenueManagement- Knowledge of total hotel revenue management concepts, processes andstrategies (including sales cycles and trends, account management, pricing, andinventory management).
• Basic Competencies - Fundamental competencies required for accomplishing basic workactivities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers,word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly,correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Demonstrates ability to listen to and understand information andideas presented through spoken words and sentences.
• Reading Comprehension - Demonstrates understanding of written sentences and paragraphs inwork-related documents.

Writing-Communicates effectively in writing as appropriate for the needs of theaudience.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.