Director - Travel Industry, Retail Market Sales CALA

JOB SUMMARY

Provides leadership and direction to team to grow account share and drive
revenue across all brands in conformance with regional priorities and overall
segment strategies. Partners with key Sales teams (i.e. Global Sales
Organization) to verify the pull through of intermediary "segment" strategies
and tools in the market, as appropriate. Develops strategic relationships
with key segment buyers with the purpose of penetrating and growing local market
share and driving revenue to hotels within the organization.

CANDIDATE PROFILE

Education
and Experience

Required:

• High
school diploma or GED; 2 years’ experience in the sales and marketing, guest
services, front desk, or related professional.
OR

• 2-year degree
from an accredited university in Business Administration, Marketing, Hotel
and Restaurant Management, or related major; no work experience required.

Preferred:

• 4-year bachelor's degree
in Business Administration, Marketing, Hotel and Restaurant Management.

•
Lodging sales experience.

• Account management experience.

•
Proven leadership skills in supervising and managing associates

CORE WORK ACTIVITIES

Managing Sales
Activities

Team Leader

•
Verifies sales and marketing strategies and programs are in alignment with
the overall market goals.

• Tracks account growth and profitability
to positively influence customer purchasing behavior and reviews account lists
annually.

• Provides customer intelligence in evaluating the market
and economic trends that may lead to changes in sales strategy to meet or exceed
customer expectations.

• Partners with Sales leaders and Revenue
Management team to review sales results and plans for each property

•
Serves as the primary sales contact for the General Managers (GMs) and property
leadership teams for wholesale/tour operators

• Partners with Marketing
Communications to develop and execute marketing communication activities;
evaluates marketing opportunities by surfacing needs, and developing sales
and marketing tools for Market Sales

• Channels customer feedback,
as appropriate, on all aspects of opportunity management to the Travel Industry
Sales teams

• Maintains successful performance by increasing revenues,
controlling expenses, and providing a return on investment for Marriott
International.

• Partners with Market Sales Leader to engage with owners
and asset managers and communicate account strategy and market sales performance
metrics.

• Sets sales targets in collaboration with Market Sales Leader
& analytics team by account, associate and property to achieve the overall
revenue goals within the area.

• Attends strategy meetings
and coordinates pull through of segment strategies by Market Sales team.

Individual Performance

• Retains, expands
and grows account revenue through account growth, margin management
and implementation of sales and marketing initiatives in the key buying
locations.

• Partners with key Sales teams (i.e. Global Sales
Organization (GSO)) to verify the pull through of intermediary segment
strategies and tools in the market.

• Leverages appropriate corporate
(e.g., GSO, Marketing) and market resources (e.g. property leadership)
to establish pull-through and sustainment of account strategies and selling
solutions at the local property level.

• Achieves local account revenue
and sales goals as defined by Market leadership.

Develops and achieves operating budgets and manages controllable expenses.

• Leverages methodologies, technical and business knowledge across
the market.

• Anticipates and identifies business opportunities
and challenges and responds 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.

• Leverages all available sales channels (e.g., industry trade
shows/events, GSO, property sales teams, etc.) in an effort to optimize sales
revenues.

• Completes Marriott’s Wholesale Certification Program
(Wholesale).

• Attends Marriott’s annual trade show/customer event
for key accounts and hoteliers.

• Performs other duties, as assigned,
to meet business needs.

Building Successful
Relationships

• Serves as account’s “local service guarantee”
by verifying that outstanding service delivery is maintained at every customer
touch point, issues are resolved timely and to the customers’ 100%
satisfaction.

• Creates strong partnerships between field and corporate
by maintaining a productive dialogue and exchange of ideas.

• Acts as
the customer advocate through understanding the account needs
and opportunities.

• Identifies emerging business opportunities and risks
in the market to determine strategic Sales and Marketing implications
and provides feedback to key stakeholders; partners with key stakeholders
in account planning and determining strategy execution approaches for
the market.

• Manages relationships with the key buyers that drive
business to the market to optimize account reach and share for the assigned
segment.

• Develops working relationships with Property staff
and provides coaching on specific booking needs for motorcoach tour groups
and ad hoc international groups to establish pull-through of opportunities
of the assigned segment.

• Maintains relationships with key travel
programs already established at the enterprise-level for the leisure
segment.

• Develops a close working relationship with operations
to execute strategies at the property level.

All
positions offer a 401(k) plan, stock purchase plan, discounts at Marriott
properties, commuter benefits, employee assistance plan, and childcare
discounts. Benefits are subject to terms and conditions, which may include rules
regarding eligibility, enrollment, waiting period, contribution, benefit limits,
election changes, benefit exclusions, and others.

Full-time positions also offer coverage for medical, dental, vision, health care
flexible spending account, dependent care flexible spending account, life
insurance, disability insurance, accident insurance, adoption expense
reimbursements, paid parental leave and educational assistance.

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Washington Full-time Management Applicants Only:
Employees will accrue paid sick leave, 0.01282 PTO balance for every hour worked
and be eligible to receive a minimum of 7 holidays annually.

Washington Full-time Non-Management Applicants Only:
Employees will accrue paid sick leave, 0.00128 PTO balance for every hour worked
and be eligible to receive a minimum of 7 holidays annually.