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Marriott Sales Manager, NSO Kolkata in Mumbai, India

Job Number 22105490

Job Category Sales & Marketing

Location Mumbai Area Office, 303A-304 Fulcrum B Wing Hiranandani Business Park, Mumbai, Maharashtra, India

Brand Corporate

Schedule Full-Time

Relocation? N

Position Type Management

Located Remotely? N

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?

JOB SUMMARY

Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott’s products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott’s preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.

CANDIDATE PROFILE

Education and Experience

Required:

  • Minimumof 2 years of relevant sales and marketingexperience.

Preferred:

  • Relevantuniversityor college qualification or degree.

  • Total Account Management experience.

  • Hospitalitysales experience.

  • Englishlanguage,writtenand spoken.

  • Local language,written and spoken.

CORE WORK ACTIVITIES

The role of the Sales Manager, National Sales is to support the National Sales Team vision and mission by executing transactional sales excellence.

Sa l e s and Account Management

  • Executesales 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.

  • Penetratesassignedaccounts for group and transient, as well as exploring opportunities for extended stay and cateringsales business.

  • Identifiesand aggressivelysolicits new accounts in coordination with any relevantSales and Marketing.

  • Qualifypotentialaccounts and re-qualifies existing accounts with accuracy.

  • Demonstrates benefits of total account management and team-based sales.

  • Developsopportunitysales planwithactionable steps toattain revenue goals.

  • Identifieskey purchase points and decision-makers that influence the “buy” decision.

  • Maintainsaccount informationin Opera Sales and Catering to ensure accurate and up-to-date account reporting.

  • Qualifieseach 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 appropriatesales and property Leadership to ensure account saturation,pull-through of account strategies and selling solutions at the local property level.

  • Assumesresponsibilityfor proactive account, segment or regionalsales.

  • Supportsdata gathering,reporting & trackingfunctions.

  • Understands traditionalindustry processes (pricing, RFPs, proposals, etc)

  • Executesand supports Marriott’s Customer ServiceStandards and hotel’sBrandStandards.

  • Executesexemplarycustomer service to drive customer satisfaction and loyalty by assisting the customer and ensuringtheir satisfaction before and duringtheir program/event.

  • Servesthe customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed theirexpectations, while building an Account and loyalty to MarriottInternational.

Revenue Generation

  • Relatescustomer needs to product capabilities.

  • WorkswithRevenue Management to support account strategy in-market.

  • Buildsand strengthens accounts withexisting and new customers, industryorganizations and brand network to enable future bookings, includingsalescalls, entertainment, familiarization(‘fam’)trips, trade shows, etc.

  • Pursuesinitiativesto capitalize on strengths and market opportunities, and to counter competitive threats.

Value Creation

  • Anticipatesand quickly seizes opportunities not obvious to others tobuild customer satisfaction.

  • Deliverson commitments to customers.

  • Deliversvalue-addedproducts and services to create long term customer loyalty.

  • Focuses on two-way communication to ensure win-winrelationshipismaintained.

  • Servesas the account’s “local service guarantee” by ensuring that outstandingservicedeliveryis maintained at every customer touch point,issues are resolvedtimely and to the customers’ 100% satisfaction.

  • Understands 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. Identifyemerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders(i.e. property Leadership).

  • Resolveguest issues that arisein the sales process effectively and bringsissues to the attention of property leadership, as appropriate.

  • Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

Ma rk e t Integration & Team Participation

  • Ensuresaccount sales strategies are communicated,implemented and updated as market conditions fluctuate.

  • Facilitateseducationalopportunities that enhance credibility and integration between the National Sales Team and internal stakeholders.

  • Identifiesand cultivate relationships with key colleagues and stakeholders in other parts of the organization.

  • Participateswith account team in market pull-throughactivity.

Other

  • Performsother duties as assigned to meet business needs.

MANAGEMENT COMPETENCIES

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.

  • Sales and Marketing - Knowledgeofsalesand marketing conceptsincludingprinciplesand methods for showing, promoting and sellingproductsorservicesaswellasmarketingstrategiesandtactics.

  • Analysis - The ability toanalyzeandsummarizedetaileddata tomakeinferences andrecommendations.Included is thecreationandmaintenanceofspreadsheets for storingdata.

  • Research - Skill in collectinginformationfrom a varietyofsourcesrelating tomarket data,historicalcycles,travelandtourismtrends, and realestatemarketdynamics. The abilitytoknowwhento seek additioninformation and whereto look tofindit.

  • Computer Skills - The willingnesstolearn and abilitytousecomputer systems andsoftwarepackagestoinput,access,modify,store,oroutputinformationortoexecuteprogramsandanalyses. This includesthe ability toenter and retrievedatafromcomputersystemsusing a keyboard,mouse,ortrackball.

  • Economics and Finance - Knowledgeofeconomicprinciplesandpractices, P&L statements,operating budgets, forecasting and scheduling,and the reportingoffinancialdata.

  • Revenue Management - Understanding ofrevenuemanagement concepts, processes andstrategiessuchasaveragedailyrate,revenueperavailableroom,salescyclesandtrends,accountmanagement,pricingandinventory management.

  • 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 an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

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