**Job Number** 21017040**Job Category** Sales & Marketing**Location** CALA Regional Office, 1200 S.
Pine Island Road, Plantation, Florida, United States VIEW ON MAP (oogle.com/maps?q=CALA+Regional+Office%2C1200+S.+Pine+Island+Road%2CPlantation%2CFlorida%2CUS)**Brand** Corporate**Schedule** Full-Time**Relocation?** N**Position Type** Management**Located Remotely?** YMarriott 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**Provides account management support and handles customer inquiries for international and domestic retail travel agencies focused on leisure business, located in top source markets that buy locally within the market.
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 the hotel within the organization.
Drives customer loyalty by delivering service excellence through each customer experience and reports to the Director of Sales and Marketing.
Processes business correspondence, creates contracts and other related booking documentation as required.
Maintains a network in the defined market, and knowledge of property operations and amenities.**LOCATION: Must be remote based in Los Angeles, CA****CANDIDATE PROFILE**Education and Experience
· Bachelor’s degree in Hotel Management, Business, Sales, Marketing or a relevant field of work, or an equivalent+ Minimum three to five years of managing experience in the hospitality industry.
Minimum two years’ experience as a Sales Manager, luxury or ultra-luxury environment preferred.**CORE WORK ACTIVITIES****Managing Sales Activities**
· 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.
· Responds in a timely manner to all incoming business transient opportunities that are within predefined parameters.
· 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.
· Qualify and manage travel industry accounts in assigned territory representing Zadun, A Ritz-Carlton Reserve
· Assist in the development of the annual business plan, ensure projects are executed for designated market areas as stated in the hotel marketing plan with emphasis on increasing sales and profitability
· Create and execute account plans for assigned market territory to ensure maximum revenue and budgeted targets are achieved.
· Conduct sales calls, prospecting calls, site inspections, and entertainment in the assigned markets Assist DOSM to drive awareness, secure key target accounts and generate new business opportunities to position the in the marketplace.
· Organize promotional events in the region with Director of Sales & Marketing.
· Organize and participate in familiarization trips from key client base on property
· Maintain active participatory role in revenue meetings
· Ensure current and prospective client databases are maintained, that files are kept current and accessible.
· Prepare and submit monthly reports to Director of Sales & Marketing.
· Prepare pre-trip and post-trip reporting of any travel and tradeshow related activities.
· Participate in monthly sales department and revenue and strategy meetings.
· Work closely with the resort operations to deliver standard services.
· Verifies business booked reflects the best opportunities for the property based on market conditions and individual property needs.
· Secures and signs new accounts through negotiations
· Other duties as required**Managing Leisure Sales Activities**
· Focuses on leisure opportunities from retail travel agencies.
· Partners with Global Account Executives that manage Travel Management Company (TMC) & Consortia relationships (e.g.
AmEx, Carlson) to pull through leisure business from local branches.
· Supports the DOSM on market-level and property-specific strategies and initiatives.
Pulls-through existing national and regional promotions with travel agency customers.
· Works with DOSM team to help implement the market’s leisure strategy at key buying locations.
Verifies local market strategy is in alignment with the overall account goals.
· Gains expertise in resort amenities (e.g.
Golf, Spa), ‘new package offerings’ and market promotions; promotes offerings with local buyers.
· Develops complete understanding of Marriott’s value proposition to the travel agency market and all associated programs and services
· Partners with Senior Account Executive (SAE), Travel Industry Wholesale to pull through business within launch market and sustain selling solutions at the property level.
· Understands competitive market set and economic environment in order to position hotels appropriately during sales process.
· Attends appropriate trade shows, travel agency shows, and retail agency events.
· Assists with business for other source markets on behalf of travel agency customers, as a value-added service.
· Focuses on leisure transient and group opportunities from retail travel agencies.**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 segment.
· Develops working relationships with Property staff and provides coaching on specific booking needs to establish pull-through of opportunities of the wholesale segment.
· Develops and manages relationships with key buyers that drive business to the local market, optimize share and grow the leisure 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.
· Develops working relationships with Sales teams and provides coaching on specific booking needs of travel agency business.**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, develop and evaluate alternatives and solutions, solve problems, and choose 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**
– Actively participates as a member of a team to move the team toward the completion of goals.
· **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 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