Cluster Assistant Director of Sales - Johannesburg Marriott Hotel Melrose Arch at Marriott International

JOB SUMMARY

• Functions as the assistant sales leader of the property’s group sales effort for specific group business and manages a team of on property group sales associates.  Shares responsibility for achieving group revenue goals and guest and associate satisfaction. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process. 
• Manages the day-to-day leadership oversight of a team of on-property group Senior Sales Executives and administrative associates with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. Maintains accountability for verifying that the team maximizes group revenue opportunities by up selling and accurately forecasting revenues (e.g., catering and group rooms) for all events. Acts as the on-property liaison for group sales within the pre-defined peak room parameters for Property Sales.  Contracts and closes group business.  Achieves group revenue goals by actively up selling each business opportunity to maximize revenue opportunity. 

CANDIDATE PROFILE 

EDUCATION AND EXPERIENCE

Required:

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

Preferred: 

• 4-year college degree.
• Demonstrated skills in supervising a team.
• Group sales experience.

CORE WORK ACTIVITIES

MANAGING SALES ACTIVITIES

• Manages, directs and assists the on-property Senior Sales Executive to achieve revenue goals for all opportunities.
• Participates on the sales leadership team with Director of Sales and Marketing (DOSM), Director of Group Sales (DOGS) and Revenue teams.
• Achieves group revenue goals by responding to incoming group/catering opportunities for the property that are within the pre-defined peak room parameters.
• Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand etc.) and knows how to sell against them.
• Closes the best opportunities for the property based on market conditions and property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity.
• May act as the primary point of contact in resolving customer issues, contract issues and Group Lodging Organization (GLO) wide opportunities for bookings that are kept on property.
• Acts as lead "sales leader" onsite inspections (e.g., warm welcome, chef tables, fond farewell).
• Assists Director of Sales and Marketing (DOSM) and Director of Group Sales (DOGS) on executing corporate/ regional/ brand requests for information and data as well as owner meetings.
• Assists Director of Sales and Marketing (DOSM) and Director of Group Sales (DOGS) with execution of brand initiatives (e.g., Closing Day, stretch goals, Critical Control Points (CCP's), etc.).
• Participates in and aids in the completion of each hotel's business plan calls, group segment calls, and period end review calls.
• Provides specific sales representation at Line Up, Staff meeting, General Sessions, Projections meeting, and Strategy meetings.
• Develops and manages group sales revenue and operation budgets and provides forecasting reports.        
• Works with management team to create and implement a group sales/marketing plan addressing revenue, customers and market.
• Assists with selling, implementation and follow-through of group sales promotions.             
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards. 
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Participates in and practices daily service basics of the brand.
• Verifies that the property implements a seamless turnover from sales to operations and back to sales, while consistently delivering high level of service. 
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.   
• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. 
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process.
• Perform other duties, as assigned, to meet business needs.

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g., Group Sales within the Sales Office, Area Sales, Account Sales, Global Sales Team) to establish the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Interacts with guests/clients, sales and kitchen, vendors, competitors, local community, catering associations and other hotel departments in order to establish guest satisfaction.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and establishing their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
• 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 solution both prior to, and during the program/event.
• Coordinates and deploys group sales resources on-property to establish pull-through and sustainment of sales strategies and selling solutions. 
• Develops a close working relationship with operations to execute strategies at the hotel level. 

Leadership

• Functions as the leader of the property’s group sales effort for specific group business.
• Manages and directs the on-property dedicated group sales effort to achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective sales deployment strategies to grow market share. 
• Works with the Director of Sales and Marketing to establish understanding of sales strategy and effective implementation of this strategy for the hotel.
• Assists with managing the on property administrative support team.
• Provides leadership, mentoring and support for direct reports.
• Sets goals and completes performance management responsibilities for all direct reports.
• Shares responsibility for achieving group revenue goals, guest and associate satisfaction.
• Maintains ultimate accountability for verifying that the team maximizes group revenue opportunities by up-selling and accurately forecasting revenues (e.g., catering and group rooms) for all events.

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 full potential.

Generating Talent and Organizational Capability 

• Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
• 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.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
• Guest Services - Knowledge of procedures for wake-up services, safe deposit boxes, room and property amenities, property-specific programs (e.g., kids programs), guest rewards programs, and local attractions.  
• Front Desk - Knowledge of procedures and policies for check-in/check-out; pre-arrival planning; Marriott Rewards Program; Corporate-sponsored programs; Property based systems (i.e., MGS, MARSHA, PMS, Fidelio Opera, FOSSE, Call Accounting, Voicemail, Movies, Key); vendors, products, services, and merchandise; front desk supply management; room inventory management. 
• Problem Resolution- Ability to record, track and resolve guest problems via property software (i.e. Guestware, FOSSE, etc.) handle emergencies, and effectively deal with customer issues and complaints.
• 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 - 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 and ideas presented through spoken words and sentences.
• Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.