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Location

Mumbai | India

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Job description

Job Number 24038661 Job Category Sales & Marketing Location Mumbai Area Office, 303A-304 Fulcrum B Wing Hiranandani Business Park, Mumbai, Maharashtra, India VIEW ON MAP Schedule Full-Time Located Remotely? N Relocation? N Position Type Management

JOB SUMMARY

Manages and/or provides dedicated account management support to a complex 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.

CANDIDATEPROFILE

Education and Experience

Required :

• Minimum of 5 years of relevant sales and marketing experience.

Preferred :

• Relevant university or college qualification or degree.
• Total Account Management experience.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.

CORE WORK ACTIVITIES

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

Sales and Account Management

• Develops and implements the overall account strategy for assigned accounts. Execute sales 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.
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• Maintains current business accounts for new business within accounts.
• Qualify potential accounts and re-qualifies existing accounts with accuracy.
• Articulates the financial benefits of a proposal as it pertainsto the customer’s businessobjectives.
• Collects and analyzes key information about the customer’s businessand/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrates benefits of total accountmanagement and team-based sales.
• Demonstrates working knowledgeof legal issues within industry.
• Develops opportunity salesplan with actionable stepsto attain revenuegoals.
• Identifies key purchase points and decision-makers that influence the “buy” decision.
• Maintains account information in SFA and other tools to ensure accurateand up-to-date account reporting.
• Qualifies each business opportunity and recommend Marriottproducts that matchboth the customerneeds as well as the hotel’sbusiness needs. Suggest positivealternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure accountsaturation, pull-through of account strategies and sellingsolutions at the local propertylevel.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, strategic account plans, portfolio management   etc)
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.

• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring 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 an Account and loyalty to Marriott International.

Revenue Generation

• Relates customerneeds to productcapabilities.
• Routinely quantifies the businessimpact to both the customer and Marriott.
• Works with RevenueManagement to supportaccount strategy in-market.
• Builds and strengthens accountswith existing and new customers, industry organizations and brand networkto enable future bookings, including sales calls, entertainment, familiarization (‘fam’) trips, trade shows, etc.
• Pursues initiatives to capitalize on strengthsand market opportunities, and to countercompetitive threats.

Value Creation

• Anticipates and quickly seizesopportunities not obviousto others to build customersatisfaction.
• Delivers on commitments to customers.
• Delivers value-added productsand services to createlong term customer loyalty.
• Focuses on two-waycommunication to ensure win-winrelationship is maintained.
• Serves as the account’s “local serviceguarantee” by ensuringthat outstanding servicedelivery is maintained at every customertouch point, issuesare resolved timelyand to the customers’ 100% satisfaction.
• Understands the overall marketdynamics - competitors’ strengths and weaknesses, economic trends, supplyand demand etc. and how to sell to assigned accounts. Act as the customer’s advocatethrough understanding accountneeds and opportunities. Identify emerging business opportunities and risks within assignedaccounts and provide feedbackto key stakeholders (i.e. propertyLeadership).
• Resolve guest issues that arise in the sales processeffectively and brings issues to the attention of property leadership, as appropriate.
• Positions self as “SubjectMatter Expert”in terms of customeror account activity, businesssegment activityor market/region activity.
• Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Team Participation

• Ensures accountsales strategies are communicated, implemented and updated as market conditions fluctuate.
• Facilitates educational opportunities that enhance credibility and integration betweenthe National Sales Team and internal stakeholders.
• Identifies and cultivaterelationships with key colleagues and stakeholders in other parts of the organization.
• Participates with account team in market pull-through activity.

Other

• Performs otherduties as assigned to meet business needs.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.

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