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Job Number 19094699
Job Category Sales and Marketing
Location Central Canada Sales Office| 2425 Matheson Blvd. E.| Suite 100 |
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management
Start Your Journey With Us
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
Provides oversight to group (e.g.| Full Service and Select Service/Extended
Stay| 10–300 peak room nights)| opportunity management for hotels within a
market. Provides business leadership and promotes accountability to drive
superior business results for Group sales; including the successful execution
of Group Sales strategies and business processes. Monitors the effectiveness|
quality| and productivity of the Group Opportunity Management team within the
Sales Office and sets the goals and provides direction as appropriate.
Partners closely with the Market and Area leadership and the properties to
ensure successful execution of the sales strategy by focusing on transactional
excellence on customer accounts served in the market. Partners with Sales
leaders and properties to execute sales strategies and close group and
catering business. Builds and maintains strong working relationships
internally to enable cross-functional communication and opportunity
development. Drives customer loyalty through excellent customer service
throughout the sales process.
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.
• Previous experience leading teams.
• 4 years of Group sales opportunity management| with experience selling large
complex group business experience| either at a property or in a sales office.
• Experience leading teams and managing operations in a call center
environment (preferably with experience relating to group business).
• Experience working with properties| regional leaders| and revenue management
to develop and execute selling and pricing strategies.
CORE WORK ACTIVITIES
Managing Sales Activities
• Provides oversight to group (e.g.| Full Service and Select Service/Extended
Stay| 10–300 peak room nights)| opportunity management for hotels within a
market.
• Partners closely with the Market and Area leaders and the properties to
successfully execute the sales strategies and close group and catering
business within the parameters by focusing on sales excellence on customer
accounts served in the market by the Group Sales teams within the Sales
Office.
• Partners with Sales leaders and properties to execute sales strategies and
close group and catering business.
• Interprets market data to define| adjust| and execute group sales
strategies.
• Develops strategies and monitors the execution of activities to drive
financial results| guest satisfaction| human capital index| and market share.
• Verifies transfer of accurate| complete| and timely information to Sales and
Event Management resources.
• Understands and uses property Event Satisfaction Surveys (ESS) Surveys to
analyze opportunities for improved customer service.
• Identifies and implements improvements to drive continuous improvement in
ESS scores.
• Serves as an authority on sales processes and sales contracts.
• Implements process improvements and best practices.
• Works with Revenue Management to establish proper pricing| appropriate
transient and group mix| and implementation of sales strategy.
• Addresses market fluctuations and economic conditions by partnering with
Revenue Management to change sales strategy as appropriate for each hotel.
• Provides critical input to market leaders for development of property and
overall market sales strategy.
• Performs other duties| as assigned| to meet business needs.
Building Successful Relationships
• Establishes| maintains| and expands senior level relationships with key
customer decision makers and influencers within the market.
• Builds and maintains strong working relationships internally to enable
cross-functional communication and opportunity development.
• Drives customer loyalty by providing excellent customer service throughout
the sales process.
• Verifies effective resolution of guest issues that arise as a result of the
sales process| and brings issues to the attention of property leadership team
as appropriate.
• Drives customer loyalty through excellent customer service throughout the
sales process.
• Identifies and addresses Customer and Guest Satisfaction issues to improve
results| create customer loyalty| and increase market share.
Leadership
• Provides business leadership and promotes accountability to drive superior
business results for Group sales; including the successful execution of Group
Sales strategies and business processes.
• Monitors the effectiveness| quality| and productivity of the Group
Opportunity Management team and sets the goals and direction of the Group
Opportunity Management team.
• Directs the day-–to-day operations of the Group Sales team and verifies that
the team achieves and/or exceeds targeted revenue and booking objectives.
Effectively manages and deploys sales resources to close the best
opportunities for each property based on market conditions and individual
property needs.
• Verifies Group team members establish clear expectations for customers and
properties throughout the sales process.
• Establishes individual performance objectives for team members based on the
group’s goals and tracks progress regularly against these objectives.
• Monitors the Group’s performance (e.g.| revenue| operational excellence|
customer satisfaction) and manages the group’s operating budget.
• Partners with Human Resources to attract| develop| and retain the right
people in order to support the strategic priorities of the Group Sales team.
• Creates effective structures| processes| and jobs| and adheres to
performance management systems.
• Sets goals and expectations for direct reports using the Leadership
Performance Process (LPP)| aligns performance and rewards| addresses
performance issues| and holds staff accountable for successful results.
• Champions leadership development and workforce planning priorities by
assessing| selecting| retaining| and developing diverse| high-caliber talent
that can lead the organization today and strengthen the leadership bench for
the future; continues to upgrade the Sales and Marketing talent; works with
Human Resources (HR) to anticipate future talent needs based on business
growth plans.
• Forecasts talent needs and manages talent acquisition strategy with HR to
minimize lost time due to turnover.
• Keeps an active list of the competition’s best sales people and executes a
recruitment and acquisition plan with HR.
• Creates and sustains a work environment that focuses on fair and equitable
treatment and associate satisfaction to enable business success.
• Coaches and develops the Group team’s sales skills.
• Transfers functional knowledge and develops the sales and marketing acumen
of Sales Office associates.
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