Director, National Sales, North India

Job Description


Job Description :Posting Date Mar 03, 2022 Job Number 22032089 Job Category Sales & Marketing Location Gurgaon Area Office, Vatika Towers 5/F Block B, Gurugram, Haryana, India VIEW ON MAP 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 This position provides leadership and direction to a team of in-market-based sales associates within a given segment to grow account share and drive revenue from domestic business across all properties in line with overall National Sales Team strategies. The primary responsibility is to set sales targets by account, associate and hotel to achieve the overall revenue goals for national accounts. Pulls through segment strategies and partner with General Managers to ensure the hotels attain and grow domestic sales and revenue objectives. Liaises with the property sales teams to promote successful execution of sales strategy relating to transactional excellence. Accountable for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their segment. Develops strong partnerships with all stakeholders (their team, customers, and property, Area and Continent leadership) for the purpose of penetrating and growing market share and driving sales for each hotel. Directs and leverages company resources to support the achievement of revenue targets and financial performance. Leads and directs a specific sales team in the processes of strategic account management and team-based sales. Advises and sets business development strategy for national accounts and oversees departmental budget. Manages a team of sales managers and/or sales support staff. CANDIDATE PROFILE 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 Director, National Sales, North India is to support the National Sales Team vision and mission by executing transactional sales excellence. Managing Accounts 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. Penetrate assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business. Maintain current business accounts for new business within accounts. Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing. Deploys members of the National Sales Team against the most profitable customer accounts. Set performance targets that focus National Sales Team associates to grow account share and drive revenue. Acts as customer advocate by understanding the customer's requirements, expectations and needs removes barriers to business solution development. Develops relationships with outside vendors and strategic partners in an effort to expand exposure of Marriott brands to internal and external customers. Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats. Channels customer feedback, as appropriate, on all aspects of opportunity management to the National Sales Team. Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction. Organizational Excellence Manages and directs the area sales team and promote accountability to drive superior business results within the area. Include successful execution of account strategies by proactively targeting current and new high value accounts in the area and implementing effective sales deployment strategies to grow market share. Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome. Demonstrates a solid, working knowledge of local business behaviors, and leveraging this to provide maximum profitability for Marriott. Establishes guidelines for, measures, monitors and evaluates Marriott and above property sales processes, policies and procedures. Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships. Positions self as a knowledge provider in matters of industry and business to their clients and internal constituents. Supports accomplishment of department and its account initiatives through active participation in issue resolution. Business / Financial Management Determines ROI on sales opportunities. Works with Area and Continent Leadership in developing overall business strategies for the National Sales Team review and manage controllable expenses as appropriate. Demonstrates working knowledge of legal issues within industry. Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc. Ensures effective measurements of process and outcomes of business and account plans. Oversees the use and maintenance of internal systems. Positions self as the Subject Matter Expert in matters related to the specific area of expertise. Prepares for and facilitates productive meetings. Manages facilities/office as needed. Supports operating budgets and sales targets to support the success of the National Sales Team. Promotes National Sales Team strategy and program alignment with the overall market goals. Tracks account growth and profitability to positively influence customer purchasing behavior. Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies. Market Integration & Leadership Develops strong working relationships with internal and external stakeholders to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives. Establishes and maintains an active role within industry organizations. Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests. Provides effective orientation and training on the National Sales Team for new market/field associates. Evaluates market and economic trends and introduce appropriate changes in sales strategies to generate increased revenue and ensure competitive position in the market for Marriott. Supports company culture based on shared values of associate and customer satisfaction. Serves as the primary sales contact for the GMs and property leadership and sales teams. Understand and accurately represent property needs. Human Resources Celebrates successes and publicly recognizes the contributions of associates. Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives, communicate expectations, recognize performance and produce desired business results. Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team. Interviews and hires National Sales Team associates with the appropriate skills to meet business needs. Models desired behavior through participation in client-company activity (e.g., sales calls and customer events). Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance coach by providing specific feedback to improve performance. Conducts the annual performance appraisal process with direct reports according to Standard Operating Procedures. Uses all available on the job training tools for associates implement and manage training initiatives and conducts training when appropriate ensure self and direct report managers attend appropriate core training classes. Other Performs other duties as assigned to meet business needs. Develops actionable recommendations and responses to optimize performance and drive growth and profitability, as appropriate. MANAGEMENT COMPETENICES Leadership Adaptability - Determines how change impacts self and others displays flexibility in adjusting priorities and communicates both the reasons for change and how it impacts the workplace. Communication - Customizes approach to conveying complex information and ideas to others in a convincing and engaging manner appropriately interprets verbal and non-verbal behavior and models active listening to ensure understanding. Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageable parts, identifying and evaluating alternatives and their implications before making decisions, and involving and gaining agreement from others when making key decisions. 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 - Leads and participates as a member of a team to move the team 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 for self and/or others 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 team assignments and work processes to best fit the needs and/or support the goals of an organizational unit. Talent Management - Provides guidance 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 team, business, and administrative challenges. Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct. General Hotel Operations - Knowledge of the operating principles and practices of all brand/hotel-specific functions to support successful operations of the overall property (e.g., Engineering/Maintenance, Event Management, Finance and Accounting, Human Resources, Legal/Contracting, Food and Beverage, Guest Services/Front Desk, Sales & Marketing, Security/Loss Prevention, Retail/Gift Shops, Spa, and Recreation/Health Club) Sales and Marketing - Knowledge of sales and marketing concepts including principles and methods for showing, promoting and selling products or services as well as marketing strategies and tactics. Analysis - The ability to analyze and summarize detailed data to make inferences and recommendations. Included is the creation and maintenance of spreadsheets for storing data. Research - Skill in collecting information from a variety of sources relating to market data, historical cycles, travel and tourism trends, and real estate market dynamics. The ability to know when to seek addition information and where to look to find it. Computer Skills - The willingness to learn and ability to use computer systems and software packages to input, access, modify, store, or output information or to execute programs and analyses. This includes the ability to enter and retrieve data from computer systems using a keyboard, mouse, or trackball. Economics and Finance - Knowledge of economic principles and practices, P&L statements, operating budgets, forecasting and scheduling, and the reporting of financial data. Revenue Management - Understanding of revenue management concepts, processes and strategies such as average daily rate, revenue per available room, sales cycles and trends, account management, pricing and inventory management. Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media. Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences. Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients. Sales Call Facilitation - Ensuring that a call serves its sales objectives maximizing the productiveness of interactions by monitoring and building on customers' cues. Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities. Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons exhibiting behavior styles that facilitate adaptation to the demands of the sales role. Sales Implementations - Driving and supporting the implementation of sales strategies and systems seeking and taking appropriate actions on feedback taking responsibility for implementation success. Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data accurately diagnosing customers' business strengths, weaknesses, and key issues that can inform sales strategies and plans. 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. 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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