(PHL-Metro Manila) Senior Sales Manager – Destination Sales contract Full Time

Additional Information

Job Number 24212673

Job Category Sales & Marketing

Location Manila Marriott Hotel, 2 Resorts Drive, Newport World Resorts, Metro Manila, Philippines, Philippines, 1309VIEW ON MAP (https://www.google.com/maps?q=Manila%20Marriott%20Hotel%2C%202%20Resorts%20Drive%2C%20Newport%20World%20Resorts%2C%20Metro%20Manila%2C%20Philippines%2C%20Philippines%2C%201309)

Schedule Full Time

Located Remotely? N

Position Type Management

Job Overview

The role provides over-all leadership and direction developing source market and account management strategies to build solid, long-term relationships from International Wholesale and Tour Operator accounts, In-Market MICE Agencies and Travel Management Companies with the purpose of growing Group Segments. Partners with the Global Sales Organization (GSO) team to verify the pull through of segment strategies as appropriate. Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving group revenue to hotels within the country.

The role creates brand/property awareness by attending sales trips and tradeshows. They analyze the activities of competitor hotels, including their customer base, aiming to secure new business and provide a market advantage.

This role is to maintain a close relationship with customers and Global Sales Office (“GSO”) Teams in key markets and grow awareness for all properties.

CORE WORK ACTIVITIES

Understanding Market Opportunities and Driving Revenue

1. Targets destination sales accounts for the resorts with heavy emphasis on proactive solicitation and account saturation

2. Partners with the Property Sales teams to manage the business opportunity

3. Handles all opportunities generated thru sales calls, telemarketing, walk-in for destination sales.

4.

Identifies, qualifies and solicits new business to achieve personal and each property’s revenue goals

5. Focuses efforts on destination sales accounts with significant potential sales revenue

6. Develops effective destination sales plans and actions

7. Maximizes revenue by up-selling packages and creative food and beverage

8.

Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand, etc. and knows how to sell against them

9. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts

Providing Exceptional Customer Service

1. Handles complex business with significant revenue potential as well as significant customer expectations

2. Builds and strengthens relationships with existing and new customers to enable future bookings.

Activities include sales calls, entertainment, FAM trips, trade shows, etc.

3. Develops relationships within community to strengthen and expand customer base sales opportunities

4. Supports brand’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience

5. Provides excellent customer service in order to grow share of the account

6.

Executes brand’s customer service standards and property’s brand standards

7. Participates in and practices daily moves of the brand (i.e. MHR Spirit to Serve daily basics)

8. Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event

9.

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 the property and brand

10. Gains understanding of the property’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.

Building Successful Relationships

1. Works collaboratively with off-property sales channels (e.g. event booking center, market sales, strategic accounts) to ensure sales efforts are coordinated, complementary and not duplicative

2. Manages and develops relationships with key internal and external stakeholders

3.

Uses sales resources and administrative/support staff

Key Job Role and Responsibilities

1. Maximizing Revenue, Market Share & Managing Profitability through MICE leads generation

2. Focus on MICE business, including Weddings

3. Attend international sales trips/tradeshows and Marriott Sales Missions and establish a strong working relationship with key GSO personnel in each destination

4.

Align with the Area/Country pricing and demand generation strategies

5. Building Successful Relationships with GSO, Booking Intermediaries, Local Stakeholders

6. Providing Exceptional Customer Relationships

7. New Opening Hotel Support

8.

Carrying out competitor analysis Increase in Group Room revenue from key source markets

9. Attend sales trips/tradeshows, Marriott Sales Missions, where appropriate and establish a strong working relationship with key GSO personnel in each destination

10. Collaborate with GSOs & GSA’s in key feeder markets to identify new group opportunities for PH.

11. Collaborate with Tourism Board Representatives based in key feeder markets to build convention centre group blocks as well as spin-off business.

12.

Manage the relationship between the client, their preferred intermediary and our hotels including acting as a communication single point of contact if requested/needed.

13. Qualify leads on behalf of our on-property sales teams, communicate client’s needs & wants and identify the most suited hotels. Support hotels to convert business.

14. Be a Destination Expert!.

Communicate key updates about hotels to all the stakeholders.

15. Carrying out competitor analysis and sharing market knowledge

Additional Responsibilities

1. Strategic oversight of all participated hotels/resort’ performance, assisting build action plans to address market specifics

2. Country coordination and alignment around Consumer Operations Strategic Direction

3.

Maximize account pricing, volume opportunities, MICE and Catering spin off

4. Active coordination and information sharing with all stakeholders

5. All hotels targeting the same set of clients (no duplication)

6. Increased reach and market specific knowledge

7.

Curated clients relationships aligning with culturally specific business habits

8. Economies of scaleUtilizes intranet for resources and information (e.g. training energizers, etc)

9. Leverages available eTools (e.g. eRooming lists, eProposals, etc.)

10. Conducts site inspections

11.

Creates contracts as required

12. Executes and supports the operational aspects of business booked (e.g. generating proposal, writing contract, customer correspondence)

Candidate Profile

Education and Experience: High school diploma or GED; 6 years experience in the sales and marketing or related professional area

Management Competencies

Leadership

– Professional Demeanor: exhibiting behavorial styles that convey confidence and command respect from others; making a good first impression and representing the business in alignment with its values

– Adaptability: maintaining performance level under pressure or when experiencing changes or challenges in the workplace

Managing Execution

– Driving for Results: setting high standards of performance for self and/or others; assuming responsibility for work objectives; initiating, focusing and monitoring the efforts of self and/or others toward the accomplishment goals; proactively taking action and going beyond what is required

– Building and Contributing to Teams: leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members

Building Relationships

– Coworker Relationships: interacting with others in a way that builds openness, trust and confidence in the pursuit of organizational goals and lasting relationships

– Customer Relationships: developing and sustaining relationships based on an understanding of customer needs and actions consistent with brand’s service standards

Learning and Applying Personal Expertise

– Technical Acumen: understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges

– _Sales Ability (Persuasiveness):_ using appropriate interpersonal styles and communication methods to gain acceptance of a product, service or idea from prospects and clients

– _Sales Disposition:_ demonstrating the traits, inclinations and outlooks that characterize successful salespersons; exhibiting behaviour styles that facilitate adaptation to the demands of the sales role

– _Supporting Sales Implementations:_ supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on customer feedback; taking responsibility for customer satisfaction and loyalty

– Basic Competencies: fundamental competencies required for accomplishing basic work activities

– _Basic Computer Skills:_ using basic computer hardware and software (e.g. personal computers, word processing software, Internet browsers, etc.)

– _Mathematical Reasoning:_ the ability to add, subtract, multiply or divide quickly, correctly, and in a way that allows one to solve work-related issues

– _Oral Comprehension:_ the ability to listen to and understand information and ideas presented through spoken words and sentences

– _Reading Comprehension:_ understanding written sentences and paragraphs in work related documents

– _Writing:_ communicating 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._

Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe.

As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.

JW Marriott is part of Marriott International’s luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world.

JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers.

JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.

Tagged as: admin, Customer Service, diploma, erp, hospitality, hotel, Intern, ITI, labor, learn, management, manager, marketing, Reach, sales, Sales Manager, ship, technical, trade

Source ⇲
Jobs