Marriott Careers

Senior Sales Manager, GSO Sydney

Australia GSO and Shared Svc
Sydney, New South Wales
Sales and Marketing


Job Description

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Posting Date May 16, 2018
Job Number 18001EV0
Job Category Sales and Marketing
Location Australia GSO and Shared Svc, Sydney, New South Wales VIEW ON MAP
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
The Senior Sales Manager, Global Sales Sydney manages and/or provides dedicated support to a targeted portfolio of GSO accounts. The position builds and maintains business relationships with key buying influences in order to achieve account market share goals across all Marriott Lodging brands.  The primary focus is on generating and closing revenue generating opportunities while increasing preference and loyalty with Marriott.  In the role of Senior Sales Manager, Global Sales Sydney, this position has direct accountability for transactional sales activities within their assigned accounts. 
 
BUSINESS CONTEXT
The role of the Senior Sales Manager, Global Sales Sydney is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio.  By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.
 
JOB SPECIFIC TASKS
The following are specific responsibilities and contributions critical to the successful performance of the position:
Sales Management
 

•            Accurate qualification of potential accounts; re-qualification of existing accounts.

•            Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.

•            Collects & analyzes key information about the customer’s business and/or operation.

•            Counsels internal stakeholders on optimal negotiating stance.

•            Demonstrate benefits of total account management and team-based sales.

•            Demonstrates working knowledge of legal issues within industry.

•            Develops opportunity sales plan with actionable steps to attain revenue goals.

•            Identifies key purchase points and decision-makers that influence the “buy” decision.

•            Maintain account information in SFA to ensure accurate and up-to-date account reporting.

•            Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel’s business needs.  Suggests positive alternatives whenever necessary.

•            Represents all brands of Marriott Lodging.

•            Responsible for proactive account, segment or regional sales.

•            Support ‘in-market’ needs of properties in a given regional area.

•            Support data gathering, reporting & tracking functions.

•            Understands traditional industry processes (pricing, RFPs, proposals, etc)

 

Revenue Generation
 
•            Identifies key purchase points and decision-makers that influence the “buy” decision.
•            Relates customer needs to product capabilities.
•            Routinely quantifies the business impact to both the customer and Marriott.
•            Works with Revenue Management to support account strategy in-market.
 
Value Creation
 
•            Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
•            Delivers on commitments to customers.
•            Delivers value-added products and services to create long term customer loyalty.
•            Focuses on two-way communication to ensure win-win relationship is maintained.
•            Positions self as “Subject Matter Expert” in terms of customer or account activity, business segment activity or market/region activity.
•            Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats
•            Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.
 
Market Integration & Team Participation
 
•            Ensures that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
•            Facilitates educational opportunities that enhance credibility and integration between GSO and internal stakeholders.
•            Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.
•            Participates in professional and industry organizations (e.g., ACTE, PCMA, GBTA, MPI, etc).
•            Participates with account team in market pull-through activity.
•            Supports ‘in-market’ needs of properties in a given regional area.
 
Other
 
•            Performs other duties as assigned to meet business needs.
 
CANDIDATE PROFILE
Experience
 
•            5+ years sales and marketing experience required.
•            Total Account Management experience preferred.
•            Experience in managing high-value Corporate, TMC, Group and Leisure preferred
•            Hospitality sales experience preferred.
 
Skills and Knowledge
 
•            Ability to use standard software applications, such as MSOffice, SFAWEB, Lanyon, Cvent etc.
•            Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader.
•            Acts independently to improve and increase skills and knowledge.
•            Can effectively articulate the financial benefits of a proposal as it pertains to the customer’s business objectives.
•            Collects and analyzes key information about the customer’s business and/or operation.
•            Delivers clear, evenly paced presentations and tailors message to appropriate audience.
•            Delivers on commitments to customers, supervisors and peers.
•            Develops opportunity sales plan with actionable steps to attain revenue goals.  Holds self and others accountable for achieving results.
•            Expresses oneself clearly, concisely and effectively in written and verbal settings.
•            Expresses self well in groups and in one-on-one conversations.
•            Gains the confidence and trust of others through their own authenticity and ethical standards.
•            Generates enthusiasm for ideas; wins support from others; negotiates persuasively.
•            Keeps up-to-date on, and leverages available resources to meet the objectives of Marriott/Account initiatives.
•            Knows the strengths and weaknesses of competitors; leverages strengths and counters competitive threats.
•            Listens patiently and carefully to input; clarifies others’ points of view; listens well in a group setting.
•            Negotiates terms and conditions, commitments, and customer issues that balance the needs of the customer with the needs of the business.
•            Shares credit with others.
•            Works effectively participating in a ‘virtual’ team-based environment
 
Education or Certification
 
•            Bachelor’s degree or equivalent strongly preferred.
•            English language written and spoken.
 
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.