Marriott Careers

Assistant Director Corporate

Luton, United Kingdom
Sales and Marketing


Job Description

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Posting Date Nov 22, 2018
Job Number 18003954
Job Category Sales and Marketing
Location Europe Office-UKShared Service, Luton, Bedfordshire VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

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JOB SUMMARY

 

This position is a key member of the UK Field Sales team.  The Assistant Director - Corporate Team is responsible for the execution of team strategy as directed by the Director of Field Sales and ensures effective day to day performance of the team.  The role holds the team accountable for achievement of individual targets and account goals through proven sales activity. 

                                                               

Partners closely with the Director of Field Sales UK and key stakeholders to ensure team goals are aligned to meet the needs of participating hotels. Works with the leader to deliver enhanced account management, business development and drives focus on creative customer solutions. The Assistant collaborates on the development of segment strategies that drive revenue and create discernible competitive advantages. 

 

This key role works with the Director of Field Sales to take an active role in talent development and succession planning ensuring optimal organizational effectiveness within the Corporate Team sales associates, that may be in multiple and or remote work locations.

CANDIDATE PROFILE 

 

Education and Experience

Experience 

·        At least 3 years’ experience, on property or above property sales experience – preferably in the UK Market

Education or Certification

·        High school diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred

 

CORE WORK ACTIVITIES

Sales and Marketing

·        Communicates strategies of the clusters to all Sales teams and the Stakeholders.

·        Collaborates on emerging Market needs for the UK and develops appropriate strategies.

·        Collaborates on the new business activation and development in finding, qualifying and engaging against new accounts to the benefit of the funding hotels. 

·        Proactively develops and manages relationships with key market stakeholders, internal and external, to ensure ongoing support for all sales efforts and teams.

·        Works with UK senior sales team and cluster sales leaders to determine best accounts to deploy against and remove or reduce duplication.

·        Works with UK senior sales team and cluster sales leaders to support sales strategy to achieve assigned sales goals for both cluster and individual properties. Sales focus includes proactive account and segment sales and local and social catering.

·        Partners with Brand Marketing and Digital teams to determine marketing and promotion needs.

·        Represents all brands of Marriott Lodging when meeting with key sales account contacts.

Revenue Management

·        In partnership with Market Leaders, develops business sales strategy to achieve UK wide sales goals. .

·        Ensures that market and hotel sales strategies are communicated, implemented and updated within the above property proactive teams as market conditions fluctuate.

·        Partners with Revenue Management for annual pricing process, request for pricing (RFPs) and development of marketing business plan.

·        Monitors local, regional and national business outlook and consults with Revenue Management on strategy.

Human Resources

·        Supports the selections of Sales associates with the appropriate skills in a timely manner to meet the business needs of the properties.

·        Review and approves sales incentive and bonus plans

·        Is a role model of the Marriott Culture

·       

 

Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.

·        Communicates performance expectations in accordance with job descriptions for each position and monitors progress.

·        Administers the performance appraisal process for direct report managers.  Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities. Instrumental in the development of leadership pipeline talent.

·        Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.

·        Actively solicits associate feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems or concerns. Ensures associates are treated fairly and equitably.  Constantly strives to improve associate retention.  Brings issues to the attention of Human Resources as necessary.

·        Manages associate progressive discipline procedures for areas of responsibility.  Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs).

·        Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.

·        Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility.  Maintains an ongoing associate recognition program.

Financial Management

·        Manages operating budgets as required.

·        Reviews and manages controllable expenses such as operating supplies, travel expenses, entertainment, training, etc.

 

Owner Relations.

·        Proactively addresses potential areas of concern and proposes solutions to owners.

Other

·        Performs other duties as assigned to meet business needs.

 

MANAGEMENT COMPETENICES

Leadership

·       Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment. 

·       Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.

·       Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.

·       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 - Focuses and guides others in accomplishing work objectives.

·       Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.

Building Relationships

·       Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.

·       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 organizational units, jobs, 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

·      

DRAFT

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 (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.

·       Technical Acumen - Understands and utilizes 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.

·       Strong customer development and relationship management skills

·       Ability to set and manage accurate account and revenue goals for different properties and sales teams across multiple segments and drive results

·       Knowledge of sales and marketing strategies

·       Ability to implement successful sales strategies for multiple teams, business segments and individual accounts

·       Knowledge of all Marriott Lodging products, culture and brand strategies

·       Knowledge of contractual agreements and legal implications

·       Proven planning skills

·       Ability to interpret market data and apply to sales strategy

·       Understands revenue management functions and account profitability

·       Financial management skills e.g., ability to analyze P&L statements, manage operating budgets.

·       Strong communication skills (verbal, listening, writing)

·       Effective presentation and platform skills and ability to influence others

·       Effective decision making skills

·       Effective coaching, mentoring and development skills

·       Strong problem-solving skills

·       Excellent negotiation skills

·       Effective conflict management skills

·       Effective change management skills

·       Ability to use standard software applications

 

·       Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

o    Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

o    Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

o    Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

o    Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

o    Writing - Communicates effectively in writing as appropriate for the needs of the audience.

 

 
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?

 



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