National Sales Manager, German National Sales Team
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Job Number 19000DK9
Job Category Sales and Marketing
Location Europe Office - Eschborn, Marriott Hotel Holding GmbH, Eschborn-Frankfurt, Hessen, Germany VIEW ON MAP
Position Type Management
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The National Sales Manager will report to the Head of German National Sales Team. This person is responsible for developing and maintaining business from a nominated portfolio of accounts located in Germany primarily for all products/brands in Germany & Austria (excl. Ritz-Carlton). The primary intent is to drive sales for the stakeholder hotels with a strong focus on group business. Proactively solicits associations / group accounts in his market in alignment with a given criteria set. Leads and participates in GSO managed accounts. Facilitates group opportunities for outbound hotels at the customer’s request to achieve additional booking fee. Proactively manages relationships with multiple stakeholders. Works in conjunction with stakeholder hotels to insure sales account revenue targets are achieved through strategic account management.
The German National Sales Team (GNST) is funded by hotels in Germany & Austria and represents the extended sales force of the hotels. The focus is on group accounts which have requirements in at least 3 different German and Austrian cities/Clusters and a minimum spend of EUR 50 K yearly or 500 room nights threshold. The group focus of these clients is Germany and Austria.
Location requirements: The main location of the National Account Manager will be at the Europe Office – Eschborn.
Language Requirements: High proficiency (speaking, reading and writing) in German and English is required.
Travel Requirements: There is a 50% business travel required.
In charge of two designated source market areas
Ensure an accurate and up to date account data and reporting using account management system
Understand and actively utilize company marketing initiative / incentives to increase lead conversion
Closes the best opportunities for each property based on market conditions and individual property needs
Supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on customer feedback; taking responsibility for customer satisfaction and loyalty.
Ensure GNST is effectively handling customer care issues as necessary; refer them to the appropriate owner.
It is essential to keep up to date with all legislation changes and trends within the Agency and Corporate market
Develops and implements an effective sales plan
Develops contracts as required and correspondence, manages opportunity details and proactively develops customer solutions
Participates and assists in the coordination of regional special events, in tradeshows, meetings, sales activities as needed. Activities include sales calls, entertainment, FAM trips, etc.
Coordinates and completes sales activities and follow-ups with account team members, where applicable (GSO, property sales). Updates hotels on the status of their accounts and pending business. Coordinates and completes sales activity, pricing processes and follow-up with account team members, where applicable (Property Sales, Global Sales)
Builds and strengthens relationships with existing and new customers, industry organizations and Marriott network to enable future bookings.
Effectively uses sales resources and administrative/support staff
Gathering of in depth competitive intelligence is expected
Works collaboratively with property sales and GSO to ensure sales efforts are coordinated, complementary and not duplicative
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand and knows how to sell against them
Executes designated sales strategies to develop and solicit specific accounts to achieve revenue goals
Identifies, qualifies and solicits new contacts within accounts with a focus on increasing business. Strives to achieve personal and company goals
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts
Manages group or interpersonal conflicts effectively
Maintains and grows business of existing accounts based on targets set in conjunction with key stakeholders involved
Proactively manages relationships with multiple contacts in assigned market accounts
Participates in GNST Meetings and regular conference calls
Financial and Accounting Management
Supports and contributes to the overall GNST cost referral program goal
Conducts regular associate reviews together with the Head of German National Sales Team when appropriate
Gives constructive feedback to be shared with Sales Coordinators in Rap Session to improve performance
Assists with new hire orientation and appropriate new hire training to ensure associates can successfully perform their job
Each hotel will have an expectation of account production and an effective stakeholder communication is expected
Proactively develops and manages relationships with key stakeholders, both internal and external
Complies with Marriott International Regional Office policies and procedures.
Performs other duties as assigned to meet business needs
· CANDIDATE PROFILE - KEY TALENTS AND EXPERIENCE DESIRED
At least 2 years experience in Sales within a hospitality environment on property.
Experience in corporate account management
PREFERRED SKILLS AND KNOWLEDGE:
Excellent solicitation and selling skills and understanding of sales processes; can bring a sale to closure
Strong customer development and relationship management skills
Knowledge of group and transient business
Knowledge of contractual agreements and legal implications
Ability to develop and implement successful sales strategies and strategic sales plans for individual accounts
Ability to set accurate account and revenue goals
Ability to interpret market data and apply to sales strategy
Ability to evaluate business trends and modify business strategies accordingly
Ability to execute against the strategy; drive results
Knowledge of overall hotel operations and associated challenges
Understands revenue management functions and account profitability
Good negotiation skills
Effective decision making skills
Strong organization skills
Strong problem-solving skills
Effective conflict management skills
Effective change management skills
Ability to influence others
Ability to develop and maintain relationships e.g., associates, customers, vendors
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. Strong presentation and platform skills
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
Knowledge / appreciation of Marriott, brand culture, philosophies and initiatives
Knowledge of Marriott lodging products, cultures and brand strategies
Understanding and achievement of team and individual goals
Education and Professional Certification:
Hotel apprenticeship or equivalent required
German and English written and spoken