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General Sales Manager, Western Mountain Pacific Region

Walnut Creek, California
Sales and Marketing


 

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Posting Date Apr 16, 2019
Job Number 190013J1
Job Category Sales and Marketing
Location Western Mountain Pacific Sales, 1255 Treat Blvd, Suite 800, Walnut Creek, California, United States VIEW ON MAP
Brand Corporate
Schedule Full-time
Relocation? Yes
Position Type Management

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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

Functions as the business leader of the Group Sales team within the Sales Office. Monitors the Group Sales revenue and booking goals. Verifies customer and associate satisfaction, and monitors the office’s financial performance and budget. Leads the Opportunity Management and Event Planning teams in building long-term, value-based customer relationships that enable achievement of market properties’ sales objectives. Works closely with the Vice President Sales, the Area Sales teams, and Property leadership to develop sales strategies that are focused on transactional excellence to better serve customer accounts within the market. Maintains productive relationships with all stakeholders including hotel General Managers (GM’s), sales leaders, franchisees, owners, and the regional team. Maintains responsibility for the effectiveness, quality, and productivity of the sales office from a sales and operations perspective and verifies that Group Sales leaders are focused on executing great teamwork and customer service across their sales organizations. Works through the functional leads to lead, motivate, and direct Group Sales staff and verify brand integrity is protected for all participating hotels.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major; 8 years experience in the management operations, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Hotel and Restaurant Management, or related major; 6 years experience in the management operations, sales and marketing, or related professional area.

Preferred:

• 4-year bachelor's degree in Business Administration, Marketing, or Hotel and Restaurant Management.

• Experience leading and managing change initiatives.

• Lodging/hospitality industry experience.

• Experience leading teams and managing operations in a call center environment (e.g., preferably with experience relating to group business).

• Experience working with properties, regional leaders, and revenue management to develop and execute selling and pricing strategies.

• Sales opportunity management experience.

• Experience leading and managing change initiatives.

CORE WORK ACTIVITIES

Managing Sales Activities

• Verifies that Group Sales strategies and programs are in alignment with the overall regional Sales and Marketing strategic priorities.

• Functions as the business leader of the Group Sales team within the Sales Office.

• Monitors the Group Sales revenue and booking goals.

• Partners with the Vice President, Area Sales, and regional leadership to communicate market sales strategy and provide sales performance updates to owners and franchisees.

• Develops sales & marketing strategies and solutions; verifies transactional excellence in all aspects of the opportunity management sales process.

• Works closely with the Vice President Sales, the Area Sales teams, and Property leadership to develop sales strategies that are focused on transactional excellence to better serve customer accounts within the market.

• Manages and deploys sales resources to close the best opportunities for each property based on market conditions and individual property needs.

• Understands and utilizes company marketing initiatives/incentives to close on business.

• Transfers accurate, complete, and timely information to area sales associates and/or operating departments at the properties, as required.

• Provides strategic input and guidance to identify how best to manage higher-complexity leads in Group Sales.

• Serves as authority on sales processes and sales contracts.

• Works with Revenue Management to maintain proper pricing, appropriate transient and group mix, and implementation of sales strategy.

• Addresses market fluctuations and economic conditions by partnering with Revenue Management to change sales strategy as appropriate for each hotel.

• Works with Enterprise Sales Team (EST) leadership to verify Group Sales can effectively and accurately book business for the unique needs of EST accounts.

• Works closely with other market Group Sales Leaders and Regional leaders to collaborate on strategic decisions and share best practices.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Creates, maintains, and expands senior level relationships with internal and external stakeholders; includes key customer decision makers and influencers within the market.

• Maintains productive relationships with all stakeholders including hotel General Managers (GM’s), sales leaders, franchisees, owners, and the regional team.

• Enables effective business processes with all sales-related channels.

• Creates and sustains a culture of high customer satisfaction within the Sales Office. Resolves guest issues that arise as a result of the sales process.

• Partners closely with the Business Analysis and Operations Support Team in on key processes (e.g. goal setting, forecasting, reporting & analysis, scorecard data).

Leadership

• Provides business leadership and promotes accountability to drive superior business results in the Sales Office; including the successful execution of Group Sales strategies and business processes.

• Verifies customer and associate satisfaction, and monitors the office’s financial performance and budget.

• Partners with Area and Property leadership to develop sales strategies and verify pull-through in Group Sales. Directs the day-to-day operations of the Group Sales teams within the Sales Office and verifies that the Office achieves and/or exceeds targeted revenue and booking objectives while managing the cost of sales of the office.

• Leads the Opportunity Management, Event Planning, and Business Development teams in building long-term, value-based customer relationships that enable achievement of market properties’ sales objectives.

• Works with Omaha Team and Human Resources (HR) in order to maintain appropriate staffing levels as call volume fluctuates and business demand cycles throughout the year.

• Works through the functional leads to lead, motivate, and direct Group Sales staff and verify brand integrity is protected for all participating hotels.

• Serves as the Group Sales change agent and plays a key leadership role in driving the implementation, pull-through, and sustainment of Sales Transformation and related programs and key initiatives (e.g., CI/TY).

• Partners with Human Resources to attract, develop, and retain the right people in order to support the strategic priorities of Group Sales. Verifies that effective structures, processes, jobs, and performance management systems are in place.

• Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues, and holds staff accountable for successful results.

• Maintains responsibility for the effectiveness, quality, and productivity of Group Sales from a sales and operations perspective and verifies that Group Sales leaders are focused on executing great team work and customer service across their sales organizations.

• Champions leadership development and workforce planning priorities by assessing, selecting, retaining, and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans.

• Creates and sustain a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.

• Identifies, trains, and mentors sales talent.

• Transfers functional knowledge and develops the sales and marketing acumen of Group Sales associates.

 
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.


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