Director of Sales, Fairfield Japan (Michi-no Eki Project, Osaka Based)
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Job Number 20032483
Job Category Sales and Marketing
Location Tokyo Area Office & CEC, Tokyu Land Corporation Ebisu Bldg 2F, Tokyo, Tokyo-To, Japan VIEW ON MAP
Position Type Management
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This role is a key contributor for Fairfield by Marriott Michi-no-Eki project.
The Director of Sales – is responsible for managing the relationship and lead generation of assigned key accounts located a defined domestic and international geographical territory. The primary intent is to drive sales for Fairfield by Marriott Michi-no-Eki hotels in nationwide Japan, across all business segments, with a primary focus of group and leisure. Proactively manages relationships with multiple stakeholders. Works in-conjunction with stakeholder hotels to ensure sales account revenue targets are achieved through strategic account development and management.
This person will drive share and further penetrate assigned international accounts, to drive profitable revenue to support hotel sales strategies. Proactively manages relationships with multiple stakeholders, managing a diverse portfolio.
KEY INTERNAL RELATIONSHIPS
Sales & Marketing team based at Osaka head office
Revenue Management team
Area Office Leaders
Global Sales Offices
- Minimum 5 years’ proactive sales experience
High School Diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred
CORE WORK ACTIVITIES
Sales and Marketing
Maintains and grows business of existing accounts based on targets set in conjunction with key stakeholders.
Enhanced focus on group and leisure sales
Supports lead generation and conversion of group and catering opportunities at a hotel level
Account leader/owner for International accounts; creates strategy for account penetration. Coordinates and completes sales activity and follow-up with account team members, where applicable e.g. Global Sales Organisation
Executes sales activity and strategy to achieve agreed account targets for all hotels in sales and brand where appropriate.
Proactive Sales – saturates and penetrates assigned accounts for group, catering and transient business. Maintains current business relationships and networks for new business within accounts.
Executes sales strategy to achieve goals for all participating hotels.
Manages opportunity details and proactively develops customer solutions.
Works independently or centrally, depending on account, to establish appropriate business transient pricing for assigned accounts. Coordinates pricing process for hotels
Account Team Leadership – Creates strategy for account penetration for all accounts managed. Coordinates activities follows up with and directs account team members. Utilizes sales organization resources as needed in account saturation.
Proactively manages relationships with multiple contacts in assigned accounts.
Provides timely and relevant information on market and hotel trends to enable a proactive decision and improve probability of the hotels.
Hotel Communication – Coordinates with hotels for site inspections and entertainment. Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
Prepares regular sales activities reports and plans yearly sales activities, tradeshow participation and customer events / famil trips within budgeted requirements.
Assumes leadership role, as requested by line manager, on ad hoc task forces and special projects, including developing processes to identify potential new accounts.
Maintains accurate and up to date account data and reporting using account management system.
Builds and strengthens relationships with existing and new customers for the hotel to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, site inspections and attendance at market trade missions etc.
Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations.
Establishes clear expectations for customers and properties throughout the sales process.
Transfers accurate, complete and timely information to operating departments at the properties.
Effectively resolves guest issues that arise because of the sales process. Brings issues to the attention of property leadership team as appropriate.
Participates in guest satisfaction review sessions to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues.Other
Performs other duties as assigned to meet business needs.
Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
Professional Demeanour - Exhibits behavioural styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Co-worker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
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 own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
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 to manage everyday operations.
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.
Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure
Strong customer development and relationship management skills
Knowledge of group and dynamic leisure business
Knowledge of contractual agreements and legal implications
Ability to develop and implement successful sales strategies and strategic sales plans for individual accounts
Knowledge of all the Marriott Hotels & Resort brands
Knowledge of need time strategy as developed by Revenue Management
Understands revenue management functions and account profitability
Strong communication skills (verbal, listening, writing)
Strong problem-solving skills
Effective decision-making skills
Effective conflict management skills
Ability to influence others
Strong organization skills
Excellent negotiation skills
Ability to develop and maintain relationships at all levels.
Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
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.
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.