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Complex Account Director

Melbourne, Australia
Sales and Marketing


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Posting Date Jan 08, 2019
Job Number 190002J9
Job Category Sales and Marketing
Location The Westin Melbourne, Melbourne, Victoria VIEW ON MAP
Brand Westin Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

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Marriott International is the world’s leading global hospitality company, with more brands, more hotels and more opportunities for associates to grow and succeed. With 6,700 properties, you’ll find us in your neighborhood and in more than 110 countries across the globe. Learn about our 30 hotel brands at Find Your World.™


Location: This role will drive sales for the following three properties: The Westin Melbourne, Sheraton Melbourne Hotel and Four Points by Sheraton Melbourne Docklands; reporting respectively to the Complex Director of Sales & Marketing.  



Responsible for proactively soliciting and managing group opportunities with significant rooms and catering revenue potential. Manages corporate RFPs along with finding new corporate business for the 3 hotels. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Verifies business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers in order to grow the account on behalf of the company.


Job Description:

  • Actively solicit new business and Identify new markets and business opportunities to increase sales.
  • Manage the property's key corporate and group business accounts which make up a significant portion of the Hotel’s revenue
  • Develop and implement a sales tactical plan for group business and targeting the corporate market. Have a clear understanding of the hotels business strategies.
  • Deliver on brand presentations to clients.
  • Provides excellent customer service in order to grow share of the account.
  • Able to provide quick and timely responses, immediate communication to the properties, develop professional long term business relationships.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  • Conduct familiarisations, site inspection and events as required while incorporating the hotels brand initiatives.
  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
  • Represent the 3 hotels at trade shows, functions and events as required.
  • Utilizes intranet for resources and information.
  • Creates contracts as required.
  • Manages and develops relationships with key internal and external stakeholders.
  • Uses sales resources and administrative/support staff.
  • Maximise utilisation of the Marriott Global Sales Office’s. 
  • Work closely with Revenue Manager to ensure proposed rate negotiations meet the financial needs of the hotels.
  • Develop strong relationships with on property front office team to ensure working in unity and always striving to achieve the same goals.
  • Attending all department and hotel meetings as necessary.
  • Closely following up on all business leads within a 24 hour response time line to clients.



  • Expert knowledge of the industry, competitive landscape and the local market

  • Ability to identify trends in the market and apply this knowledge to maximize sales

  • Extensive experience within a hotel corporate / group

  • Sales experience with proven revenue results and the ability to anticipate and understand customer needs to provide solutions

  • Minimum 5 years’ experience in the hospitality sector coupled with a successful track record of achieving strong revenue growth

  • Highly effective communication, networking and business partnering skills

  • Sales experience with proven revenue results and the ability to anticipate and understand customer needs to provide solutions

  • Bachelor’s degree or relevant qualification  in this field would be advantageous

  • Superior organizational, time management and follow through skills









    This is an excellent opportunity to make your mark in a vibrant and growing company. In return for your commitment and passion to succeed, you will have the opportunity to work with a highly motivated team and receive excellent benefits including:

  • Generous accommodation and Food and Beverage discounts for Associates, family and friends across all Marriott properties worldwide

  • Spa treatment discounts at our luxurious The Spa at Sheraton Melbourne

  • Associate recognition programs

  • Discount CBD parking

  • World class training programs

  • Strategic career development opportunities

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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