JOB SUMMARY

 

The role provides overall account management and direction of a select portfolio of China / India accounts, developing source market and account management strategies to build solid, long-term relationships from International Wholesale and Tour Operator accounts and retail travel agents. This role will hold an active account portfolio with proactive sales goals. 

Partners with the Global Sales Organization (GSO) to verify the pull-through of segment strategies as appropriate.  Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the country (Maldives).

The role creates brand/property awareness by attending sales trips and trade shows. They analyze the activities of competitor hotels, including their customer base, aiming to secure new business and provide a market advantage. This role is to maintain a close relationship with customers and Global Sales Office (“GSO”) Teams in key markets and grow awareness for all properties.

This role has flexible work location in Shanghai or Xi'an.

 

BUSINESS CONTEXT

• Above property role, travel between properties is required within country of responsibility + Maldives, which could be included according to MI expansion and/or market realignment. 

 

CANDIDATE PROFILE 

 

Education and Experience 

• High school diploma or equivalent.
• University degree preferred.
• 8 – 10 years progressive work experience in the hotel industry with focus on Sales

 

CORE WORK ACTIVITIES

 

Drive Market Specific Demand Generation Strategies & Opportunities and Driving Revenue

• Targets destination sales accounts for the resorts with heavy emphasis on proactive solicitation and account saturation
• Partners with the Property Sales teams to manage the business opportunity
• Handles all opportunities generated through sales calls, telemarketing, and walk-ins for destination sales 
• Identifies, qualifies and solicits new business to achieve personal and each property’s revenue goals
• Focuses efforts on destination sales accounts with significant potential sales revenue
• Develops effective destination sales plans and actions
• Maximizes revenue by upselling packages and creative food and beverage options 
• Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand, etc. and knows how to sell against them
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts

 

Drive Customer Success & Business Performance

• Handles complex business with significant revenue potential as well as significant customer expectations
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc
• Develops relationships within community to strengthen and expand customer base and sales opportunities
• Supports brand’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience
• Provides excellent customer service in order to grow share of the account
• Executes brand’s customer service standards and property’s brand standards
• Participates in and practices daily moves of the brand (i.e. MI’s Spirit to Serve daily basics)
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brand
• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g. wholesaler / tour operator booking/sub agents, market sales, strategic accounts) to ensure sales efforts are coordinated, complementary and not duplicative
• Manages and develops relationships with key internal and external stakeholders
• Uses sales resources and administrative/support staff

Key Job Role and Responsibilities

• Maximizing Revenue, Market Share & Managing Profitability through leads generation
• Focus on Leisure business, with a focus on key tour operators and their sub agents 
• Attend sales trips/trade shows and Marriott Sales Missions and establish a strong working relationship with key GSO personnel in each destination 
• Align with the Area/Country pricing and demand generation strategies
• Building Successful Relationships with GSO, Booking Intermediaries, Local Stakeholders
• Providing Exceptional Customer Relationships
• New Opening Hotel Support
• Carrying out competitor analysis. Increase in revenue from key source accounts
• Manage the relationship between the client, their preferred intermediary and our hotels, including acting as the single point of contact if requested/needed.
• Qualify leads on behalf of our on-property sales teams, communicate clients’ needs & wants and identify the most suited hotels. Support hotels to convert business.
• Be a Destination Expert! Communicate key updates about hotels to all the stakeholders.
• Carrying out competitor analysis and sharing market knowledge

Additional Responsibilities

• Strategic oversight of all participating hotels/resorts’ performance, assisting in building action plans to address both account and market  specifics
• Country coordination and alignment around Consumer Operations Strategic Direction
• Maximize account pricing, volume opportunities and expand customers business to each hotel 
• Active coordination and information sharing with all stakeholders
• All hotels targeting the same set of clients (no duplication)
• Increased reach and market-specific knowledge
• Curated client relationships aligning with culturally specific business habits
• Economies of scale Utilizes intranet for resources and information (e.g. training energizers, etc)
• Leverages available eTools (e.g. Direct Connected Wholesale / Tour Operator distribution)
• Conducts site inspections
• Creates contracts as required
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence)