Area Sales Leader Miami Area

JOB SUMMARY

 

Provides leadership and direction to a team of area-based property sales associates to grow account share and drive revenue across hotels with regional priorities and overall segment strategies. Sets sales targets by associate and property to achieve the overall revenue goals within the area. Provides day to day leadership to the area teams to achieve assigned revenue and market share goals. Provides direct supervision to property-based sales managers for properties without sales leadership. Monitors pull-through of segment strategies and partners with General Managers to verify properties attain and grow sales/revenue objectives. Coordinates with the Group Sales teams within the Sales Office to successfully execute the sales strategy relating to transactional excellence. Maintains accountability for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their purview.

 

CANDIDATE PROFILE

 

Education and Experience

 

Required:

 

• High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.

OR

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

 

Preferred:

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

• Proven leadership skills in supervising and managing associates.

• Lodging sales experience.

• Account management experience.

 

CORE WORK ACTIVITIES

 

Managing Sales Activities

• Verifies area Sales and Marketing strategies and programs are in alignment with the overall market goals.

• Tracks account growth and profitability to positively influence customer purchasing behavior.

• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives.

• Reviews the Smith Travel Research STAR report, reviews competitive shopping reports, researches competitor’s sales team strategies and uses other resources to grow occupancy and RevPAR and increase market share.

• Gains understanding of the hotel’s primary target customer to generate better business solutions.

• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.

• Evaluates market and economic trends and introduces appropriate changes in sales strategies to generate increased revenue and establish competitive position in the market for each property.

• Manages the development of a strategic account plan for the demand generators in the market, and confirms sales team is leveraging Marriott International (MI) demand engines to full potential.

• Focuses on proactive selling and penetrating accounts.

• Partners with Group Sales leaders within the Sales Office and Property Stakeholders to review sales results and plans for each property with re-solicitation efforts and account assignments.

• Focuses on building each property’s top line revenue by developing a sales strategy that utilizes on-property and off-property sales channels to deliver results.

• Serves as the primary sales contact for the General Managers (GMs) and property leadership teams.

• Understands and accurately represents individual property needs.

• Partners with Field Marketing to develop and execute marketing communication activities; evaluates marketing opportunities by surfacing needs.

• Channels customer feedback, as appropriate, on all aspects of opportunity management to the Group Sales teams.

• Supports hotel development efforts for their hotels to gainfully grow the Marriott International Brand; provides input, as required, to the feasibility of projects, pro-forma development and approval, and sales and marketing plan development and execution in new and converted hotels.

• Develops actionable recommendations and responses to optimize performance and drive growth and profitability.

• In partnership with Revenue Management, develops business sales strategy plan to achieve property goals; utilizes the property diagnostic process to maximize revenue and profits.

• Partners with Revenue Management for the annual pricing process, request for proposal (RFP) and development of the marketing business plan.

• Monitors local property business outloo