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Director of Sales Asia for Hawaii

Company: Marriott International, Inc.
Location: Bethesda
Posted on: January 26, 2023

Job Description:

Additional Information Must be based in Hawaii, Fluent in Japanese and English preferred.
Job Number 22215343
Job Category Sales & Marketing
Location SSUPW Sales Support West, 7750 Wisconsin Avenue, Bethesda, Maryland, United States
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
JOB SUMMARY - Provides leadership and direction to a team of area-based Group and Transient sales associates to grow Asia-based account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies. Sets sales targets by account, associate and property to achieve the overall revenue goals within the area. Provides day to day leadership to the area team, comprising of account executives and administrators, to achieve assigned revenue and market share goals. Monitors pull-through of segment strategies and partners with DOSMs and General Managers to verify that properties in their area attain and grow sales/revenue objectives. Maintains accountability for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area. - - CANDIDATE PROFILE - Education and Experience - 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area. OR - 4-year bachelor's degree 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 brands 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 hotels sales objectives. Reviews the Smith Travel Research STAR report, reviews competitive shopping reports, researches competitors sales team strategies and uses other resources in order to grow occupancy and RevPAR and increase market share. Gains understanding of the hotels 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 Sales leaders and Revenue Management team to review sales results and plans for each property with re-solicitation efforts and account assignments. Focuses on building each propertys 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 Marketing Communications 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 Travel Industry Sales teams. Supports hotel development efforts within their area 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 area and property goals; utilizes the property diagnostic process to maximize revenue and profits. Partners with Revenue Management for the annual pricing process, promotional pricing and development of the marketing business plan. Monitors local business outlook and consults with Revenue Management on strategy. Monitors all hotels in the market. Plays a challenge role in the review of on-going sales & marketing decisions and initiatives establishing the right approaches and resources are brought to bear on overall business challenges and opportunities. Creates and implements solutions for hotels that are not performing to expectation. Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. Partners with Market Sales Leader to engage with owners and asset managers and communicate account strategy and hotels performance metrics. Monitors pull-through of segment strategies and partners with General Managers to verify that properties in their area attain and grow sales/revenue objectives. Sets sales targets by account, associate and property to achieve the overall revenue goals within the area. Performs other duties, as assigned, to meet business needs. - Building Successful Relationships Develops and manages internal key stakeholder relationships. Serves as the property sales liaison with all sales channels, Revenue Management, Regional Marketing Communications and other hotel departments as appropriate. Develops strong community and public relations by verifying that properties participate in local market trade shows and client events. Develops a close working relationship with operations to execute service and selling strategies at the hotel level. Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders. - Leadership Manages and directs the Asia Sales Team and Administrative Support teams promotes accountability to drive superior business results within the area. Provides leadership and direction to a team of US-based sales associates to grow account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies. Deploys sales teams against the most profitable customer accounts. Sets performance targets that focus area sales associates to grow account share and drive revenue to local hotels. Serves as the areas 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., dynamic wholesale strategy, etc.). Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. Creates 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, appropriately addresses performance issues and holds staff accountable for successful results. Forecasts talent needs and manages talent acquisition strategy with Human Resources (HR) to minimize lost time due to turnover. Keeps an active list of the competitions best sales people and executes a recruitment and acquisition plan with HR. 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. Reviews sales activity performance and addresses opportunity areas with direct reports. Identifies training needs and verifies that associates understand and execute against the Total Account Management Process. Provides day to day leadership to the, US-based sales associates comprising of account managers, to achieve assigned revenue and market share goals. Maintains accountability for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area. - - - Marriott International is an equal opportunity employer. -We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. -We are committed to non-discrimination on -any -protected -basis, such as disability and veteran status, or any other basis covered under applicable law. -Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law. -

Marriott International is the worlds 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?

Keywords: Marriott International, Inc., Bethesda , Director of Sales Asia for Hawaii, Sales , Bethesda, Maryland

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