Director of Sales Asia for Hawaii
Company: Marriott International, Inc.
Location: Bethesda
Posted on: January 26, 2023
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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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