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Director of Sales

Xiamen, China | Mariott

  • Industry:
    Hospitality, Travel, & Leisure
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    General Management
    Sales
  • Experience:
    1-3 years
Job Description:
95 people have viewed this job

Leads and manages all day-to-day activities related to the sales function with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives. Achieves personal booking goals and makes recommendations on booking goals of direct reports.


CANDIDATE PROFILE


Education and Experience


• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 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; 1 year experience in the sales and marketing or related professional area.


CORE WORK ACTIVITIES


Supporting Developing & Executing Sales Strategies


• Works with sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment.


• Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS.


• Assists with the development and implementation of promotions, both internal and external.


Maximizing Revenue


• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).


• Recommends booking goals for sales team members.


Managing Sales Activities


• Monitors all day to day activities of direct reports.


• Approves space release for catering to maximize revenue (DOS, Group) in the absence of a Business Evaluation Manager.


• Participates in sales calls with members of sales team to acquire new business and/or close on business.


• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).


Analyzing & Reporting on Sales and Financial Data


• Analyzes market information by using sales systems and implements strategy to achieve property’s financial room and catering goals.


• Assists Revenue Management with completing accurate six period projections.


• Reviews sales and catering guest satisfaction results to identify areas of improvement.


Ensuring Exceptional Customer Service


• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.


• Interacts with guests to obtain feedback on product quality and service levels.


• Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.


• Empowers employees to provide excellent customer service.


• Observes service behaviors of employees and provides feedback to individuals.


• Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.


• Executes and supports the company’s Customer Service Standards and property’s Brand Standards.


• Participates in and practices daily service basics of the brand.


• 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 company.


• 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 solution both prior to, and during the program/event.


Building Successful Relationships


• Develops and manages relationships with key stakeholders, both internal and external.


• Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.


• Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.


• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.


Managing and Conducting Human Resource Activities


• Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation.


• Utilizes all available on the job training tools for employees.


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