Verified Job
Sales
Director - Corporate, National Sales, North India
Sales
#49842
Remote / WFH
Marriott International, Inc
Job Description
Additional Information
Job Number26075093
Job CategorySales & Marketing
LocationVatika Towers 5/F Block B, Gurugram, Haryana, India, 122003
ScheduleFull Time
Located Remotely?N
Position Type Management
JOB SUMMARY
Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott's products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott's preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.
CANDIDATE PROFILE
Education and Experience
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 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 and 2 years experience in the sales and marketing or related professional area.
Preferred:
• Total Account Management experience.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.
CORE WORK ACTIVITIES
The role of the National Account Sales Director is to support the National Sales Team vision and mission by by executing transactional sales excellence:
Sales and Account Management
• Develops and implements the overall account strategy for assigned accounts. Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• current business accounts for new business within accounts.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Accurately qualifies potential accounts; re-qualify existing accounts.
• Articulates the financial benefits of a proposal as it pertains to the customer's business objectives.
• Collects & analyzes key information about the customer's business and/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrates benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the "buy" decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend company products that match both the customer needs as well as the hotel's business needs.
• Suggests positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation pull-through of account strategies and selling solutions at the local property level.
• Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
• Represents all brands of Marriott Lodging.
• Manages proactive account, segment or regional sales.
• Supports 'in-market' needs of properties in a given regional area.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)
Job Number26075093
Job CategorySales & Marketing
LocationVatika Towers 5/F Block B, Gurugram, Haryana, India, 122003
ScheduleFull Time
Located Remotely?N
Position Type Management
JOB SUMMARY
Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott's products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott's preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.
CANDIDATE PROFILE
Education and Experience
• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 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 and 2 years experience in the sales and marketing or related professional area.
Preferred:
• Total Account Management experience.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.
CORE WORK ACTIVITIES
The role of the National Account Sales Director is to support the National Sales Team vision and mission by by executing transactional sales excellence:
Sales and Account Management
• Develops and implements the overall account strategy for assigned accounts. Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• current business accounts for new business within accounts.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Accurately qualifies potential accounts; re-qualify existing accounts.
• Articulates the financial benefits of a proposal as it pertains to the customer's business objectives.
• Collects & analyzes key information about the customer's business and/or operation.
• Counsels internal stakeholders on optimal negotiating stance.
• Demonstrates benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the "buy" decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend company products that match both the customer needs as well as the hotel's business needs.
• Suggests positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation pull-through of account strategies and selling solutions at the local property level.
• Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
• Represents all brands of Marriott Lodging.
• Manages proactive account, segment or regional sales.
• Supports 'in-market' needs of properties in a given regional area.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)
