Job Number 23016602 Job Category Sales & Marketing Location Middle East GSO, Emaar Square 6, Dubai, United Arab Emirates, United Arab Emirates VIEW ON MAP Schedule Full-Time Located Remotely? N Relocation? N Position Type Management
JOB SUMMARY
As the market sales contact for UAE leisure customers, the Market Manager - Leisure, is responsible for proactively soliciting and handling transient revenue related opportunities in the wholesale segment for hotels participating in the market sales organization. This includes actively upselling each business opportunity to maximize revenue while achieving personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Marriott International Operating Standards to maintain brand integrity. BUSINESS CONTEXT
Manage agreed set of accounts for participating hotels with clear revenue targets as well as regular reports on sales calls and market intelligence
Coordinate market initiatives for participating hotels such as campaigns and roadshows
Together with participating hotels assist in planning marketing campaigns, FAM trips, road shows and exhibition attendance
Review market conditions and hotel positioning by utilizing market intelligence and tools
Review distribution channels and optimize hotel features and presentation. For example, Expedia EPS
Assist with contracting as required and support with Preferred Partnership Agreements
Offer customers the opportunity to have market conversations and uncover opportunities for participating hotels.
Report on market trends and competitor intelligence.
This is a Full-Time position based at Marriott International Offices at Central Park Towers, DIFC
Number of Direct Reports \xe2\x80\x93 0
CANDIDATE PROFILE
Education
Bachelor\xe2\x80\x99s Degree in Hospitality or similar
Experience Preferred
4+ years sales experience
Has validated experience \xe2\x80\x93 managed leisure accounts in the UAE in previous roles and preferably in multi-property or cluster set-up
Excellent professional relationships with the main influencers within their area of expertise.
Negotiating skills and creative selling abilities to close on business with a high conversion ratio
Possesses systems knowledge (OPERA Sales & Catering)
Uncovering new customers (local and social)
Effective sales skills to up-sell products and services
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect department
Knowledge of contract management and legalities
Strong communication skills (verbal, listening, writing)
Strong customer and associate relation skills
Strong presentation and platform skills
CORE WORK ACTIVITIES
The following are specific responsibilities and contributions critical to the successful performance of the position: Business/Financial Management
Strategic Account Management
Meets and exceeds individual revenue goals.
Understands the overall market in which they sell - competitors\xe2\x80\x99 strengths and weaknesses, market trends, supply and demand, etc.
Builds and strengthens relationships with existing and new customers to include business trips, sales calls, FAM trips, etc.
Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue.
Proactively targets not only the local Destination Management Company but also tale into accounts the end Tour Operator in the source markets.
Closes the best opportunities for the hotel based on market conditions and hotel needs.
Understands the impact of the sales role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals
Act as customer advocate by understanding customer\xe2\x80\x99s requirements, expectations and needs; removes barriers to business solution development.
Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.
Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.
Determines ROI on sales opportunities
Demonstrates working knowledge of legal issues within industry.
Ensures effective measurements of process and outcomes of business and account plans
Positioned as the Subject Matter Expert in matters related to the specific area of expertise.
Prepares for and facilitates productive meetings.
Supports operating budgets and sales targets to support the participating hotels business plan
Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.
Technical Expertise
Demonstrates a solid, working knowledge of the functional area, and leveraging this to provide maximum profitability for Marriott.
Shares market intel and relevant updates on managed accounts
Conducts regular rate channel check ensuring rates are aligned on Marriott.com, Expedia and wholesale
Prepares reports on a regular basis (e.g. Productivity Reports, Pace Reports etc.)
Follows-up brochure / marketing inclusions
Understands reports and hotel strategies to effectively respond to client\xe2\x80\x99s needs
MANAGEMENT COMPETENCIES
Building Relationships
Building productive relationships and fostering a positive climate for teamwork
Treats people fairly, with dignity and respect
Works to meet goals in a manner that does not disadvantage other employees or groups
Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual
Listens and responds to others
Is interested in other\xe2\x80\x99s views even if they counter own views.
Models and empowers others to anticipate and respond to customer/stakeholder preferences and feedback.
Clearly explains policies in ways that create strong customer/stakeholder relationships.
Monitors customer/stakeholder satisfaction and takes appropriate action.
Resolves customer/stakeholder issues and concerns raised by others.
Global Mindset
Creates an environment where everyone is valued and included.
Represent the Company culture of service, opportunity, respect, and fair treatment.
Acts when others are treated unfairly or are not valued and respected for their unique skills.
Looks for and uses ideas and opinions from diverse sources.
Maintains an awareness of changing customer/stakeholder and associate characteristics.
Organizational Capability
Looks for ways to better organize work and assign tasks.
Continuously improves work processes.
Uses meetings and other forums to regularly communicate with team.
LEADERSHIP
Adaptability
Employ flexibility when managing multiple demands and changing priorities.
Provides resources that help others deal with change and challenges.
Determines how change impacts stakeholders and communicates concerns to leadership.
Communication and Professional Demeanor
Clearly presents complex information using different methods.
Adapts communication style based on the audience.
Demonstrates active listening to ensure understanding.
Problem Solving and Decision Making
Identifies issues and makes suggestions to solve complex problems affecting daily work.
Looks for and shares information with others before deciding.
Involves and gains agreement from others when making key decisions.
LEARNING AND APPLYING PROFESSIONAL EXPERTISE
Applied Learning
Sets own career goals and identifies developmental areas for self
Uses resources and challenging assignments to improve performance
Gathers, shares, and uses information about industry and discipline trends and best practices
Business Acumen
Shows an understanding of how different customer/stakeholder groups have different revenue potential.
Identifies innovative ways to improve, productivity, customer/stakeholder satisfaction, and profitability.
Maintains advanced technical knowledge and skills
MANAGING EXECUTION
Building and Contributing to Teams
Works with team members to solve issues and make decisions that impact them
Recognizes department, team, and individual achievements
Supports all co-workers and treat them with dignity and respect
Develops and maintains positive and productive working relationships with other employees and departments
Partners with and assist others to promote an environment of teamwork and achieve common goals
Driving for Results
Creates a team environment that encourages accountability, high standards, and innovation.
Makes sure others understand performance expectations.
Breaks down barriers so team members can accomplish their work.
Planning and Organizing
Prioritizes activities based on importance, urgency, and impact to goals.
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 is the world\xe2\x80\x99s 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?
Beware of fraud agents! do not pay money to get a job
MNCJobsGulf.com will not be responsible for any payment made to a third-party. All Terms of Use are applicable.