JOB SUMMARY
As the leader of sales department for two properties, one property is Courtyard Beijing Changping,which is operation; the other is preopening Fourpoints Beijing Changping. Manages reactive and proactive sales efforts. Provides day to day leadership to sales associates to achieve property sales objectives with overall responsibility for achieving booking goals and property revenues. Implements the brand’s 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 hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property.
Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through.
CANDIDATE PROFILE
Education and Experience Requirement
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At least 2-year degree from college in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.
CORE WORK ACTIVITIES
Managing Sales Activities
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Manages the development of a strategic account plan for the demand generators in the market.
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Manages the property's reactive and proactive sales efforts.
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Determines and develops marketing communication activities, in conjunction with Regional Marketing Communications.
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Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
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Reviews the Strategic Alignment Review (STAR) report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position.
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Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
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Attends sales strategy meetings to provide input on weekly and overall sales strategy.
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Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share.
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Evaluates and supports participation and account deployment with Area Sales and Group Sales within the Sales Office.
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Serves as the sales contact for the General Manager, property leadership team, Group Sales and Area Sales leaders.
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Serves as the sales contact for customers; serves as the customer advocate.
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Identifies public relations opportunities and coordinates activities to augment the overall marketing communication strategy.
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Supports the General Manager by coordinating crisis communications.
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Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
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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.
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Performs other duties, as assigned, to meet business needs.
Building Successful Relationships
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Develops strong partnerships with local organizations to further increase brand/product awareness.
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Develops and manages internal key stakeholder relationships.
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Develops strong community and public relations by maintaining property participation in local, regional and national tradeshows and client events.
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Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
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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 Marriott.
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Gains understanding of the hotel’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.
Leadership.
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Develops sales goals and strategies and verifies alignment with the brand business strategy.
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Executes the sales strategy in order to meet individual booking goals for both self and staff.
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Coaches leaders of revenue generating departments in developing effective revenue strategies and setting aggressive goals that will drive the property's financial performance.
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Works with Human Resources, Engineering and Loss Prevention to monitor compliance with local, state and federal regulations and/or union requirements.
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Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.
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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.
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Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property.
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Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives.
MANAGEMENT COMPETENCIES
Leadership
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Adaptability – Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change in a positive way that encourages commitment.
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Communication - Actively listens and uses appropriate communication styles to deliver complex information in a clear concise way and influences others to accept a point of view, gain consensus, or take action.
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Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
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Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
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Building and Contributing to Teams - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
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Driving for Results - Focuses and guides others in accomplishing work objectives.
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Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements self and/or others to accomplish goals and ensure work is completed.
Building Relationships
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Coworker Relationships - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
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Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
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Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
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Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, and work processes to best fit the needs and/or support the goals of an organizational unit.
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Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
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Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
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Business Acumen - Understands and utilizes business information (e.g., data related to employee engagement, guest satisfaction, and property financial performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
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Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges.
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