Sales & Marketing Manager at Marriott International, Inc.

Job Summary

• The position assists with the soliciting and handling of sales opportunities.
• Ensures business is turned over properly and in a timely fashion for proper service delivery.
• Assists in leading all day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives.
• Achieves personal sales goals.

Core Work Activities
Building Successful Relationships that Generate Sales Opportunities:

• Works collaboratively with off-property sales channels to ensure sales efforts are coordinated, complementary and not duplicative.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include participating on sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within community to strengthen and expand customer base for sales opportunities.
• Assists with managing and developing relationships with key internal and external stakeholders.
• Provides accurate, complete and effective turnover to Event Management

Managing Sales Activities:

• Participates in sales calls with members of sales team to acquire new business and/or close on business.
• Supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue:

• Identifies new business to achieve personal and location revenue goals.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Assists in closing the best opportunities for the location based on market conditions and location needs.
• Gains understanding of the location’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.

Providing Exceptional Customer Service:

• Supports the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
• Services our customers in order to grow share of the account.
• Executes and supports the company’s customer service standards.
• Provides excellent customer service consistent with the daily service basics of the company.
• Sets a positive example for guest relations.
• Interacts with guests to obtain feedback on product quality and service levels.

Candidate Profile
Education and Experience:

• 2-year Degree from an accredited University in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 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; no work experience required

Management Competencies:
Leadership:

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.  
• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
• 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:

• Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships:

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
• 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:

• Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise:

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information to manage everyday operations.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
• Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
• Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
• Sales Ability:  Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
• Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
• Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
• Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
• Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
• Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.