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Marriott Senior Sales Manager Property in Philippines

Job Number 22004516

Job Category Sales & Marketing

Location Sheraton Cebu Mactan Resort, Mactan, Cebu, Philippines, Philippines

Brand Sheraton Hotels & Resorts

Schedule Full-Time

Relocation? N

Position Type Management

Located Remotely? N

When you join the Sheraton family, you become a member of its global community. We’ve been a place to gather and connect since 1937. At Sheraton, associates create a sense of belonging in more than 400 communities around the world. We welcome guests through engaging experiences and thoughtful service. If you’re a team player who is excited to deliver a meaningful guest experiences, we encourage you to explore your next career opportunity with Sheraton.

JOB SUMMARY

Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential. Manages group/catering opportunities not handled by an Event Booking Center (EBC). Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Verifies business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers in order to grow the account on behalf of the company.

CANDIDATE PROFILE

Education and Experience

  • High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area.

OR

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

CORE WORK ACTIVITIES

Understanding Market Opportunities & Driving Revenue

  • Responsible for Key account management on an assigned account base or geographic are, ensuring revenue maximization, achievement of personal targets and increasing fair market share versus competitor set.

  • Cultivate and develop new business relationships through key sales activities.

  • Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.

  • Partners with group/catering counterpart to effectively manage the business opportunity.

  • Responds to incoming group/catering opportunities for the property that are outside parameters of the Event Booking Center.

  • Maintains a good understanding of the market dynamics in terms of rate, business trends, other product offers.

  • Establish programs and direct efforts to achieve group and FIT room night goals and to develop ongoing relatioships with customers

  • Identifies, qualifies and solicits new group/catering business to achieve personal and each property’s revenue goals.

  • Focuses efforts on group/catering accounts with significant potential sales revenue.

  • Develops effective group/catering sales plans and actions.

  • Designs, develops and sells creative promotions and events.

  • Maximizes revenue by upselling packages and creative food and beverage.

  • Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

  • Closes the best opportunities for each property based on market conditions and individual property needs.

  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

  • Responsible of evaluating and establishing Corporate and Leisure contracts.

Providing Exceptional Customer Service

  • Handles complex business with significant revenue potential as well as significant customer expectations.

  • Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

  • Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.

  • Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

  • Provides excellent customer service in order to grow share of the account.

  • Executes brand’s Customer Service Standards and property’s Brand Standards.

  • Executes and supports the business 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 property and brand.

  • 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

  • Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.

  • Manages and develops relationships with key internal and external stakeholders.

  • Uses sales resources and administrative/support staff.

Additional Responsibilities

  • Utilizes intranet for resources and information.

  • Conducts site inspections.

  • Creates contracts as required.

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

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.

  • Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

  • 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.

  • 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.

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.

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