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Director of Group Sales

Marriott Hotels Resorts /JW Marriott

Posted on September 11, 2019

2 - 3 years Dubai - United Arab Emirates

Bachelor of Business Administration(Management). Any Nationality

Opening 01

Job Description

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JOB SUMMARY
The Director of Group Sales functions as the
leader of the hotel s segmented sales effort (group) and has responsibility for
achieving segment revenue goals, property revenue goals, guest and employee engagement. Leads and manages all day-to-day activities
related to the sales function with a focus on building long-term, value-based
customer relationships that enable achievement of hotel sales objectives. Achieves personal booking goals and leads direct
reports on the accomplishment of their booking goals.
Candidate Profile
Education
and Experience
2-year degree from
an accredited university in Business Administration, Marketing, Hotel and
Restaurant
Management, or
related major; 4 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; 2 years
experience in the sales and marketing or related professional area.
Previously a
director of sales in 4/5 star hotel preferred.
Prior team
leadership experience is preferred.
Experience of GCC countries
is essential.
Fluent Arabic both
oral and written essential.
Marriott sales
experience is desirable but not essential.
Skills
and Knowledge
Oral
Comprehension -
The ability to listen to and understand information and ideas presented through
spoken
words and sentences.
Reading
Comprehension -
Understanding written sentences and paragraphs in work related documents.
Writing
-
Communicating effectively in writing as appropriate for the needs of the
audience.
Sales
and Marketing -
Knowledge of principles and methods for showing, promoting, and selling
products or
services. This
includes marketing strategy and tactics, product demonstration, sales
techniques, and sales control
systems.
Analytical/Critical
Thinking -
The ability to gather and organize information using a logical and systematic
process; recognize
patterns and relationships in complex data; examine data to identify
implications, problems
and draw appropriate
conclusions; generate alternative solutions to problems; evaluate strengths,
weaknesses
and consequences of
alternative solutions and approaches to solving problems.
Revenue
Management -
Knowledge of total hotel revenue management concepts, processes and strategies
(including sales
cycles and trends, account management, pricing, and inventory management).
Basic
Computer Skills -
Using basic computer hardware and software (e.g., personal computers, word
processing software,
Internet browsers, etc.).
Customer
and Personal Service -
Knowledge of principles and processes for providing customer and personal
services. This
includes customer needs assessment, meeting quality standards for services, and
evaluation of
customer
satisfaction.
Mathematics
-
Using mathematics to solve problems.
Number
Facility -
The ability to add, subtracts, multiply, or divides quickly and correctly.
Administration
and Management -
Knowledge of business and management principles involved in strategic
planning, resource
allocation, human resources modeling, leadership technique, production methods,
and
coordination of
people and resources.
Originality
-
The ability to come up with unusual or clever ideas about products, services or
situations, or to
develop creative
ways to solve a problem.
Management
of Financial Resources - Determining how money will be spent to get the work
done, and
accounting for these
expenditures.
Economics
and Accounting -
Knowledge of economic and accounting principles and practices, P&L
statements,
operating budgets,
forecasting and scheduling, and the reporting of financial data.
Management
Competencies
Active
Learning -
Possesses a zeal for and seeks new learning experiences; quickly comprehending
and
applying new
information to the job.
Building
Credible Relationships - Skilled at establishing effective relationships with
customers and internal
partners; promoting openness, trust and confidence in
one's intentions.
Communication
-
Skilled at clearly conveying information and ideas through a variety of media;
engaging the
audience and helping
them understand and retain the message.
Customer
Focus -
Ability to develop and sustain productive customer relationships; actively
seeking information
to understand and
address customers' needs.
Drive
for Results -
Skilled at setting goals for personal and group accomplishment; working
tenaciously to meet
or exceed those
goals.
High
Work Standards -
Sets high standards of performance for self and others; assumes responsibility
and
accountability for
successfully completing assignments or tasks.
Planning
and Organizing -
Skilled at controlling sales assignments; allocating appropriate time to
priority goals,
requirements, and
sales opportunities.
Problem
Solving / Decision Making - Ability to identify and understand issues, problems,
and opportunities;
using effective
approaches for choosing a course of action or developing solutions.
Sales
Disposition -
Energetic, proactive, takes calculated risks, and perseveres to attain goals.
Business Results
Oversees all day to
day activities of direct reports.
Provides positive
and aggressive leadership to ensure maximum revenue potential; sets example
with personal
booking goals.
Works with sales
leader to ensure understanding of sales strategy and effective implementation
of this strategy for
the segment.
Recommends multi
property booking goals for sales team members.
Proactively develops
and manages relationships with key stakeholders, both internal and external.
Analyses market
information by using sales systems and implements strategy to achieve hotel s
financial room
and catering goals.
Assists Revenue
Management with completing accurate projections.
Participates in and
practices daily service basics of the brand and spirit to sell basics.
In the absence of
the sales or revenue leader, approves space release for catering to maximize
revenue.



Hotels / Hospitality

Sales / Business Development

Desired Candidate Profile

Develops implements
and sustains aggressive solicitation program focused on increasing business.
Works with team to
create and implement a sales intensity plan addressing revenue, customers and
the market
for the segment led
by the DOS.
Assists with the
development and implementation of promotions, both internal and external.
Works
collaboratively with off-property sales channels (e.g., Event Booking Centre,
Market Sales, GSO) to ensure
the property needs
are being achieved and the sales efforts are complementary, not duplicative.
Participates in
sales calls with members of sales team to acquire new business and/or close on
business.
Works with Human
Resources, Engineering and Loss Prevention to ensure compliance with
regulations.
Participates in
local and international travel to represent the hotels at trade shows, sales
missions, conferences
etc.Displays leadership
in guest hospitality, exemplifies customer service and creates a positive
example for guest
relations.
Interacts with
guests to obtain feedback on product quality and service levels.
Meets with guests
during pre and post convention meetings to obtain feedback on quality of
product (e.g., rooms,
meeting facilities
and equipment, food and beverage), service levels, execution against contract
and overall
satisfaction.
Empowers associates
to provide excellent customer service.
Observes service
behaviors of associates and provides feedback to individuals and/or managers.
Reviews sales and
catering guest satisfaction results to identify areas of improvement.
Incorporates guest
satisfaction as a component of department meetings with a focus on continuous
improvement.
Ensures that a
customer recognition program is in effect throughout Sales.
Interviews and hires
management and hourly associates with the appropriate skills to meet the
business needs of
the operation.
Develops, implements
and maintains a departmental orientation program for associates to receive the
appropriate
new hire training to
successfully perform their job.
Attends customer
events, trade shows and sales missions to maintain, build or develop key
relationships with
GSO Managers and
customers.
Executes and
supports Marriott s Customer Service Standards and hotel s Brand Standards.
Executes and
supports the operational aspects of business booked (e.g., generating proposal,
writing contract,
customer
correspondence).
Participates in and
practices daily service basics of the brand (i.e., MHR Spirit to Serve Daily
Basics, RHR Savvy
Service Basics,
Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn
Daily Huddle, or
TownePlace Suites
Morning Meeting).
Executes exemplary
customer service to drive customer satisfaction and loyalty by assisting the
customer and
ensuring their
satisfaction before and during their program/event.

Keywords

Director of Group Sales

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Marriott Hotels Resorts /JW Marriott

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.
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.
Performs other
duties as assigned to meet business needs.
TRAINING
All
statutory Marriott training schemes.
Including: Orientation, Passport
to Success, Telephone etiquette, Problem Free Stay, Grooming, 100% Leaders
WORKING CONDITIONS
All
Uniformed Associates are provided with a Marriott Uniform.
All
associates are expected to wear the correct uniform, and their name badge at
all times. You are required to maintain high standards of personal hygiene,
ensuring that you are always clean and well turned out during your working
hours. In the eyes of the guest, you represent Marriott.
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.
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