Job Number 24008080

　　Job Category Sales & Marketing

　　Location Gurgaon Area Office, Vatika Towers 5/F Block B, Gurugram, Haryana, India

　　Schedule Full-Time

　　Located Remotely? N

　　Relocation? N

　　Position Type Management

　　JOB SUMMARY

　　Manages and/or provides dedicated account management support to a targeted portfolio of national accounts. Builds and maintains business relationships with key buyers by applying the principles of strategic account management to achieve account market share goals across all Marriott lodging brands in the market. Develops strong partnerships with buyers for the purpose of penetrating and growing market share and driving national account sales for all properties. Leverages Marriott’s products and services as a team member within their assigned account portfolio. Responsible for increasing Marriott’s preference, loyalty and profitable share within assigned national accounts and contribute to overall National Sales Team success through the direct sales efforts of revenue generation and value creation. Executes the overall account strategy for assigned national accounts to generate and maximize business.

　　CANDIDATE PROFILE

　　Education and Experience

　　Required:

　　Minimum of 8 - 10 years of relevant sales and marketing experience.Preferred:

　　Relevant university or college qualification or degree.

　　Total AccountManagement experience.

　　Hospitality sales experience.

　　English language, written and spoken.

　　Local language, written and spoken.

　　CORE WORK ACTIVITIES

　　The role of the Sales Manager, National Sales is to support the National Sales Team vision and mission by executing transactional sales excellence.

　　Sales and Account Management

　　Execute sales strategy to achieve account goals.

　　Retains, expands and grows account revenueof assigned accountsthrough total accountpenetration, margin management, and implementation of sales and marketinginitiatives.

　　Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.

　　Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.

　　Qualify potential accounts and re-qualifies existing accounts with accuracy.

　　Demonstratesbenefits of total accountmanagement and team-based sales.

　　Develops opportunity sales plan with actionable steps to attainrevenue goals.

　　Identifies key purchase points and decision-makers that influencethe “buy” decision.

　　Maintains account information in Opera Sales and Cateringto ensure accurateand up-to-date accountreporting.

　　Qualifies each business opportunity and recommend Marriottproducts that matchboth the customerneeds as well as the hotel’sbusiness needs. Suggest positivealternatives whenever necessary.

　　Leverages appropriate sales and property Leadership to ensure accountsaturation, pull-through of account strategies and sellingsolutions at the local propertylevel.

　　Assumes responsibility for proactive account,segment or regional sales.

　　Supports data gathering, reporting & trackingfunctions.

　　Understandstraditional industry processes (pricing, RFPs, proposals, etc)

　　Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.

　　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 an Account and loyalty to Marriott International.

　　Revenue Generation

　　Relates customer needs to product capabilities.

　　Works with Revenue Management to support accountstrategy in-market.

　　Builds and strengthens accountswith existing and new customers, industry organizations and brand networkto enable future bookings, including sales calls, entertainment, familiarization (‘fam’) trips, trade shows, etc.

　　Pursues initiatives to capitalize on strengthsand market opportunities, and to countercompetitive threats.

　　Value Creation

　　Anticipates and quickly seizesopportunities not obviousto others to build customersatisfaction.

　　Delivers on commitments to customers.

　　Delivers value-added products and services to create long term customer loyalty.

　　Focuses on two-waycommunication to ensure win-winrelationship is maintained.

　　Serves as the account’s “local serviceguarantee” by ensuringthat outstanding servicedelivery is maintained at every customertouch point, issuesare resolved timelyand to the customers’ 100% satisfaction.

　　Understands the overallmarket dynamics - competitors’ strengthsand weaknesses, economictrends, supply and demand etc. and how to sell to assigned accounts. Act as the customer’s advocatethrough understanding accountneeds and opportunities. Identify emerging business opportunities and risks within assignedaccounts and provide feedbackto key stakeholders (i.e. propertyLeadership).

　　Resolve guest issues that arise in the sales processeffectively and brings issues to the attention of property leadership, as appropriate.

　　Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

　　Market Integration & Team Participation

　　Ensures account sales strategies are communicated, implemented and updated as market conditions fluctuate.

　　Facilitates educational opportunities that enhancecredibility and integration betweenthe National Sales Team and internal stakeholders.

　　Identifies and cultivate relationships with key colleagues and stakeholders in other parts of the organization.

　　Participates with account team in market pull-through activity.

　　Other

　　Performs other duties as assigned to meet business needs.Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.