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Job Number 19128267
Job Category Sales and Marketing
Location Sydney Area Office| Sheraton Grand Sydney Hyde Park| Sydney| New
South Wales| Australia
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management
Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?
JOB SUMMARY
The Senior Sales Manager| Market Sales Asia manages and/or provides
dedicated support to a targeted portfolio of Marriott Pacific Hotels
‘accounts. The position builds and maintains business relationships with key
buying influences in order to achieve account market share goals across
selected Marriott Hotels in Australia & New Zealand. The primary focus is on
generating and closing revenue generating opportunities while increasing
preference and loyalty with Marriott. In the role of Senior Sales Manager|
Market Sales Asia| this position has direct accountability for transactional
sales activities within their assigned accounts.
Sales Management
Accurate qualification of potential accounts; re-qualification of existing accounts.
Generates new business opportunities for participating cluster hotels
Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
Collects & analyzes key information about the customer’s business and/or operation.
Counsels internal stakeholders on optimal negotiating stance.
Demonstrate benefits of total account management and team-based sales.
Develops opportunity sales plan with actionable steps to attain revenue goals.
Identifies key purchase points and decision-makers that influence the “buy” decision.
Maintain account information in CITY to ensure accurate and up-to-date account reporting.
Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel’s business needs. Suggests positive alternatives whenever necessary.
Responsible for proactive account| segment or regional sales.
Support ‘in-market’ needs of properties in a given regional area.
Support data gathering| reporting & tracking functions.
Revenue Generation
Identifies key purchase points and decision-makers that influence the “buy” decision.
Relates customer needs to product capabilities.
Routinely quantifies the business impact to both the customer and Marriott.
Works with Revenue Management to support account strategy in-market.
Value Creation
Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
Delivers on commitments to customers.
Delivers value-added products and services to create long term customer loyalty.
Focuses on two-way communication to ensure win-win relationship is maintained.
Positions self as “Subject Matter Expert” in terms of customer or account activity| business segment activity or market/region activity.
Pursues initiatives to capitalize on strengths and market opportunities| and to counter competitive threats
Uses knowledge of Marriott’s operations| its markets and competitors to promote dialogue and enrich customer interactions.
Market Integration & Team Participation
Ensures that account sales strategies are communicated| implemented and updated as market conditions fluctuate.
Facilitates educational opportunities that enhance credibility and integration between internal stakeholders.
Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.
Participates with account team in market pull-through activity
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