Director, National Sales, South & East India

JOB SUMMARY

This position provides leadership and direction to a team of in-market based sales associates to grow account share and drive revenue from domestic business across all properties in line with overall National Sales Team strategies. The primary responsibility is to set sales targets by hotel to achieve the overall revenue goals for national accounts from South & East India. Provide day to day leadership to the leaders of the National Sales – South & East India Team to achieve assigned revenue and market share goals. Pulls through segment strategies and partner with Sales Leaders and General Managers to ensure the hotels attain and grow domestic sales and revenue objectives. Liaises with the property sales teams to promote successful execution of sales strategy relating to transactional excellence. Accountable for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area. Develops strong partnerships with all stakeholders (their team, customers, and property, Area and Continent leadership) for the purpose of penetrating and growing market share and driving sales for each hotel within their geography. Directs and leverages company resources to support the achievement of revenue targets and financial performance. Advises and sets business development strategy for national accounts in South & East India and oversees office budget.

CANDIDATE PROFILE

Education and Experience

Required:

• Minimum of 12 years of relevant sales and marketing experience.
• Total Account Management experience.
• Experience managing a team.

Preferred:

• Relevant university or college qualification or degree.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.

CORE WORK ACTIVITIES

Managing and Leading the NSO South & East India team

• Develops and implements the overall NSO South & East India strategy. Execution of sales strategies to achieve overall NSO South & East India goals.
• Ensure total account penetration, margin management, and timely implementation of sales initiatives for all NSO South & East India accounts
• Responsible for business development goals. Execution of strategy and getting the team to develop accounts and achieve goals.
• Deploys members of the National Sales Team – South & East against the most profitable customer accounts. Set performance targets that focus National Sales Team - South & East associates to grow account share and drive revenue.
• Acts as customer advocate by understanding the customer’s requirements, expectations and needs; removes barriers to business solution development.
• Develops relationships with outside vendors and strategic partners in an effort to expand exposure of Marriott brands to internal and external customers.
• Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.
• Channels customer feedback, as appropriate, on all aspects of opportunity management to the National Sales Team – South & East India
• Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.

Organizational Excellence

• Manages and directs the NSO South & East India sales team and promote accountability to drive superior business results within the markets. Include successful execution of account strategies by proactively targeting current and new high value accounts in the area and implementing effective sales deployment strategies to grow market share.
• Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome.
• Demonstrates a solid, working knowledge of local business behaviors, and leveraging this to provide maximum profitability for Marriott.
• Establishes guidelines for, measures, monitors and evaluates Marriott and above property sales processes, policies and procedures.
• Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships.
• Positions self as a knowledge provider in matters of industry and business to their clients and internal constituents.
• Supports accomplishment of department and its account initiatives through active participation in issue resolution.

Business / Financial Management

• Determines ROI on sales opportunities.
• Works with Director National Sale India & Area Leadership in developing overall business strategies for the National Sales Team, South & East India ; review and manage controllable expenses as appropriate.
• Demonstrates working knowledge of legal issues within industry.
• Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc.
• Ensures effective measurements of process and outcomes of business and account plans.
• Oversees the use and maintenance of internal systems.
• Positions self as the Subject Matter Expert in matters related to the specific area of expertise.
• Prepares for and facilitates productive meetings.
• Manages facilities/office as needed.
• Supports operating budgets and sales targets to support the success of the National Sales Team, South & East India
• Promotes National Sales Team strategy and program alignment with the overall market goals of South & East India
• Tracks account growth and profitability to positively influence customer purchasing behavior.
• Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.

Market Integration & Leadership

• Develops strong working relationships with internal and external stakeholders to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives.
• Establishes and maintains an active role within industry organizations.
• Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests.
• Provides effective orientation and training on the National Sales Team, South & East India for new market/field associates.
• Evaluates market and economic trends and introduce appropriate changes in sales strategies to generate increased revenue and ensure competitive position in the market for Marriott.
• Supports company culture based on shared values of associate and customer satisfaction.
• Serves as the primary sales contact for the GMs and property leadership and sales teams in South & East India. Understand and accurately represent property needs.

Human Resources

• Celebrates successes and publicly recognizes the contributions of associates.
• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives, communicate expectations, recognize performance and produce desired business results.
• Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
• Interviews and hires National Sales Team. South & East India associates with the appropriate skills to meet business needs.
• Models desired behavior through participation in client-company activity (e.g., sales calls and customer events).
• Sets goals and expectations for direct reports using the appropriate performance process and holds staff accountable for successful performance; coach by providing specific feedback to improve performance.
• Conducts the annual performance appraisal process with direct reports according to Standard Operating Procedures.
• Uses all available on the job training tools for associates; implement and manage training initiatives and conducts training when appropriate; ensure self and direct report managers attend appropriate core training classes.

Other

• Performs other duties as assigned to meet business needs.
• Develops actionable recommendations and responses to optimize performance and drive growth and profitability, as appropriate.