Team Leader Group Sales Cala

JOB SUMMARY

The Team Leader, Group Sales position provides leadership and direction to a team of sales associates to grow account share and drive revenue across a portfolio of resort hotels and brands within the region, in conformance with regional priorities and overall segment strategies. Sets sales targets by territory, associate, and property to achieve the overall revenue goals for the individual and team. Provides day to day leadership to the Group Sales Team and Administrative Support teams, to achieve assigned revenue and market share goals. Monitors pull-through of segment strategies and partners with property sales leadership to verify that properties in their area attain and grow sales/revenue objectives. Maintains accountability for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area.

CANDIDATE PROFILE

Education and Experience

• High school diploma or GED; 4 years’ experience in sales and marketing, guest services, front desk, or related field area.

OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years’ experience in sales and marketing or related field.

CORE WORK ACTIVITIES

Managing Sales Activities

• Verifies Continent sales and marketing strategies and programs are in alignment with the overall market goals.

• Tracks account growth and profitability to positively influence customer purchasing behavior. Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.

• Partners with Sales leaders and Revenue Management team to review sales results and plans for each property.

• Serves as the primary sales contact for the General Managers (GMs) and property leadership teams for group.

• Partners with Marketing Communications to develop and execute marketing communication activities; evaluates marketing opportunities by surfacing needs, and developing sales and marketing tools for Market Sales.

• Channels customer feedback, as appropriate, on all aspects of opportunity management to the Group Sales teams.

• Maintains successful performance by increasing revenues, controlling expenses, and providing a return on investment for Marriott International.

• Partners with Market Sales Leader to communicate market strategy and sales performance metrics.

• Sets sales targets in collaboration with Market Sales Leader & analytics team by territory, associate and property to achieve the overall revenue goals within the area.

• Attends market demand meetings and coordinates pull through of segment strategies by Market Sales team.

• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s sales objectives.

• Researches competitive shop reports, implementing strategies and uses relevant resources in order to grow occupancy, as well as increase RevPAR and market share.

• Gains understanding of the hotel’s primary target customer to generate better business solutions.

• Evaluates customer insights and market trends and introduces appropriate changes in sales strategies to generate additional revenue and establish competitive position in the market for each property.

• Manages the development of a strategic account plan for the demand generators in the market, and confirms sales team is leveraging Marriott International (MI) sales engines to full potential.

• Partners with property stakeholders to review sales results and plans for each property with re-solicitation efforts and account assignments.

• Focuses on building each property’s top line revenue by developing a sales strategy that utilizes on-property and off-property sales channels to deliver results.

• Understands and accurately represents individual property needs.

• Partners with Marketing Communications to develop and execute marketing communication activities; evaluates marketing opportunities by surfacing needs.

• Channels customer feedback, as appropriate, on all aspects of opportunity management to the Group Sales teams.

• Supports hotel development efforts within area to gainfully grow the Marriott International brand; provides input, as required, on the feasibility of projects, pro-forma development and approval, and sales and marketing plan development and execution in new and converted hotels.

• Develops actionable recommendations and responses to optimize performance and drive growth and profitability.

• Monitors business outlook and consults with Revenue Management team on trends and strategy.

• Reviews and gathers market hotel intelligence and critiques on-going Sales and Marketing decisions and initiatives establishing the right approaches and resources are brought to bear on overall business challenges and opportunities.

• Creates and implements solutions for hotels that are not meeting performance targets.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Develops and manages internal key stakeholder relationships.

• Serves as the property sales liaison with all sales channels, Revenue Management, Event Management, Regional Marketing Communications, and other hotel departments as appropriate.

• Develops strong community and public relations by verifying that properties participate in local market trade shows and client events.

• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.

Leadership

• Manages and directs the sales team and administrative support teams and promotes accountability to drive superior business results within the area.

• Provides leadership and direction to a team of sales associates to grow account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies.

• Deploys sales teams against the most profitable customer accounts. Sets performance targets that focus area sales associates to grow account share and drive revenue to local hotels.

• Serves as the Market Group Sales change agent and plays a key leadership role in driving the implementation, pull-through and sustainment of Sales Transformation and related programs and key initiatives.

• Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market.

• Creates effective structures, processes, jobs, and performance management systems are in place.

• Sets goals and expectations for direct reports aligns performance and rewards, addresses performance issues, and holds staff accountable for successful results.

• Provides day-to-day leadership to the sales account managers to achieve assigned revenue and market share goals.

California Applicants Only: The salary range for this position is $81,525.00 to $174,271.00 annually.

Colorado Applicants Only: The salary range for this position is $81,525.00 to $158,430.00 annually.

New York City & Westchester County, NY Applicants Only: The salary range for this position is $98,644.00 to $174,271.00 annually.

Washington Applicants Only: The salary range for this position is $81,525.00 to $174,271.00 annually. In addition to the annual salary, the position will be eligible to receive a quarterly bonus. Employees will accrue 0.04616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.

All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.