Account Director, Destination Sales

• Targets destination sales accounts for the resorts with heavy emphasis on proactive solicitation and account saturation

• Partners with the Property Sales teams to manage the business opportunity

• Handles all opportunities generated through sales calls, telemarketing, and walk-ins for destination sales

• Identifies, qualifies and solicits new business to achieve personal and each property’s revenue goals

• Focuses efforts on destination sales accounts with significant potential sales revenue

• Develops effective destination sales plans and actions

• Maximizes revenue by upselling packages and creative food and beverage options

• Understands the overall market – competitors’ strengths and weaknesses, economic trends, supply and demand, etc. and knows how to sell against them

• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts

• Handles complex business with significant revenue potential as well as significant customer expectations

• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc

• Develops relationships within community to strengthen and expand customer base and sales opportunities

• Supports brand’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience

• Provides excellent customer service in order to grow share of the account

• Executes brand’s customer service standards and property’s brand standards

• Participates in and practices daily moves of the brand (i.e. MI’s Spirit to Serve daily basics)

• 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 a relationship and loyalty to the property and brand

• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event

• Works collaboratively with off-property sales channels (e.g. wholesaler / tour operator booking/sub agents, market sales, strategic accounts) to ensure sales efforts are coordinated, complementary and not duplicative

• Manages and develops relationships with key internal and external stakeholders

• Uses sales resources and administrative/support staff

• Maximizing Revenue, Market Share & Managing Profitability through leads generation

• Focus on Leisure business, with a focus on key tour operators and their sub agents

• Attend sales trips/trade shows and Marriott Sales Missions and establish a strong working relationship with key GSO personnel in each destination

• Align with the Area/Country pricing and demand generation strategies

• Building Successful Relationships with GSO, Booking Intermediaries, Local Stakeholders

• Providing Exceptional Customer Relationships

• New Opening Hotel Support

• Carrying out competitor analysis. Increase in revenue from key source accounts

• Manage the relationship between the client, their preferred intermediary and our hotels, including acting as the single point of contact if requested/needed.

• Qualify leads on behalf of our on-property sales teams, communicate clients’ needs & wants and identify the most suited hotels. Support hotels to convert business.

• Be a Destination Expert! Communicate key updates about hotels to all the stakeholders.

• Carrying out competitor analysis and sharing market knowledge

• Strategic oversight of all participating hotels/resorts’ performance, assisting in building action plans to address both account and market specifics

• Country coordination and alignment around Consumer Operations Strategic Direction

• Maximize account pricing, volume opportunities and expand customers business to each hotel

• Active coordination and information sharing with all stakeholders

• All hotels targeting the same set of clients (no duplication)

• Increased reach and market-specific knowledge

• Curated client relationships aligning with culturally specific business habits

• Economies of scale Utilizes intranet for resources and information (e.g. training energizers, etc)

• Leverages available eTools (e.g. Direct Connected Wholesale / Tour Operator distribution)

• Conducts site inspections

• Creates contracts as required

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence)

Leadership

• Professional Demeanour: exhibiting behavioural styles that convey confidence and command respect from others; making a good first impression and representing the business in alignment with its values

• Adaptability: maintaining performance level under pressure or when experiencing changes or challenges in the workplace

Managing Execution

• Driving for Results: setting high standards of performance for self and/or others; assuming responsibility for work objectives; initiating, focusing and monitoring the efforts of self and/or others toward the accomplishment of goals; proactively taking action and going beyond what is required

• Building and Contributing to Teams: leading and participating as a member of a team to move toward the completion of common goals while

fostering cohesion and collaboration among team members

Building Relationships

• Coworker Relationships: interacting with others in a way that builds openness, trust and confidence in the pursuit of organizational goals

and lasting relationships

• Customer Relationships: developing and sustaining relationships based on an understanding of customer needs and actions consistent with

brand’s service standards

• Technical Acumen: understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges

• Sales Ability (Persuasiveness): using appropriate interpersonal styles and communication methods to gain acceptance of a product, service or idea

from prospects and clients

• Sales Disposition: demonstrating the traits, inclinations and outlooks that characterize successful salespersons; exhibiting behaviour styles that

facilitate adaptation to the demands of the sales role

• Supporting Sales Implementations: supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on

customer feedback; taking responsibility for customer satisfaction and loyalty

• Basic Competencies: fundamental competencies required for accomplishing basic work activities

• Basic Computer Skills: using basic computer hardware and software (e.g. personal computers, word processing software, Internet browsers, etc.)

• Mathematical Reasoning: the ability to add, subtract, multiply or divide quickly, correctly, and in a way that allows one to solve work-related issues

• 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