Director/A Per A La Residència De Gent Gran Verge De L'Esperança

Mater; Islas Baleares; On-site; EUR 85,000 - 130,000; Full time

Job summary

Marriott International, including The St. Regis, seeks a Senior National Account Sales Director to manage key national accounts across Marriott lodging brands in Spain.

You will develop and execute account strategies, expand revenue, and build strong buyer partnerships through strategic account management. Responsibilities include penetrating accounts, coordinating with Sales & Marketing, leveraging Opera Sales & Catering, and delivering exceptional service to maximize loyalty and market share

Qualifications

• Two routes: an associate degree with 3 years in sales/marketing, or a bachelor’s degree with 2 years in sales/marketing.
• Experience in hospitality sales and total account management is preferred.
• English and local language proficiency required.

Responsibilities

• Develops and implements the overall account strategy for assigned accounts to achieve goals.
• Retains and grows account revenue through penetration, margin management, and initiatives.
• Penetrates accounts for group, transient, and catering sales opportunities.
• Qualifies business opportunities and aligns Marriott products to client needs.
• Maintains account data in Opera Sales and Catering for accurate reporting.
• Supports in-market property leadership with account strategy execution.

Skills

Total Account Management

Hospitality sales experience

English language

Local language

Education

2-year degree in Business Administration, Marketing, Hotel/Restaurant Management

4-year bachelor's degree in Business Administration, Marketing, Hotel/Restaurant Management

Tools

Opera Sales & Catering

Job description

Additional Information

Job Number

Job Category Sales & Marketing

Location Carretera Palma-Andratx 19, Costa d'en Blanes, Palma de Mallorca Balea 7181, Spain

VIEW ON MAP ( Full Time

Located Remotely? 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

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 3 years experience in the sales and marketing or related professional area.;
• OR
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major and 2 years experience in the sales and marketing or related professional area.;

Preferred:

• Total Account Management experience.
• Hospitality sales experience.
• English language, written and spoken.
• Local language, written and spoken.

CORE WORK ACTIVITIES

The role of the National Account Sales Director is to support the National Sales Team vision and mission by by executing transactional sales excellence:

Sales and Account Management

• Develops and implements the overall account strategy for assigned accounts. Execute sales strategy to achieve account goals.
• Retains, expands and grows account revenue of assigned accounts through total account penetration, margin management, and implementation of sales and marketing initiatives
• Penetrates assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.
• current business accounts for new business within accounts.
• Identifies and aggressively solicits new accounts in coordination with any relevant Sales and Marketing.
• Accurately qualifies potential accounts; re-qualify existing accounts.
• 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.
• Demonstrates benefits of total account management and team-based sales.
• Demonstrates working knowledge of legal issues within industry.
• Develops opportunity sales plan with actionable steps to attain revenue goals.
• Identifies key purchase points and decision-makers that influence the "buy" decision.
• Maintains account information in Opera Sales and Catering to ensure accurate and up-to-date account reporting.
• Qualifies each business opportunity and recommend company products that match both the customer needs as well as the hotel's business needs.
• Suggests positive alternatives whenever necessary.
• Leverages appropriate sales and property Leadership to ensure account saturation pull-through of account strategies and selling solutions at the local property level.
• Establishes and maintains accurate and up-to-date customer, account and opportunity data each account in Opera Sales and Catering to ensure accurate reporting.
• Represents all brands of Marriott Lodging.
• Manages proactive account, segment or regional sales.
• Supports 'in-market' needs of properties in a given regional area.
• Supports data gathering, reporting & tracking functions.
• Understands traditional industry processes (pricing, RFPs, proposals, etc)
• Executes and support Marriott's Customer Service Standards and hotel's Brand Standards.
• Participates in and practices daily service basics of the brand
• MHR Genuine Care 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 an Account and loyalty to the company.

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.
• Builds and strengthens accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, familiarization ("fam") trips, trade shows, etc.
• Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats.

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.
• Serves as the account's "local service guarantee" by promoting outstanding service delivery at every customer touch point, issues are resolved timely and to the customers' 100% satisfaction.
• Understands the overall market dynamics - competitors' strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts.
• Acts as the customer's advocate through understanding account needs and opportunities. Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e. property Leadership).
• Effectively resolves guest issues that arise in the sales process. Bring issues to the attention of property leadership, as appropriate.
• Positions self as "Subject Matter Expert" in terms of customer or account activity, business segment activity or market/region activity.
• Uses knowledge of Marriott's operations, its markets and competitors to promote dialogue and enrich customer interactions.

Market Integration & Team Participation

• Monitors that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Facilitates educational opportunities that enhance credibility and integration between the 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.
• Supports 'in-market' needs of properties in a given regional area.

Other

• Performs other duties as assigned to meet business needs.

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Combining timeless glamour with a vanguard spirit, St. Regis Hotels & Resorts is committed to delivering exquisite experiences at more than 50 luxury hotels and resorts in the best addresses around the world. Beginning with the debut of The St. Regis hotel in New York by John Jacob Astor IV at the dawn of the twentieth century, the brand has remained committed to an uncompromising level of bespoke and anticipatory service for all of its guests, delivered flawlessly by a team of gracious hosts that combine classic sophistication and modern sensibility, as well as our signature Butler Service. We invite you to explore careers at St. Regis. In joining St. Regis, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.