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Vice President, Sales Mid America

Marriott Worldwide

Posted

Vice President, Sales Mid America

Job Description


Posting Date Nov 15, 2021
Job Number 21126433
Job Category Sales & Marketing
Location HR Shared Service East, 10400 Fernwood Road, Bethesda, Maryland, United States VIEW ON MAP
Brand Corporate
Schedule Full-Time
Relocation? N
Position Type Management
Located Remotely? Y

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

Functions as the business sales leader for the market to drive sales initiatives and programs across all brands in alignment with overall Global Sales Business to Business (B2B) segment strategies. Provides sales leadership to the market to generate revenue, gain market share and motivate sales associates. Directs the day to day sales operations of the Area Directors of Sales who are assigned to lead key markets within the area and verify that they focus on executing great teamwork and customer service across sales organizations including field deployed and sales center sales teams . Partners closely with leaders of GSO/Account Sales team to verify the pull-through of segment strategies and partners with the Regional Vice President of Sales and Distribution (RVPSD) on the regional leadership team to monitor that properties within the market attain and grow sales/revenue objectives. Partners closely with above property Leaders of the Multi-Hotel Sales team to monitor the successful execution of the sales strategy by focusing on transactional excellence on customer accounts served in the market. Maintains accountability for achieving market revenue goals, team booking pace goals, customer and associate satisfaction and overall financial performance of properties within the market. Supports corporate initiatives (e.g., brand-specific marketing plans and standards), property performance (e.g., hotel compliance with brand marketing standards), property development and owner relations. Oversees and engages with property sales leaders as appropriate.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major; 8 years experience in the management operations, sales and marketing, or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Hotel and Restaurant Management, or related major; 6 years experience in the management operations, sales and marketing, or related professional area.

Preferred:

• 4-year bachelor's degree in Business Administration, Marketing, or Hotel and Restaurant Management.

• Lodging/hospitality industry experience.

• Experience leading and managing change initiatives.

• Excellent sales and marketing skills including experience with direct sales processes, sales channels, event booking centers, etc.

• Experience in evaluating risks and developing proactive strategies and plans to mitigate business issues.

CORE WORK ACTIVITIES

Managing Sales Activities

• Directs the day to day sales operations of the Leaders who are assigned to lead key markets within the area and verify that they focus on executing great teamwork and customer service across sales organizations including field deployed and sales center sales teams .

• Identifies emerging business opportunities and risks in the market to determine strategic Sales implications and provides feedback to key stakeholders (e.g., Regional Vice President of Sales and Distribution (RVPSD), GSO/Account Sales, Multi-Hotel Sales team).

• Partners with key stakeholders in account planning and determining strategy execution approaches for their market.

• Verifies that market Sales strategies and programs are in alignment with the overall regional Sales and Marketing strategic priorities and the Enterprise Sales segment strategies. Tracks account growth and profitability to positively influence customer purchasing behavior.

• Partners with the leader of the above property Multi-Hotel Sales team to develop successful sales and marketing strategies and solutions; maintains transactional excellence in all aspects of the opportunity management sales process.

• Harnesses and coordinates sales resources (e.g., market, corporate) to maintain pull-through and sustainment of segment strategies and selling solutions in the market.

• Partners closely with leaders of the GSO/Account Sales team to verify the pull-through of segment strategies and partners with the Regional Vice President of Sales and Distribution (RVPSD) on the regional leadership team to monitor that properties within the market attain and grow sales/revenue objectives.

• Verifies that sales strategies are communicated, implemented and updated as market conditions fluctuate.

• Provides functional and business expertise and strategic perspective to develop and implement profitable revenue streams.

• Acts as the Market sales liaison with Revenue Management, Event Management and other hotel departments, as appropriate.

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

• Provides support, as required, for the Pre-Opening Sales and Marketing for full-service or MSB hotels in the market; acts as a consultant to pre-opening franchise hotels in leveraging the Marriott resources.

• Maintains accountability for achieving market revenue goals, team booking pace goals, customer and associate satisfaction and overall financial performance of properties within the market.

• Supports corporate initiatives (e.g., brand-specific marketing plans and standards), property performance (e.g., hotel compliance with brand marketing standards), property development and owner relations.

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

Building Successful Relationships

• Develops a close working relationship with operations to execute strategies at the property level.

• Creates strong partnerships between the field and corporate by maintaining a productive dialogue and exchange of ideas.

• Develops franchise and owner relationships as it relates to the Sales & Marketing discipline and the continual selling of Marriott’s competitive advantages.

• Verifies that owners and franchisees are considered partners in designing/implementing key initiatives.

Leadership

• Functions as the business sales leader for the market to drive sales and marketing initiatives and programs across all brands in alignment with overall Global Sales Business to Business (B2B) segment strategies.

• Provides sales leadership to the market to generate revenue, gain market share and motivate sales associates. Focuses sales associates to grow account share and local property revenues; manages and directs market sales strategies to include opportunity management, account management sales, local and social catering, business travel and extended stay sales.

• Serves as the market’s 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 (e.g., CI/TY).

• Supports property development efforts within their market to gainfully grow the Marriott International Brand; provides input, as required, to 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, as appropriate.

• Monitors all properties in the market with a special emphasis on high priority properties.

• Plays a challenge role in the review of on-going sales & marketing decisions and initiatives establishing the right approaches and resources are brought to bear on overall business challenges and opportunities. Monitors properties that are not performing to expectation.

• 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 using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results.

• Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales and marketing talent; works with (Human Resources) HR to anticipate future talent needs based on business growth plans.

• Identifies, trains and mentors sales and marketing leaders.

• Transfers functional knowledge and develops sales and marketing skills of other discipline managers.

Colorado applicants only: This position offers health care benefits, flexible spending accounts, 401(k) plan, accrued paid time off (including sick leave), life insurance, disability coverage, other life and work wellness benefits and may include incentive compensation.  Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions. The salary range for this position is $135,075 to $252,140 annually.

At Marriott, we are committed to putting our associates first and their health and safety are our highest priorities.  This position requires associates to be fully vaccinated for COVID-19 per current CDC standards or approved for a medical or religious accommodation.

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Details

Job type
Full-time
Location
Bethesda, MD, United States
Department
Marketing, Sales
Starting in
As soon as possible
Contract duration
Indefinite