Group Sales Manager ? Russia Market (120014BA) - London ...

Group Sales Manager ? Russia Market (120014BA)

Salary:?
Location:?London
Job Reference:?Caterer/120014BA
Employer Type:?Hotel
Date Posted:?11/11/2012 18:00:22

JOB SUMMARY? The Group Sales Manager Russia Market is responsible for managing the relationship of assigned Key accounts located in the Russian market and sourcing new business as directed. The primary intent is to drive sales for the market sales hotels to pre-agreed new business and business growth goals from all business segments. The Group Sales Manager Russia Market will also facilitate group opportunities for outbound hotels at the customer?s request.? Proactively manages relationships with multiple stakeholders. ? The following are specific responsibilities and contributions critical to the successful performance of the position: ? Sales and Marketing

• Maintains and grows business of existing accounts based on targets set in conjunction with key stakeholders involved.
• Ability and willingness to travel as required to the designated market.
• Account leader/owner for key Market accounts; creates sales strategy for account penetration. Coordinates and completes sales activity and follow-up with account team members, where applicable (eg. Global Sales, GSA?s, LSO).
• Executes sales activity and strategy to achieve agreed transient group and catering account targets for all hotels in market sales and brand where appropriate. (Sell International Hotels where customer requires subject to International Booking Fee conditions).
• Work in harmony with LSO to support business closure of key accounts managed to the benefit of stakeholder hotels.
• Communicates group details throughout organization after opportunities are booked.
• Identifies and develops new markets/segments from accounts managed, including International where applicable.
• Proactive Sales ? Saturates and penetrates assigned accounts for group, extended stay, catering and transient business.? Maintains current business relationships and networks for new business within accounts.
• Executes sales strategy to achieve goals for all assigned hotels.
• Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions.
• Works independently or centrally, depending on account, with Corporate Business Travel Segment to establish appropriate business transient pricing for assigned accounts. Coordinates pricing process for Market hotels
• Account Team Leadership ? Creates sales strategy for account penetration for all accounts managed.? Coordinates activities, follows up with and directs account team members.? Utilizes sales organization resources as needed in account saturation.
• Proactively manages relationships with multiple contacts in assigned market accounts.
• Hotel Communication ? Coordinates with hotels for site inspections and entertainment.? Updates hotels on the status of their accounts and pending business and ensures follow-through and property ?buy in? on customers service needs.
• Strategic Direction ? Works with Director London Market Sales on account productivity, opportunities and strategic direction.
• Assumes leadership role, as requested by Director London Market Sales, on ad hoc task forces and special projects, including developing processes to identify potential new accounts.
• Maintains accurate and up to date account data and reporting using account management system.
• Participates on Global Sales Organization and GSA account teams as needed.
• Assists with new hire orientation and appropriate new hire training to ensure associates can successfully perform their job.
• Manage and create new demand from other potential accounts allocated by Market Director, with new growth goals agreed.
• Manages relationships with multiple contacts in assigned market accounts.
• Proactively communicates with key stakeholder groups (General Managers, Property Sales Leaders, GSO, National Sales).
• Maintains accurate and up to date account data and reporting using account management systems.
• Utilizes Shared Outlook folders to update stakeholders of key activity / strategic accounts plans.?

Guest Satisfaction

• Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations.
• Establishes clear expectations for customers and properties throughout the sales process.
• Transfers accurate, complete and timely information to operating departments at the properties.
• Effectively resolves guest issues that arise as a result of the sales process.? Brings issues to the attention of property leadership team as appropriate.
• Participates in guest satisfaction review sessions to identify areas of improvement.? Takes ownership of results and shares recommendations to address guest service issues.

? Marriott International offers you the opportunity to find the hospitality job and career journey that's right for you. With more than 1100 managed properties and 18 brands you'll find us in your neighborhood and in more than 74 countries across the globe. Find Your World? at Marriott. ? Candidate ProfileExperience?

• Minimum 2 years proactive sales experience.

? Skills and Knowledge

• Fluent Russian speaker essential.
• In depth knowledge and current relationships within the Russian Market preferred.
• Excellent selling skills and understanding of sales processes; can effectively up sell products and services; can bring a sale to closure
• Possesses excellent telephone sales skills
• Strong customer development and relationship management skills
• Knowledge of group, extended stay and transient business
• Knowledge of all Marriott Lodging products, culture and brand strategies
• Knowledge of contractual agreements and legal implications
• Ability to develop and implement successful sales strategies for individual accounts
• Knowledge of operations and associated challenges for all brands
• Knowledge of food trends, food and beverage composition and menu planning
• Knowledge of need time strategy as developed by Revenue Management
• Understands revenue management functions and account profitability
• Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning
• Strong communication skills (verbal, listening, writing)
• Strong problem-solving skills
• Effective decision making skills
• Effective conflict management skills
• Ability to influence others
• Strong organization skills
• Good negotiation skills
• Ability to develop and maintain relationships e.g., associates, customers, vendors
• Strong customer and associate relation skills
• Ability to use standard software applications and hotel systems including SFA, NGS, Delphi, etc.

? Education or Certification

• High School Diploma or equivalent required; Bachelor?s Degree in Hospitality Management preferred

? Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.

At Marriott we recognise and celebrate the diversity of all parts of society, and strive to promote and reflect that diversity within our working practices and values. We recognise this in our approach to recruitment, reward, promotion opportunities, training & development of our people, on merit and without reference to their gender, marital status, ethnic or national origin, age, religion, sexual orientation, or any disability.

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We invite you to discover our world and plan your Marriott career journey. To find out more about Marriott careers, please click the 'Apply Now' button.

Source: http://www.caterer.com/JobSeeking/Group-Sales-Manager--Russia-Market-120014BA_job55026741

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