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Area Director of Sales & Distribution, South & East India, Sri Lanka and Bangladesh

Bengaluru Office
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JOB SUMMARY

The Area Director of Sales & Distribution, South & East India, Sri Lanka and Bangladesh the sales leader for several properties within South & East India, Sri Lanka and Bangladesh area. The position provides leadership, direction, management to the on-property and the multi-property sales teams (if applicable) to build long-term, value-based customer relationships. The incumbent is also responsible for executing Marriott’s global distribution strategy in the local markets and align hotel level sales and marketing activities, goals and incentives to a) grow profitable RNs through Direct Channels and b) improve profitability of intermediated channels and cost of sales.

This position will evaluate the participation in, and the maximization of, all the hotels’ benefits from all sales and distribution channels in alignment with the enterprise-wide strategy and local business imperatives.  This position will proactively assist in positioning the market and the individual properties to ensure proper analysis, strategy, and execution is being applied. The Area Director of Sales & Distribution will work with the ADM/DFM and ADRS as appropriate to develop participating hotel specific campaigns, promotions, collateral, and Sales Strategies to drive revenue and meet all hotels’ specific objectives. The position drives customer satisfaction and service focusing on operational execution, creative customer solutions and loyalty programming in order to create discernable competitive advantages.

BUSINESS CONTEXT

  • 50%-60% of time is spent travelling.

CANDIDATE PROFILE 

Education and Experience 

  • High school diploma or equivalent.
  • University degree preferred.
  • 8 – 10 years progressive work experience in the hotel industry with focus on Sales & Marketing

Skills and Competencies

  • Excellent sales, digital and distribution skills, processes, and strategies.
  • Demonstrated ability to develop and implement successful sales, digital and distribution strategies.
  • Possesses an understanding of brand strategies and cultures.
  • Demonstrated leadership ability.
  • Proven experience in understanding contracts.
  • Excellent verbal, writing, listening, and presentation skills.
  • Demonstrated customer development and relationship management skills.
  • Experience with International SOPs.
  • Able to influence results in a matrix environment.
  • Knowledge and management of operations budgets and capital budgets.
  • Possesses an understanding of revenue management functions and account profitability.
  • Understands Revenue Management strategic initiatives to maximize revenue.
  • Demonstrated strong sales expertise encompassing strategic pricing, yield and account management skills.

CORE WORK ACTIVITIES

  • Provides sales leadership for all levels of hotel, group, and catering sales staff and operations departments as necessary.
  • Analyzes hotel market share reports and month end reports to make recommendations to maximize results in order to position and market each individual property. 
  • Manages significant marketing budgets, transient and group room budgets, catering budgets, and administrative budgets. Assists in the development of the hotels’ yearly business plans.
  • Is responsible for reactive (outside of EBC parameters) and proactive account and segment sales, local and social catering sales, Business Travel sales, Extended Stay sales, and Reservation Sales and Destination Sales, if applicable.
  • Works with Revenue Management to assist in the development of the hotel sales distribution strategy and ensures that these strategies are communicated, implemented, and continuously updated based on business outlook.
  • Selects, develops (including career planning), and manages on-property and multi-property group and catering sales associates.
  • Trains, coaches, and mentors associates to ensure ongoing sales skills development and performance improvement.
  • Manages all sales administrative functions to include goal setting, bonus program administration, etc.
  • Maintains accurate and updated knowledge of competition strategies, pricing, strengths, and weaknesses in all market segments in the Area.
  • Is responsible for annual pricing process (RFP and RFI) and group contracts for all hotels.
  • Serves as authority on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts. Provides final approval on business evaluation recommendations.
  • Proactively develops and manages key stakeholder relationships, both owner and internal.
  • Represents properties at tradeshows, local hotel associations, and community organizations to help build and maintain relationships with key strategic alliance partners.
  • Recruits, interviews, and develops diverse, high-caliber talent that makes a strong positive impact on the organization. 
  • Assists in developing and executing Sales Distribution strategy to meet assigned Property/Regional sales goals, clearly defining the business mix within each property. 
  • Ensures that the separation of Sales and service is clear between Sales and Event Management.
  • Ensures that Event Management is engaged in overall Sales processes where appropriate 
  • Market Sales, Property and EBC: - evaluates participation; Market Sales account deployment, monitors performance and leakage, roles and responsibilities at all levels to exceed budgeted targets.
  • Is engaged with Development, Pro-forma assessment, new project development and Owner relationship development.
  • Acts as sales consultant for participating properties General Manager, property leaders, EBC and Market Sales leaders. As area hotel sales leader he/she understands and accurately represents participating properties sales needs. 
  • Acts a liaison with Market Sales/Cluster Sales, EBCs, Revenue Management, Event Management and other hotel departments as appropriate for participating properties.
  • Serves as customers’ advocate and is active in Regional/ International Customer Events.
  • Actively participates in Sales Calls with Customers within their designated Region/Customer base.
  • Is responsible for preparing the sales strategy, pricing, staffing, and pro-forms for pre-openings. 
  • Visits properties annually to determine if they are on target in their sales strategies.
  • Is involved in building cluster sales and combining resources to leverage sales and marketing.
  • Deploys sales team against appropriate market segments.
  • Evaluates and supports market sales participation and performance.
  • Develops and manages internal key stakeholder relationships.
  • Acts as the sales liaison with market sales/cluster sales, EBCs, Revenue Management, Event Management and other hotel departments as appropriate for participating properties.
  • Serves as authority on sales processes and sales contracts.
  • Develops strong community and public relations by ensuring properties participate in local, regional and national trade shows and client events.
  • Participates in sales calls with members of the sales and marketing teams to acquire new business and/or close on business.
  • Reviews sales staffing levels to verify appropriate staffing and deployment.
  • Ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.
  • Monitors local, regional and national business outlook.
  • Reviews sales and catering guest satisfaction results to identify areas of improvement.
  • Develops sales goals and strategies and verifies alignment with the brand business strategy.
  • Verifies the development of a strategic account plan for the demand generators in the market.
  • Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
  • Reviews the STAR report, competitive shopping reports and uses other resources to maintain an awareness of each property’s market position.
  • Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share.
  • Attends sales strategy meetings to provide input on weekly and overall sales strategy.
  • Drive Total Hotel Revenue-Overall responsibility for achievement of all budgeted hotel revenue streams. Areas include but are not limited to room revenue, banquet and catering, room rental and resource revenue, all Food and Beverage revenue and if applicable spa, golf, retail shop, and audio visual.
  • Develop and Implement Strategic Sales Strategies-Through critical thinking, ensure strategies are consistent with the dynamic needs and goals of the property both short and long-term. 
  • Establish excellent working relationships with all internal stakeholders responsible for driving hotel revenues
  • Build Relationships with Customers, help with negotiations and site inspections. Ensure that all sales related activities support our customer satisfaction and retention goals
  • Attract, retain and motivate Sales associates
  • Assist in the development of Business Plan for the hotel and then cascade this into a specific and measurable plan by segment and work with the DOSM to implement for the Sales team to execute.
  • Collaborate closely with the sales team to ensure they are effectively managing their accounts and maximizing opportunities. Focus on new business opportunities whilst maintaining the existing accounts
  • Assist in maintaining a strong team performance, by regularly reviewing KPI’s and goals against performance and realigning strategies according to results.
  • Maintain regular contact with the Global Sales Organization (GSO) and North India, Bhutan & NepalNational Sales Organization (NSO) offices and ensure they are copied on new business leads to assist in closing
  • Develop and supervise all sales activities
  • Lead the field sales account management, ensuring account management is proactive, strategic and high profile with the focus on account acquisition
  • Assist Hotels to fully utilize the distribution Channels and loyalty programs.
  • Lead the Sales efforts for all Hotel Openings and conversions.
  • Analyze on a monthly basis the sales performance data and ensure recognition for achievers and action plans in place to address shortfalls for field sales associates
  • Analyze cost of sales results and market conditions and proactively suggest changes accordingly to sales deployment and market segment focus
  • Conduct reviews with need Hotels to develop and monitor action plans to address shortfalls
  • Working closely with the GSO’s develop and execute a coordinated approach to client events and tradeshows 
  • Manage the succession planning and career-pathing programs for sales associates in the region
  • Manage the communication of all sales related initiatives to the Field 
  • Performs other duties as assigned to meet business needs.

Supports Pull-Through of Marriott’s Global Distribution Strategy in the Local Markets 

  • Creates hotel level incentives and goals to drive Direct Channel RNs and improves the usage of Direct Channels acquisition activities where appropriate and profitable.
  • Measures the profitability of intermediated channels by net revenue and cost of sales using available reporting and analysis and adjusts hotel sales activities where warranted
  • Works closely with the Director, Distribution Strategy Activation – APAC in pulling through related projects/initiatives

MANAGEMENT COMPETENCIES 

Leadership
  • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
  • Leading Through Vision and Values - Keeps the organization's vision and values at the forefront of decision making and action.
  • Managing Change - Initiates and/or manages the change process and energizes it on an ongoing basis, taking steps to remove barriers or accelerate its pace; serves as role model for how to handle change by maintaining composure and performance level under pressure or when experiencing challenges.
  • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action.
  • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values. 
  • Strategy Development - Develops business plans by exploring and systematically evaluating opportunities with the greatest potential for producing positive results; ensures successful preparation and execution of business plans through effective planning, organizing, and on-going evaluation processes.
Managing Execution
  • Building a Successful Team - Uses an effective interpersonal style to build a cohesive team; inspires and sustains team cohesion and engagement by focusing the team on its mission and importance to the organization.
  • Strategy Execution – Ensures successful execution across of business plans designed to maximize customer satisfaction, profitability, and market share through effective planning, organizing, and on-going evaluation processes.
  • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
Building Relationships
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards.
  • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
  • Strategic Partnerships - Develops collaborative relationships with fellow employees and business partners by making them feel valued, appreciated, and included; explores partnership opportunities with other people in and outside the organization; influences and leverages corporate and continental shared services and/or discipline leaders (e.g., HR, Sales & Marketing, Finance, Revenue Management) to achieve objectives; maintains effective external relations with government, business and industry in respective countries; performs effectively as a liaison between locations, disciplines, and corporate to ensure needed resources are received and corporate strategies are understood and executed.
Generating Talent and Organizational Capability 
  • Organizational Capability - Evaluates and adapts the structure of assignments and work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
  • Technical Acumen - Understands and utilizes 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 Application Development-Translating business context and requirements knowledge into sales application design specifications that help the business achieve sales goals; managing the implementation and maintenance of sales applications.
  • Sales Implementations-Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
  • Devising Sales Strategies and Solutions-Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences
  • Marketing-The ability to generate the strategy used in sales techniques, communications, and business development to positively impact customer relationships and business profitability.
  • Sales Opportunity Analysis-Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities. 
  • Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
  • Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues.
  • Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Understands written sentences and paragraphs in work related documents.
  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.
  • Business Results
  • Sales and Marketing Management: Focuses on building each unit’s top line revenue by developing a sales strategy that utilizes on-property and off-property sales channels to deliver results.  Works with operations department heads to ensure departmental sales and marketing strategies are aligned with each hotel’s overall plan.   Proactively positions and markets each property; manages the marketing budgets to enable development of hotel specific campaigns, promotions, collateral, etc. to drive revenue and meet property objectives
  • Revenue Management:  Works with Revenue Management to ensure proper pricing, appropriate transient and group mix, and implementation of sales strategy.   Addresses market fluctuations and economic conditions by partnering with Revenue Management to change sales strategy as appropriate for each hotel.
  • Guest Satisfaction:  Ensures sales process meets or exceeds guest needs.  Identifies and addresses guest satisfaction issues to improve results, create customer loyalty and increase market share.
  • Human Resources:  Selects, develops, and retains a diverse hourly and management workforce to generate revenue and provide sales expertise to the properties.  Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.
  • Financial Management:  Develops and manages each hotel’s sales and marketing annual operating budget to achieve or exceed budgeted revenue expectations.  Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. 
  • Owner Relations:  Develops a trusting and respectful business partnership with each property’s ownership by meeting or exceeding expectations in sales and marketing. 

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.

Marriott International is the world’s largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.