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Citywide Senior Sales Executive - Calgary

Canada Shared Services
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JOB SUMMARY

 

Researches and solicits confirmed citywide convention business that needs headquarter and overflow hotel blocks in the market.   Maintains strong networks and partnerships with the local Convention and Visitors Bureau, targets citywide opportunities that provide annual booking in off peak seasons and holiday weeks for Marriott brands.  Maintains strong partnership and network creation with Marriott Global Sales Office and Account Sales Office.  Focuses on promoting local properties via marketing channels to citywide exhibitors and affiliates and work with the Canada Sales Office, property sales team and/or Rooms Inventory Manager to strategically price properties in the local market to win market share and grow RevPar.  Handles opportunity management tasks for citywide events and pull through citywide group business for properties in the market.

 

CANDIDATE PROFILE 

 

Education and Experience

 

Required:

  • High school diploma or GED; 5 years experience in sales and marketing as a leader or sales professional, or related professional.
                                                                                                                    OR
  • 2-year degree from an accredited college/ university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Resides in our near Calgary, Alberta or willing to relocate

 

Preferred:

  • 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management. 
  • Convention hotel and/or convention visitor bureau experience.
  • Citywide sales and/or association experience.

  • Enterprise Sales Team experience.

     

CORE WORK ACTIVITIES

 

Managing Sales Activities

  • Develops annual sales and marketing strategic plan to confirm that local Marriott brands have a full presence in citywide conventions. 
    • Solicits customers who have potential to use Marriott brands in alternating convention cities to use local Marriott properties in the market
    • Researches and solicits show affiliate groups to use the housing bureau services in order to maximize housing room block commitment.
    • Secures list of approved affiliates from citywide host and work with catering/event internal partners to market food and beverage (e.g., catering) facilities to citywide affiliates.
    • Handles proposals, contract negotiations and site inspections and negotiates services of hotels for each business opportunity.
    • Grows account preference, loyalty and share through the effective use of reviews and critiques from previous conventions.
    • Promotes properties via marketing channels to citywide exhibitors and affiliates.
    • Handles opportunity management tasks for citywide events and pull through citywide group business for properties in the market.
    • Communicates, through turnover, all contractual terms and needs of the customer once a contract is signed to verify thatconvention contract terms are met.   
    • Works with event and housing coordinators at each property to verify that planning and room block management is always current. 
    • Develops relationships with housing on-property contacts once the event is turned over to each property. 
    • Aligns with market Revenue Management for individual opportunity pricing strategy
    • Maintains calendar for each property of citywide participation. 
    • Maximizes use of convention calendar to deliver timely, accurate information of citywide demand (e.g., current and future) to stakeholders.
    • Understands the needs of each property and their revenue strategy. Partners with the Canada Sales Office and/or Room Inventory Manager to strategically price hotels in the market to win market share and grow revpar year over year.
    • Understands the overall market, competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
    • Closes the best opportunities for each property based on market conditions and individual property needs.
    • Achieves revenue and sales goals at each property as defined by Market leadership. 
    • Develops and achieves operating budgets and manages controllable expenses.
    • Contributes to the team goal at each property.
    • Drives short term and future business at each property.
    • Drives revenue via multi year contract plan, where appropriate.
    • Uses financial contributions from each property for marketing programs and tools.
    • Leverages methodologies, technical and business knowledge across the market. 
    • Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction. 
    • Increases local penetration to optimize demand across all brands and satisfy important property needs.
    • Leverages all available sales channels,  (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices) in an effort to optimize sales revenues.
    • Focuses on promoting local properties via marketing channels to citywide exhibitors and affiliates and work with stakeholders to strategically price properties in the local market to win market share and grow RevPar.
    • Performs other duties, as assigned, to meet business needs.

 

Building Successful Relationships

  • Maintains strong relationships with convention bureau leads, trade show planners, housing company partners, Global Sales, Account Sales,city suppliers to find confirmed city-wide convention business for local Marriott hotels. 
    • Works with bureau leads and trade show leads to offer multiple property selling options.
    • Partners with Event Management and/or Operations in providing a customer experience that exceeds customer expectations.
    • Works collaboratively with the Convention Bureaus, ConventionsCenters and other property counterparts to drive revenue, monitor customer satisfaction and increase market share.
    • Develops and attends high impact local/regional/national customer events, trade shows and meetings to maximize customer/hotel interaction, build loyalty, and internal/external education. 
    • Builds and strengthens relationships with existing and new customers, industry organizations and convention bureaus to enable future bookings. 

 

MANAGEMENT COMPETENCIES

Leadership
  • Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.   
  • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
  • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose 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.
Managing Execution
  • Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
  • 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.
  • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
  • Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships. 
  • Customer Relationships - Develops and sustains relationships based on an understanding of customer 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.
Generating Talent and Organizational Capability 
  • Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
  • Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
  • Business Acumen - Understands and utilizes business information to manage everyday operations.
  • Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
  • 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 apprpriately consider available facts, constraints, competitive circumstances, and probable consequences.
  • Sales Opportunity Analysis - Ability to understand and utilize economic, financial, industry, and organizational data; accurately diagnosing customer needs and issues that can inform sales strategies. 
  • Selling Sales Approaches and Solutions - Persuasive selling on behalf of local hotels.  Skilled at developing, selling and negotiating novel ways to deal with sales challenges and opportunities.
  • Team Based Selling - Ability to harness and leverage appropriate sales resources to facilitate goal accomplishment. 
  • Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures.
  • Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
  • Financial Acumen - Solid understanding of revenue and profitability drivers for Marriott International’s properties and brands (e.g., ability to analyze P&L statements, develop operating budgets, forecasting and capital expenditure planning). 
  • 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 - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
  • Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
  • Writing - Communicates effectively in writing as appropriate for the needs of the audience.

 

 

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.

 

Notification to Applicants: Central Canada Sales Office takes seriously its obligations under the applicable provincial legislation and will provide accommodations to job applicants needing assistance.  If you require an accommodation in relation to this job posting, our online application or an interview, please call 905-366-5227 or email CanadaApplicationAccommodation@marriott.com and a member of our Human Resources team will respond to your request.  Please note that this phone number and email are only for those individuals who would like to request an accessibility accommodation as part of the recruiting process.

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.