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Market Director, Destination Sales, MICE - Japan

Tokyo Area Office & CEC
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JOB SUMMARY

The role provides over-all leadership and direction developing source market and account management strategies to build solid, long-term relationships with International MICE Agencies, PCO’s and Travel Trade partners as well as in-market MICE Agencies and Travel Management Companies with the purpose of growing Group & MICE Segments. Partners with the Global Sales Organization (GSO) team to verify the pull through of segment strategies as appropriate.  Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving group revenue to hotels within the country.

This role drives the development and implementation of successful group solicitation and conversion strategies in key international markets to meet and/ or exceed group room, food & beverage and function room rental goals for hotels.

CANDIDATE PROFILE 

Education and Experience 

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

OR

  • 4-year bachelor's degree in Business Administration, Marketing, Hotel Management or related major; 3 years experience in sales and marketing or related professional area

 

CORE WORK ACTIVITIES 

Demand Generation 

  • Execute market focused source/ destinations strategies
  • Demand generation + new business development for MICE segment from identified source market internationally
  • Drive MICE business from Corporate Direct, TMC/ Event Planner

Business / CRM Performance

  • Leadership & education support in lead conversion strategies, source & destination market insights
  • Strategies alignment & collaboration with GSO, Field Marketing, RM & Hotels to maximum revenue growth
  • CRM with key industry partners & organizations to stay connected on new & emerging market trends
  • Conduct market research and analysis to identify trends, competitive landscape, and growth opportunities
  • Conduct performance review Area leaders
  • Represent the company to attend international trade shows, conferences, and networking events.

Distribution Strategies

  • Build & maintain Customer relationship 
  • Support GSO, Hotel relationships & ensure synergies in market

Group & Catering Strategies 

  • Identify Accounts with group opportunities
  • Drive Conversion
  • Implement and maximize MI Sales & Catering Sales Tools

Sales Operations

  • Personalization and automation of response
  • Customer Retention strategies using system data
  • Create demand for Hotels in the market

MANAGEMENT COMPETENCIES 

Leadership
  • Administration – ensure cluster office administration effectiveness
  • 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, 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. 
Managing Execution
  • Building and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
  • 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/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.
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.
 
Learning and Applying Professional Expertise
  • Applied Learning - Seeks and makes the most of learning opportunities to improve performance.
  • Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges.
  • 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.
    • Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring a sale to closure
    • Strong customer development and relationship management skills
    • Strong leaderships skills
    • Strong problem-solving skills
    • Effective decision making skills
    • Effective conflict management skills
 
  • 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.

 

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.

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.