Area Sales Leader 1 Job in Not Specified, Massachusetts US

Area Sales Leader 1

Area Sales Leader 1 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 17 brands you'll find us in your neighborhood and in more than 71 countries across the globe. Find Your World" at Marriott. JOB SUMMARY The Area Sales Leader provides leadership and direction to a team of area-based sales associates to grow account share and drive revenue across all brands in conformance with regional priorities and overall segment strategies. The primary responsibility is to set sales targets by account, associate and hotel to achieve the overall revenue goals within the area. The position also provides day to day leadership to the area teams, comprising of account managers, to achieve assigned revenue and market share goals. The position may also provide direct supervision to property-based sales managers for properties without sales leadership. The Area Sales Leader will ensure pull-through of segment strategies and partner with General Managers to ensure hotels in their area attain and grow sales/revenue objectives. The position will liaise with the Sales Office teams to ensure successful execution of the sales strategy relating to transactional excellence. The position will have ultimate accountability for achieving revenue goals, team booking pace goals, guest and associate satisfaction and overall financial performance of hotels within their area. CANDIDATE PROFILE Education and Experience Required: * High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area. OR * 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area. Preferred: * 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management. * Proven leadership skills in supervising and managing associates. * Lodging sales experience. * Account management experience. CORE WORK ACTIVITIES The Area Sales Leader has overall responsibility to lead the area sales teams towards the execution of overall account strategy, business generation and team and hotel revenue goal attainment. Overall, the position is accountable for the following: Sales and Marketing Leadership * Manage and direct the area sales team and promote accountability to drive superior business results within the area. Includes successful execution of account strategies by proactively targeting current and new high value accounts in the area and implementing effective sales deployment strategies to grow market share. * For properties without sales leadership, manage and direct property-based senior sales executives and/or destination sales executives in order to achieve hotel revenue goals. * Deploy sales teams against the most profitable customer accounts. Set performance targets that focus area sales associates to grow account share and drive revenue to local hotels. * Ensure that area Sales and Marketing strategies and programs are in alignment with the overall market goals. Track account growth and profitability to positively influence customer purchasing behavior. * Implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel's sales objectives. * Review the STAR report, review competitive shopping reports, research competitor's sales team strategies and use other resources in order to grow occupancy and RevPAR and increase market share. * Gain understanding of the hotel's primary target customer to generate better business solutions. Provide customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations. * Evaluate market and economic trends and introduce appropriate changes in sales strategies to generate increased revenue and ensure competitive position in the market for each property. * Ensure the development of a strategic account plan for the demand generators in the market, and ensure sales team is leveraging MI demand engines to full potential. * Ensure focus is on proactive selling and penetrating accounts. Develop and manage internal key stakeholder relationships. * Serve as the property sales liaison with all sales channels, Revenue Management, Event Management, Regional Marketing Communications and other hotel departments as appropriate. * Partner to Sales Office leaders to review sales results and plans for each property and work with Business Development Director to review re-solicitation efforts and account assignments. * Focus on building each property's top line revenue by developing a sales strategy that utilizes on-property and off-property sales channels to deliver results. * Develop a close working relationship with operations to ensure execution of service and selling strategies at the hotel level. * Serve as the primary sales contact for the GMs and property leadership teams. Understand and accurately represent individual property needs. * Develop strong community and public relations by ensuring properties participate in local market trade shows and client events. * Serve as the area's change agent and play 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, etc.). * Partner with Marketing Communications to develop and execute marketing communication activities; evaluate marketing opportunities by surfacing needs, * Channel customer feedback, as appropriate, on all aspects of opportunity management to the Sales Office teams. * Support hotel development efforts within their area to gainfully grow the Marriott International Brand; provide 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. * As appropriate, develop actionable recommendations and responses to optimize performance and drive growth and profitability. * Perform other duties, as assigned, to meet business needs. Revenue Management * In partnership with Revenue Management, develop business sales strategy plan to achieve area and property goals; utilize the property diagnostic process to maximize revenue and profits. * Partner with Revenue Management for the annual pricing process, request for proposal (RFP) and development of the marketing business plan. * Monitor local business outlook and consult with Revenue Management on strategy. Hotel Performance * Appropriately monitor all hotels in the market. Play a challenge role in the review of on-going sales marketing decisions and initiatives ensuring the right approaches and resources are brought to bear on overall business challenges and opportunities. Create and implement solutions for hotels that are not performing to expectation. * Monitor the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders. * Ensure successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. * Partner with Market Sales Leader to engage with owners and asset managers and communicate account strategy and hotel's performance metrics. Talent Management * Partner with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. Ensure effective structures, processes, jobs and performance management systems are in place. Set goals and expectations for direct reports using the LPP, align performance and rewards, appropriately address