Position Title: Assistant Director Of Sales
Employer: Sheraton Addis Hotel
Employment: Full-Time | Permanent
Place of Work: Addis Ababa - Ethiopia
Posted date: 9 months ago
Deadline: Submission date is over
About the Job
Functions as the business leader of the property’s sales department for properties with bookings exceeding parameters of the Group Sales teams within the Sales Office. Provides day-to-day leadership to a team of on-property sales associates and pulls through a number of above-property sales channels (e.g., Area Sales, Group Sales within the Sales Office, Catering Sales, Global Sales Office, etc.) in order to achieve hotel sales objectives, booking goals, and property revenues.
Develops strategic working relationships with leaders of these sales channels to proactively position and drive sales to the property. Interfaces with the Regional Marketing & DFM team to review collateral and execute the property’s marketing plan as well as pull through regional and national promotions. Develops and implements property-wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates, providing a return on investment to the owner and Marriott International.
About You
MINIMUM QUALIFICATIONS: In order to be considered for this position, applicants must possess the following minimum qualifications. Applicants without the below listed qualifications need not apply as they will not be considered in the competitive pool.
- EDUCATION: Bachelor's degree in marketing management, Hotel Management, Business Management, or Business Administration is required.
- EXPERIENCE: Minimum of six years experience as a sales manager in five-star hotels or equivalent is required.
- LANGUAGE PROFICIENCY: Excellent working knowledge of the English language is required. Other language abilities are advantageous.
CORE WORK ACTIVITIES
Managing Sales Activities
- Executes the sales strategy and verifies that individual booking goals are met for both on-property staff and off-property sales channels.
- Partners with Area Sales and Group Sales within the Sales Office to establish successful account deployment and execution.
- Serves as the sales contact for the General Manager, property leadership team, Global Sales Office (GSO), Group Sales, Area Sales, and Catering Sales leaders.
- Acts as the sales contact for customers; serves as the customer advocate.
- Functions as the property sales liaison with various sales and marketing departments.
- Provides customer intelligence in evaluating market and economic trends.
- Reviews the Smith Travel Research STAR report and competitive shopping reports.
- Researches competitor sales team strategies to identify ways to grow occupancy and RevPAR.
- Attends sales strategy meetings to provide input on weekly and overall sales strategy.
- Participates in business planning with the Regional Marketing & DFM team.
- Suggests innovative marketing ideas and develops deployment strategies.
- Determines and develops marketing communication activities.
- Participates in sales calls with team members to acquire new business.
- Identifies public relations opportunities and coordinates activities.
- Supports the General Manager by coordinating crisis communications.
- Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
- Handles operational aspects of business booked (e.g., generating proposals, writing contracts).
- Participates in and practices daily service basics of the brand.
- Ensures a seamless turnover from sales to operations and back to sales.
- Maintains successful performance by increasing revenues and controlling expenses.
- Interfaces with the Regional Marketing & DFM team to review collateral.
- Performs other duties, as assigned, to meet business needs.
Building Successful Relationships
- Develops strong partnerships with local organizations to increase brand awareness.
- Manages internal key stakeholder relationships.
- Fosters community and public relations through participation in events.
- Executes exemplary customer service to drive satisfaction and loyalty.
- Understands customer needs and recommends appropriate features and services.
- Gains understanding of the hotel’s primary target customer and service expectations.
- Monitors the effective resolution of guest issues arising from the sales process.
- Develops strategic working relationships with leaders of sales channels.
Leadership
- Functions as the business leader of the property’s sales department.
- Coaches leaders of revenue-generating departments in developing effective strategies.
- Develops sales goals and strategies aligned with the brand business strategy.
- Ensures the Sales team leverages Marriott International demand engines.
- Works with Human Resources to maintain compliance with regulations.
- Partners with Human Resources to attract and retain the right people.
- Verifies effective structures and performance management systems are in place.
- Sets goals and expectations for direct reports using the Leadership Performance Process.
- Forecasts talent needs and manages talent acquisition strategy.
- Maintains an active list of the competition’s best salespeople.
Management Competencies
Key Competencies
- Leadership - Develops strategies and identifies resources to implement and manage change; models flexibility in adjusting priorities; and communicates the need for change positively to encourage commitment.
- Communication - Actively listens and uses appropriate communication styles to deliver complex information clearly and concisely, influencing others to accept a point of view, gain consensus, or take action.
- Problem Solving and Decision Making - Models and sets expectations for solving complex problems, collecting and comparing information to evaluate alternatives, considering their potential impact before making decisions, involving others to gain agreement and support, and guiding others to implement solutions.
- 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 - Leads and participates as a member of a team to move the team toward the completion of common goals while fostering cohesion and collaboration among team members.
- Driving for Results - Focuses and guides others in accomplishing work objectives.
- 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 - Develops and uses collaborative relationships to facilitate the accomplishment of work goals.
- 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.
Generating Talent and Organizational Capability
- Organizational Capability - Evaluates and adapts the structure of organizational units, jobs, 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
- 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 (e.g., data related to employee engagement, guest satisfaction, and property financial performance) 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.
- Devising Sales Strategies and Solutions - Tries different and novel ways to deal with sales challenges and opportunities; takes courses of action or develops sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
- Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.
- 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.
- Revenue Management - Knowledge of total hotel revenue management concepts, processes, and strategies (including sales cycles and trends, account management, pricing, and inventory management).
- 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.
Basic Competencies
- 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.
Requirement Skills
- Negotiation
- Customer Relationship Management (CRM)
- Sales Reporting
- Budgeting
Desired Skills
- Analytical skills
- Goal setting
- Persuasion
- Financial planning
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