Multi Property Senior Sales Manager - Luxury

Job Description

JOB SUMMARYAccountable for the assigned hotels luxury segment, to proactively solicit and handle a defined account portfolio including various Consortia networks as well as other luxury communities. Develops, executes and drives the luxury segment strategy, action plans against new and existing target accounts. Liaises with on-property and above-property stakeholders to maximize business opportunities and collaborations. Owns all day-to-day sales activities of the defined luxury segment with a focus on implementing and driving the commercial strategy as well as developing and maintaining long-term, value-based customer relationships that enable the achievement and exceedance of sales objectives and personal sales targets. Drives suite and villa sales through luxury and boutique programs and attends global luxury showcases, tradeshows, conferences, and functions as required on behalf of assigned properties. Ensures business is turned over properly and in a timely fashion for an exquisite service delivery and by brand standards. Analyses and maintains knowledge of customers, luxury market trends and competition.Participates in regular business reviews and strategy meetings.Represents Marriott International worldwide, promoting the quality image of the company at every opportunity, and uncovers additional leads for Marriott International through MI Leads.CANDIDATE PROFILEEducation. 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major 3 years experience in sales and marketing or related professional area.OR4-year bachelors degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major 1 year experience in sales and marketing or related professional area.ExperienceExperience within luxury hotel chains/5-star luxury properties is required

• Substantial knowledge and established network of connections within luxury Consortia space is required (e.g. AMEX Centurion/FH&R, Virtuoso, STARS & Luminous, Internova etc.)
• Additional experience and connections within luxury travel network and communities are a pluse.g. private concierge & lifestyle companies, luxury car clubs etc.
• Proven prospecting and luxury business development abilities
• Excellent written and verbal communication skills (English) additional EU language skills required, other languages are welcome
• Strong luxury sales, negotiation and closing skills
• Understanding of international feeder markets and luxury buying behaviours
• Strong organizational and project management skills

Previous Marriott International experience is recommended.CORE WORK ACTIVITIES

• Building Successful Relationships that Generate Sales Opportunities
• Builds and strengthens business relationships with existing and new customers to enable future bookings and grow luxury market share.
• Effectively develops valuable business relationships within luxury communities to further expand customer base.
• Works collaboratively with off-property sales channels (i.e. Market Sales, Global Sales Organization) to ensure luxury sales efforts are coordinated, complementary and in alignment with the hotels overall strategy within that specific segment.
• Manages and develops relationships with internal and external key stakeholders.

Managing Sales Activities

• Develops, implements and drives the commercial strategy of the luxury segment.
• Action plans against existing and new target accounts to achieve and exceed sales quotas and gain market share.
• Manages a pre-determined number of luxury key accounts and other luxury communities to ensure maximum yield in line with budgetary objectives.
• Identifies and acquires new potential luxury partnerships through a variety of channels.
• Drives suite and villa sale (as applicable) through existing and new luxury program inclusions across various communities including but not limited to Consortia programs (e.g. AMEX Centurion/FH&R, Virtuoso, STARS & Luminous, Internova), private concierge & lifestyle companies, luxury car clubs and retail travel agencies, high-end fashion companies etc.
• Responsible for maintaining Consortia programs, leveraging the respective webpages/e-tools, and creating attractive packages, presentations etc. in accordance with business needs.
• Proactively schedules sales calls and corresponding activities such as site inspections, familiarization trips, agent trainings, webinars, virtual calls, client entertainment etc. to strengthen business relationships, educate partners and uncover new luxury business opportunities.
• Attends international and local luxury showcases, conferences, tradeshows, functions etc. as a representative of both properties,ensuring that the quality image of the unique portfolio is portrayed, and that every opportunity is taken to promote the hotels and Marriott International.
• Takes responsibility for the compilation and execution of quarterly sales action plans as agreed with Director of Sales & Distribution.Communicates any trends, updates, obstacles on a regular basis.
• Tracks monthly segment results, monitors production/weekly pick-up and handles the corresponding reports accordingly.
• Executes and supports the operational aspects of luxury business booked (incl. customer correspondence).
• Handles VIP guests/partners reservations with utmost care and attention, communicates with respective departments for any required arrangements, meet & greets etc.
• Takes personal responsibility to ensure that standards are maintained and that available systems/tools are utilized to their full capacity.
• Maintains effective call objective, up-to-date activity and relevant information for each key account and ensures follow up is executed in a timely manner.
• Owns and ensures an efficient day-to-day operation of the luxury segment.
• Understands and is in a position to accurately hand over any luxury group and event enquiries to Director of Groups & Events / Groups & Events team.
• Takes personal responsibility for understanding the overall commercial strategy and budgetary guidelines, enabling empowered decision-making in all rate negotiations.
• Collaborates with marketing department for new initiatives, out-of-the-box ideas, etc. to drive performance and exposure.
• Participates in regular business reviews and strategy meetings providing an update on the travel segment performance and trends. Active involvement in theannual budget planning process.

Supervises support staff in the planning, administration and execution of assigned tasks and any other sales related activities, as required. Assist when needed in recruiting, directing, managing, training and coaching sales associates.Combining timeless glamour with a vanguard spirit, St. Regis Hotels & Resorts is committed to delivering exquisite experiences at more than 50 luxury hotels and resorts in the best addresses around the world. Beginning with the debut of The St. Regis hotel in New York by John Jacob Astor IV at the dawn of the twentieth century, the brand has remained committed to an uncompromising level of bespoke and anticipatory service for all of its guests, delivered flawlessly by a team of gracious hosts that combine classic sophistication and modern sensibility, as well as our signature Butler Service. We invite you to explore careers at St. Regis. In joining St. Regis, you join a portfolio of brands with Marriott International. Be where you can do your best work, beginyour purpose,belongto an amazing globalteam, andbecomethe best version of you.

Keyskills :
Negotiation Sales And Marketing business development Organizational Skills English Closing Skills Written And Verbal Communication Skills project management

About Company

Marriott Hotels & Resorts is Marriott International's brand of full-service hotels and resorts based in Bethesda, Maryland. As of June 30, 2020, there were 582 hotels and resorts with 205,053 rooms operating under the brand, in addition to 160 hotels with 47,765 rooms planned for development