Sales & Marketing Manager
Marriott
South Africa, South Africa
1d ago

Start Your Journey With Us Protea Hotels by Marriott® is the leading hospitality brand in Africa and one of the most widely recognized hospitality brands on the continent, with over 90 hotels across South Africa, Zambia, Nigeria, Namibia, Ghana, Tanzania and Uganda.

If you have a passion for delivering every guest a personalized service experience and desire to be part of the Coolest Hotel Brand in South Africa’, join the Protea Hotels by Marriott® team today!

CORE WORK ACTIVITIES

Managing Sales & Marketing Activities

Manages the development of astrategic account plan for the demand generators in the market.

Manages the property's reactiveand proactive sales efforts.

Determines and develops marketingcommunication activities, in conjunction with Regional MarketingCommunications.

Provides customer intelligence inevaluating the market and economic trends that may lead to changes in salesstrategy to meet or exceed customer expectations.

Reviews the Strategic AlignmentReview (STAR) report, competitive shopping reports and uses other resources tomaintain an awareness of the hotel’s market position.

Researches competitor’s sales teamstrategies to identify ways to grow occupancy and RevPAR and increase marketshare.

Attends the Revenue Sales Strategymeetings to provide input on weekly and overall sales strategy continuouslycollaborates with Revenue Management

Suggests innovative marketingideas and develops deployment strategies to continue to grow market share.

Evaluates and supportsparticipation and account deployment with Above-Property Sales and Group Sales

Serves as the sales contact forthe General Manager, property leadership team, Group Sales and Above-PropertySales leaders.

Serves as the sales contact forcustomers

Serves as hotel authority on salesprocesses and sales contracts.

Serves as the property salesliaison with Revenue Management, E-Commerce team, Regional MarketingCommunications and other hotel departments as appropriate.

Participates in sales calls withGeneral Manager and members of the Market Sales Team to acquire new businessand / or close on business.

Identifies public relations opportunitiesand coordinates activities to augment the overall marketing communicationstrategy.

Executes and supports Marriott’sCustomer Service Standards and hotel’s Brand Standards.

Participates in and practicesdaily service basics of the brand (e.g., Protea Hotels by Marriott, MarriottHotels and Resorts (MHR) Spirit to Serve).

Implements a seamless turnoverfrom sales to operations and back to sales while consistently delivering highlevel of service.

Monitors the effective resolutionof guest issues that arise as a result of the sales process by creatingmechanisms to channel issues to property leadership and / or other appropriatestakeholders.

Maintains successful performanceby increasing revenues, controlling expenses and providing a return oninvestment for the owner and Marriott International.

Implements the brand’s servicestrategy and applicable brand initiatives in all aspects of the sales processand focuses on building long-

term, value-based customer relationships thatenable achievement of the hotel’s’ sales objectives.

Interfaces with regional marketingcommunications for regional and national promotions pull through.

Performs other duties, asassigned, to meet business needs.

Building Successful Relationships

Develops strong partnerships withlocal organizations to further increase brand / product awareness.

Develops and manages internal keystakeholder relationships.

Develops strong community andpublic relations by maintaining property participation in local, regional andnational tradeshows and client events.

Executes exemplary customerservice to drive customer satisfaction and loyalty by assisting the customerand monitoring their satisfaction before and during their program / event.

Serves the customer byunderstanding their needs and recommending the appropriate features andservices that best meet their needs and exceed their expectations, whilebuilding a relationship and loyalty to Marriott.

Gains understanding of the hotel’sprimary target customer and service expectations; serves the customer byunderstanding their business, business issues and concerns, to offer betterbusiness solution both prior to, and during the program / event.

Leadership

Functions as the leader of theproperty’s sales & marketing

Develops sales goals andstrategies and verifies alignment with overall business strategy.

Executes the sales strategy inorder to meet individual booking goals for both self and staff.

Coaches team members in revenue generatingdepartments in developing effective revenue strategies and setting aggressivegoals that will drive the property's financial performance.

Verifies Sales team understandsand is leveraging Marriott International (MI) demand engines to full potential.

Works with Human Resources,Engineering and Loss Prevention to monitor compliance with local, state andfederal regulations and / or union requirements.

Partners with Human Resources toattract, develop and retain the right people in order to support the strategicpriorities of the market.

Creates effective structures,processes, jobs and performance management systems are in place.

Champions leadership developmentand workforce planning priorities by assessing, selecting, retaining anddeveloping diverse, high-

  • caliber talent that can lead the organization todayand strengthen the leadership bench for the future; continues to upgrade thesales & marketing talent;
  • works with HR to anticipate future talent needsbased on business growth plans.

    Transfers functional knowledge anddevelops sales & marketing skills of other discipline managers.

    Provides day to day leadership tosales associates to achieve property sales objectives with overallresponsibility for achieving booking goals and property revenues.

    Evaluates the property’sparticipation in the various sales channels (e.g., Area Sales, Group Saleswithin the Sales Office, electronic lead channels, etc.

    and develops strongworking relationships to proactively position and market the property.

    Manages the marketing budget toenable development of property specific campaigns, promotions and collateral todrive revenue and meet property objectives.

    Leadership

    Adaptability - Determines how change impacts self and others; displays flexibility inadjusting priorities; and communicates both the reasons for change and how itimpacts the workplace.

  • Communication - Customizes approach to conveying complex information and ideas to others in aconvincing and engaging manner;
  • appropriately interprets verbal and non-verbalbehavior; and models active listening to ensure understanding..

    Problem Solving and Decision Making - Models and coaches others on breaking complex issues into manageableparts, identifying and evaluating alternatives and their implications beforemaking decisions, and involving and gaining agreement from others when makingkey decisions.

    Professional Demeanor - Exhibits behavioral styles that convey confidence and commandrespect from others; makes a good first impression and represents the companyin alignment with its values.

    Managing Execution

    Building and Contributing to Teams - Leads and participates as a member of a team to move the teamtoward the completion of common goals while fostering cohesion andcollaboration among team members.

  • Driving for Results - Sets high standards of performance for self and / or others;assumes responsibility for work objectives;
  • initiates, focuses, and monitorsthe efforts of self and / or others toward the accomplishment goals; proactivelytakes action and goes beyond what is required.

    Planning and Organizing - Gathers information and resources required to set a plan ofaction for self and / or others; prioritizes and arranges work requirements forself and / or others to accomplish goals and ensure work is completed.

    Building Relationships

    Coworker Relationships - Interacts with others in a way that builds openness, trust, andconfidence in the pursuit of organizational goals and lastingrelationships.

    Customer Relationships - Develops and sustains relationships based on an understandingof 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 driveinnovation, engagement and enhance business results; and ensures employees aregiven the opportunity to contribute to their full potential.

    Generating Talent and Organizational Capability

    Organizational Capability - Evaluates and adapts the structure of team assignments and workprocesses to best fit the needs and / or support the goals of an organizationalunit.

    Talent Management - Provides guidance and feedback to help individuals develop andstrengthen 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 ofself and / or others.

    Business Acumen - Understands and utilizes business information to manage everyday operationsand generate innovative solutions to approach team, business, andadministrative challenges.

    Technical Acumen - Understands and utilizes professional skills and knowledge in a specificfunctional area to conduct and manage everyday business operations and generateinnovative solutions to approach function-

    specific work challenges

  • DevisingSales Strategies and Solutions - Trying different and novel ways to deal with sales challengesand opportunities;
  • taking courses of action or developing sales strategies thatappropriately consider available facts, constraints, competitive circumstances,and probable consequences.

    SalesDisposition - Energetic,proactive, takes calculated risks, and perseveres to attain goals.

    SalesOpportunity Analysis - Ability to understand and utilize economic, financial, industry, andorganizational data; accurately diagnosing customer needs and issues that caninform sales strategies.

    SellingSales Approaches and Solutions - Skilled at developing and selling novel ways to deal with saleschallenges and opportunities.

    TeamBased Selling - Ability toharness and leverage appropriate sales resources to facilitate goalaccomplishment.

    FinancialAcumen - Solidunderstanding of revenue and profitability drivers for Marriott International’sproperties and brands (e.

    g., ability to analyze Profit and Loss (P&L)Lstatements, develop operating budgets, forecasting and capital expenditureplanning).

  • Managementof Financial Resources -Abilityto analyze Profit and Loss (P&L) statements, develop operating budgets andrevenue goals, forecasting, and capital expenditure planning;
  • determining howmoney will be spent to get the work done, and accounting for theseexpenditures.

    RevenueManagement - Knowledgeof total hotel revenue management concepts, processes and strategies (includingsales cycles and trends, account management, pricing, and inventorymanagement).

    Basic Competencies - Fundamental competencies required for accomplishing basic workactivities.

    BasicComputer Skills - Uses basiccomputer hardware and software (e.g., personal computers, word processingsoftware, Internet browsers, etc.).

    MathematicalReasoning -Demonstrates ability to add, subtract, multiply, or divide quickly, correctly,and in a way that allows one to solve work-related issues.

    OralComprehension -Demonstrates ability to listen to and understand information and ideaspresented through spoken words and sentences.

    ReadingComprehension -Demonstrates understanding of written sentences and paragraphs in work-relateddocuments.

    Writing - Communicateseffectively in writing as appropriate for the needs of the audience.

    Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.

    Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.

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