Additional Information
Job Number 26044507
Job Category Sales & Marketing
Location Excelsior Hotel Gallia a Luxury Collection Hotel Milan, Piazza Duca D’Aosta 9, Milan, Milano, Italy, 20124VIEW ON MAP
Schedule Full Time
Located Remotely? N
Position Type Management
Job Summary
Supports the Priority Meetings Strategy and identifies and sources group leads that will meet at the Convention & Resort Network of hotels. Provides management of accounts that have potential group opportunities for Network hotels that have been identified and supplied by the Senior Manager of Analysis for the Convention & Resort Network. These accounts and/or specific meetings are considered high-value by the hotels due to: group/meeting size, catering contribution, arrival/departure patterns, and meeting dates held during need times, holidays, or traditionally slow timeframes. Manages the overall lead process, implementation of group initiatives, partnering with intermediaries as appropriate, providing on-going account service in the group segment, and closes coordination with field account team on activities relating to the group segment.
CANDIDATE PROFILE
Education and Experience Required:
* High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional. OR
* 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.
Preferred:
* 4-year bachelor’s degree in Business Administration, Marketing, Hotel and Restaurant Management.
* Account management experience.
* Experience selling large complex group business.
* Team-based selling experience.
* Property knowledge of Convention & Resort Network hotels
CORE WORK ACTIVITIES
Managing Sales Activities
* Implements the overall Priority Meetings Strategy for the Convention & Resort Network of hotels.
* Provides account management support for accounts focused on group segment with high-value meeting opportunities that will be identified by the Senior Manager of Analysis for the Convention & Resort Network.
* Maintains mostly telephonic relationship with each accounts’ key group buyers (large and small), intermediaries, and other buyers globally who impact the accounts’ group buying process – either directly or through development of global account team members.
* Provides project management oversight on the implementation of account-related initiatives in the group segment.
* Handles all aspects of the group lead management process including: activities related to the customer presentation, timely and thorough correspondence with all hotels regarding lead status, and working with booking channels to help close the business
* Retains, expands and grows account revenue through account growth and margin management
* Sources leads to non-Network hotels for a booking fee.
* Provides ongoing quality control of account data,booking fees and management reporting in all sales systems and tools
* In partnership with the Enterprise Sales Team (EST), the role will execute sales deployment strategies that maximize the utilization of available sales resources.
* Leverages appropriate corporate (e.g., Global Account Directors, eCommerce, Marketing) and market resources (e.g., Group Sales within the Sales Offices, Property Sales Leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level
* Coordinates and manages large group transactions (in Network and outside of the Network) with Group Sales in the Sales Offices and with sales managers in the hotels, on behalf of customers.
* Develops and achieves operating budgets and manages controllable expenses.
* Leverages methodologies, technical expertise and business knowledge across the Network of hotels
* Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.
* Leverages all available sales channels (e.g. Marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, sales tools, etc) in an effort to optimize sales revenues.
* Applies the principles of strategic account management and team-based selling.
* Performs other duties, as assigned, to meet business needs.
Building Successful Relationships
* Manages relationships with the buyers of the accounts that book the largest and highest-valued leads to optimize account reach and share.
* Serves as account’s “local service guarantee” by establishing that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.
* Acts as the customer advocate through understanding account business objectives, needs and opportunities.
* Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provide feedback to key stakeholders (e.g., Enterprise Sales Team, Americas/Network Leadership, Group Sales within the Sales Office); partners with key stakeholders in account planning and determining strategy execution approaches for the market.
* Develops a close working relationship with Destination Sales Managers and hotel operations staff to execute strategies at the property level.
* Develops strategic relationships with secondary/non-central buyers with the purpose of driving market share and revenue to all Marriott brands
* Maintains proper and timely communication with the account customer(s) to verify overall satisfaction and quick resolutions
* Utilizes interpersonal and communication skills to lead, influence, and encourage others; advocate sound business decision-making; demonstrate honesty/integrity; lead by example.
* Collaborates effectively with peers, managers, and customers in a global and culturally diverse environment.
* Works effectively in a virtual team-based environment.
In Marriott International ci impegniamo a essere un datore di lavoro con pari opportunità, ad accogliere tutti e a favorire l’accesso alle opportunità. Promuoviamo attivamente un ambiente in cui le esperienze pregresse di ogni nostro dipendente vengono valorizzate e celebrate. La nostra più grande forza risiede nel ricco mix di cultura, talento e competenze dei nostri dipendenti. Ci impegniamo a non discriminare su qualsiasi base protetta, tra cui la disabilità, lo status di veterano o altre basi protette dalla legge.
The Luxury Collection Hotels & Resorts, con oltre 120 proprietà in più di 35 Paesi, offre la promessa di esperienze autentiche che creano ricordi duraturi e preziosi. Con oltre 100 anni di esperienza iniziata nel 1906 con il marchio italiano CIGA, una collezione delle proprietà più celebri e iconiche d’Europa, il brand vanta una solida base su cui si fonda la nostra continua evoluzione, volta a superare i desideri dei viaggiatori amanti del lusso.
Da palazzi leggendari e rifugi appartati a edifici moderni classici e senza tempo, ogni hotel e resort di lusso è un’espressione unica e preziosa del luogo in cui si trova, un portale che svela il fascino e i tesori culturali del luogo di destinazione. Se apprezzi la narrazione evocativa, hai un forte interesse e una passione per il patrimonio della località e desideri offrire un’ospitalità sincera, personalizzata e che anticipa le esigenze, ti invitiamo a unirti al nostro viaggio. Entrando a far parte di The Luxury Collection ti unirai a un portfolio di brand con Marriott International. Scegli un ambiente dove puoi svolgere al meglio il tuo lavoro, iniziare il tuo percorso verso i tuoi obiettivi, entrare a far parte di un fantastico team globale e diventare la versione migliore di te.