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Marriott Senior Sales Manager Travel Industry (Maternity Cover)- The Barcelona EDITION in Barcelona, Spain

Job Number 19115250

Job Category Sales and Marketing

Location The Barcelona EDITION, Avinguda Francesc Cambo 14, Barcelona, Barcelona, Spain VIEW ON MAP

Brand Edition Hotels

Schedule Full-time

Relocation? No

Position Type Management

Start Your Journey With Us

EDITION Hotels combine the visionary genius of boutique hotelier Ian Schrager, the service delivery of a world-class luxury hotel, and the global reach of Marriott International to create an entirely new experience in the world of hospitality. Our hotels are stunning microcosms of the world's top cities, featuring the finest in dining, entertainment, nightlife, and service to create an enchanting experience that makes your spirit soar!

But to create this magical experience, we need you.

EDITION is hiring warm, out-going, authentically amazing people who are looking for a place to work that inspires them, challenges them and makes them proud to come to work. A place where service comes from the heart, not from a handbook. A place that delivers a never-ending theatrical performance that continuously delights and enchants each and every one of our guests.

We invite you to join us today.

JOB SUMMARY

Responsible for executing the property’s Travel Industry Sales strategy and achieving the associated revenue goals. Assists in leading all day-to-day activities related to Transient Leisure Sales with a strong focus on building long-term, value-based customer relationships that enable the hotel to achieve its sales objectives. This is accomplished by developing a strategic and measurable plan to prospect for potential accounts in assigned market territories, in addition to maintaining existing relationships with an established client base. Works closely with Revenue Management, Finance and all Operational departments of the hotel.

Your main mission will be to develop and maintain strong partnerships/relationships with customers that enable you to drive sales and penetrate market share in the Travel industry business to achieve the hotel sales goals.

In this role you will partner with the Director of Travel Industry, Sales and Marketing leadership and the Leadership team, to create and execute a comprehensive strategic plan to build and grow market share from your assigned segment/markets.

To be successful in this position, you will understand the overall market dynamics – competitors’ strengths and weaknesses, economic trends, supply and demand how to sell to assigned segments. Besides, you will need to be updated with market/hospitality trends to explore new business opportunities.

You will become an expert on the EDITION Brand to ensure that you represent the brand and create brand awareness within your luxury lifestyle segments. Your participation in local and international travels, in partnership with the Director of Travel Industry, to represent the hotel at trade shows, sales missions, FAM trips, sales calls and conferences will be crucial for the success of this role.

This position also has shared responsibilities for guest and employee satisfaction and for the financial performance of the department.

CANDIDATE PROFILE

Experience

  • PreviousFive Star/Luxury Hotel Sales Experience is essential for this post

  • Provenstrong relationship within the luxury network with key contacts in the TravelIndustry sector are essential for this post

  • Experienceof the Barcelona market desirable but not necessary

  • Previousexperience of working within a large dynamic sales team is desirable

Skills andKnowledge

  • Excellentselling skills and understanding of sales processes

  • Stronganalytical skills to develop and review reports (including Revenue Management)and determine other opportunities and ways to increase business levels

  • Systemsknowledge (MARSHA, Opera. MarRFP) and software knowledge (Microsoft Office, etc.)desirable but not necessary

  • Abilityto prioritize and organize multiple work assignments and delegateresponsibility effectively

  • Abilityto communicate the EDITION ethos to the Sales Team, to other employees at a propertylevel and to customers

  • Abilityto translate business needs into what needs to be done; ensures that all workis completed effectively; monitors the progress of work against schedules andbudgets; maintains high performance standards

  • Fostersrelationships and a positive climate to build effective teams that arecommitted to organizational goals and initiatives; demonstrates flexibility inapproach

  • Createsan atmosphere in which timely information flows smoothly throughout the department;possesses exceptional communications skills

  • Supportsand manages change within the organization, taking steps to remove barriers orto accelerate its pace

  • Effectiveup-sell skills of products and services and strong persuasion skills

  • Knowledgeof overall hotel operations as they affect departments

  • Financialskills e.g., ability to understand P&L statements, manage operating budgets,forecasting and scheduling

  • Strongproblem-solving and organizational skills

  • Strongpresentation and platform skills

  • Effectivedecision making and influence skills

  • Strongcustomer development and relationship management, and telephone sales skills

  • Abilityto set accurate account and revenue goals

  • Abilityto develop and implement successful sales strategies for individual accounts

  • Knowledgeof group and transient business including contractual agreements and legalimplications

  • Knowledgeof products, cultures, brand and hotel sales strategies;drive results

  • Stronganalytical & negotiation skills, understands revenue management functionsand account profitability

  • Abilityto interpret market data and apply to sales strategy

  • Strongemployee relations skills

Education orCertification

  • 2-yeardegree from an accredited university in Business Administration, Marketing,Hotel and Restaurant Management, or related major preferred

CORE WORK ACTIVITIES

The following are specific responsibilities and contributions critical to the successful performance of the position:

Sales & Marketing

  • ManagesTravel Industry accounts, including FIT Wholesale, Luxury Concierge Services,STARS Agencies (Europe), Online Travel Agencies and Local Partnerships &Association

GENERAL

  • Proactivelyidentifies, qualifies, and solicits new business to achieve personal and hotelrevenue goals

  • Closesthe best opportunities for the hotel based on market conditions and hotel needs

  • Understandscompetitors’ strengths and weaknesses, and knows how to sell against them

  • Usesnegotiating skills and creative selling abilities to close on business andnegotiate contracts

  • Prospectsnew Travel Industry business through phone solicitation, on-site sales calls,customer visits to the hotel, Industry shows, sales blitzes, direct mail,newspaper and on-line research

  • Drivesand manages Travel Industry account production through improved customerloyalty and excellent account management

  • Negotiatesappropriate rates for assigned accounts

  • Possessesknowledge and appreciation of EDITION, its brand culture, philosophies andinitiatives

  • Adheresto all EDITION standards, policies, and procedures

  • Followsoverall sales strategy as specified by the Director of Sales & Marketing

  • Performsother duties as assigned to meet business needs

  • AssistsDirector of Sales & Marketing with the overall department management(forecasting, budgeting, P&L management, etc.) as and when required

  • Participatesin writing the annual Marketing Plan and executing it in an effective manner

  • Assistsin achieving the annual operating budget to meet and exceed budget expectations

  • Ensuressuccessful performance by increasing revenues, controlling expenses andproviding a return on investment for the property owner and for EDITION

  • Representsthe customer needs to the rest of the hotel, and constantly identifies andcommunicates potential new revenue opportunities to the Director of Sales &Marketing

  • Usesdata and other resources to maintain an awareness of the hotel’s marketposition. Researches competitors’ strategies to identify ways to grow occupancyand RevPAR and increase market share

  • Holdsself and others accountable for achieving results

  • Addressesconflict in a timely manner

  • Eliminatesinsular thinking by fostering a positive climate for work relationships andteams committed to achieving organizational goals and initiatives

  • Treatspeople fairly, with dignity and respect

  • Developsstrong community relations. Networks in the local market, in the industry andprofessional organizations. Participates in tourism and entertainment networks.Ensures departmental participation in community service events to buildteamwork and enhance community relationships

  • Buildsrelationships with Marriott International and The Ritz-Carlton Hotel Companyglobally

  • Worksto meet goals in a manner that does not disadvantage other employees or groups

  • Demonstratesbusiness ethics and personal integrity, i.e., is widely trusted; is seen as adirect, truthful individual

  • Listensand responds to others

  • Celebratessuccesses and publicly recognizes the contributions of team members; ensuresrecognition occurs throughout the division

  • Isinterested in other’s views even if they counter their own views

  • Approacheswork with a sense of urgency and purpose

  • Activelypursues learning and self-development to enhance personal, professional andbusiness growth

  • Seeksand welcomes feedback. Takes actions to enhance performance based onexperiences and coaching. Readily critiques own behavior to acknowledgemistakes and improve future performance

  • Usesstrong technical expertise and understanding of global and local economy andtheir potential impact on the business to devise strategies to grow hotelTravel Industry revenue

  • Workswith sales leader to ensure understanding of sales strategy and effectiveimplementation of this strategy for the segment

  • Proactivelydevelops and manages relationships with key stakeholders, both internal andexternal

  • Develops,implements and sustains aggressive solicitation program focused on increasingbusines

  • Assistswith the development and implementation of promotions, both internal andexternal.

  • Workscollaboratively with off-property sales channels (e.g., Sales Office, MarketSales, GSO etc.) to ensure the property needs are being achieved and the salesefforts are complementary, not duplicative

  • Participatesin sales calls with members of sales team to acquire new business and/or closeon business

  • Ensuresregular on-going communication is happening in all areas of responsibility tocreate awareness of business objectives and communicate expectations, recognizeperformance and produce desired business results

  • Celebratessuccesses and publicly recognizes the contributions of team members; ensuresrecognition is taking place across areas of responsibility.Maintains an on-going employee recognitionprogram

LOCAL PARTNERSHIPS

  • Effectivelydevelops relationships within the community to strengthen and expand customerbase for sales opportunities

  • Maximizesopportunities through Local Tourists Board (London and Partners) across allmarket segments

  • Attendslocal networking events, Industry shows and event

  • Workswith the Marketing Manager to identify new opportunities and brand partnershipsto drive brand awareness and increase revenue share

STARS

  • Isthe Guardian Angel for STARS Agencies and proactively manages and engages withkey accounts (excluding North America)

  • Conductsweekly webinars and monthly communication through the STARS website

  • Increasesmarket share and works closely with Global / Regional Director of Leisure Salesto drive awareness and generate FAM Trip opportunities and on sitepresentations

  • Analysesgeographic relevance and key demographics for each agency within the region andcreates market specific promotion and content accordingly

  • Travels to key destination within Europe andemerging markets to visit existing and prospect agencies

FIT/ WHOLESALE

  • Managesand maintains the FIT Wholesale production

  • Preparessales-related documents throughout the sales process for FIT Wholesaleproduction (e.g., contracts addendums and inventory changes)

  • Verifiesthat business is transitioned appropriately and in a timely manner for properservice

  • Workswith the Head of Reservation to manage the day to day maintenance of theagreements, as well as working internally with the necessary channels to growproduction from the FIT accounts and reduce accordingly based on the businessneeds

  • Worksclosely with the Director of Sales and Marketing and Director of Revenue toestablish wholesale processes and procedures with operations staff (e.g. FrontDesk, Reservations, and Accounting)

  • Demonstrates,strategic, proactive account management and engagement with all businesspartners on a day to day basis

  • Workswith marketing and revenue management to identify, prepare and promote specialsaccordingly and pull through the strategy of the FIT accounts

  • Usesreports (STR, Hotelligence etc.), competitive shopping and other resources tomaintain awareness of the hotel’s market position. Researches competitorstrategies to identify ways to increase market share and maximize revenue

SPECIAL NEGOTIATED CONSORTIA / ONLINE TRAVEL AGENTS

  • Workswith the Director of Revenue and Sales & Marketing to develop accuratecontracts and offers and gains the commitment of the customer

  • Workswith the Marketing Manager to conduct regular content health check

  • Workswith the Head of Reservation on availability, rate loading, special promotionsand seasonal offers

EMERGING MARKETS

  • Workswith the Director and EDITION Global VP of Sales & Marketing on developinga market strategy for all emerging markets includingMiddle East, South America, Scandinavia,Russia across all market segments, but with a focus on Premium & StandardRetail

Financial Management

  • Participatesin the budget development process and business planning process for the entertainmentand leisure segments

  • Managescontrollable expenses to achieve or exceed budgeted goals

Other

  • Performsother duties as assigned to meet business needs

  • Complieswith all company standards, policies and procedures

    MarriottInternational is an equal opportunity employer committed to hiring a diverseworkforce and sustaining an inclusive culture. Marriott International does notdiscriminate on the basis of disability, veteran status or any other basisprotected under federal, state or local laws.

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