Director of Global Sales 2

Salary Details

Salary Description: Competetive Salary Offered

Job Description For Director of Global Sales 2

JOB SUMMARY

The Regional Director, GSO is a key member of the Sales & Marketing leadership team responsible for providing strategic sales leadership. Sales office locations currently include Brazil and Central America.

This individual is responsible for developing strategic sales strategies (direct sales, marketing, and e-Commerce) that optimize profitable market share across all revenue streams (business and leisure transient, group, luxury, extended stay) from targeted high-value accounts within key business-to-business segments.

Specific areas of responsibility include 1) attracting, recruiting, retaining, developing, and leading a world-class sales force, 2) establishing, managing, and communicating overall regional/segment strategies in alignment with overall Sales and Marketing strategic priorities, 3) identifying the appropriate mix of business for Marriott brands and hotels, 4) developing the segment sales and value propositions including segment offerings, 5) owning the return on invested capital (ROIC) for these business segments, 6) liaising with relevant cross-discipline resources, specifically market and property-based sales, to ensure pull-through of segment strategies for new and existing accounts.

CANDIDATE PROFILE

Education and Experience
• 4-year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major and 6+ years of hotel industry experience in sales and marketing, including luxury sales or luxury hotels.

OR
• 2-year graduate degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major and 8+ years of hotel industry experience in sales and marketing, including luxury sales or luxury hotels.

CORE WORK ACTIVITIES

Leading Discipline Team
• Enables the region to maintain high-performance levels by developing clear accountabilities, motivating associates, hiring the best candidates, providing development opportunities, addressing performance issues, and aligning performance and rewards to total account performance.
• Supports the development and execution of the overall strategy for the GSO region in alignment with the strategy for the broader GSO and with Marriott's overall Sales and Marketing strategic goals and priorities. Collaborates with Sales and Marketing Planning & Support (SMPS), eCommerce, and Marketing to execute segment strategies and promote accountability to achieve desired business results.
• Communicates a clear and consistent message regarding departmental goals to produce desired results.
• Makes and executes the necessary decisions to keep the department moving forward toward the achievement of goals.
• Assists in developing optimal Total Account Management teams that are focused on delivering customer value and growing market share. Develops and enhances the concepts of strategic account management and team-based sales.

Managing Profitability
• Achieves segment revenue, sales, and market share goals for the assigned region.
• Ensures the development of sales plans and strategies that focus on improving market share, leveraging efficiencies, achieving revenue goals, and reducing overhead.
• Increases penetration of high potential accounts to optimize profitable revenue across all brands and satisfy important property needs.
• Provides subject matter expertise - understands short-term and long-term needs and identifies competitive trends that impact customer behavior.
• Manages the global ROIC for the assigned portfolio of accounts.
• Proactively leads the sales efforts within the assigned region, both for new and existing accounts, increasing penetration of high potential accounts to optimize profitable revenue across the region.
• Reviews sales goals and strategies to ensure alignment with the business strategy and positioning within the market. Leverages Sales & Marketing Planning and Support (SMPS) to track segment growth and profitability.
• Develops innovative cross-functional solutions to win in the segments (e.g., eCommerce, marketing, and revenue management solutions).

Managing Revenue Goals
• Manages budget to ensure funds are being used to address strategic priorities, including effective management of wage and benefit costs. Ensures funds are being used to address the priorities outlined in the business strategy.
• Monitors and reviews reports and financial statements to determine performance against budget.
• Coaches and supports team to manage expenses, wages, and controllable expenses.

Ensuring and Providing Exceptional Customer Service
• Develops concentrated expertise in customer needs and opportunities. Monitors current and anticipates future customer needs, goals, and attitudes (including competitor activity) to guide targeted product and service solution development. Clearly understands the competitive landscape and sets a strategy to capitalize on strengths and counter competitive threats.
• Plans and builds a flexible and scalable organization aimed at providing "best in class" customer-centric offerings.
• Translates customer and account needs into a range of support products and services that maximize returns; is accountable for liaising with cross-discipline groups to develop segment sales and service propositions and segment offerings that are both off-the-shelf and customized.
• Delivers a superior level of customer service throughout the customer experience and encourages the same from other employees.
• Acquires, tracks, and reviews customer feedback and ensures business strategies address and incorporate the feedback to continually improve customer satisfaction results.

Managing and Conducting Human Resources Activities
• Interviews and hires employees.
• Promotes the fair and equitable treatment of employees.
• Facilitates regular, ongoing communication in the department (e.g., staff meetings).
• Fosters employee commitment to providing excellent service, participates in daily stand-up meetings, and models desired service behaviors in all interactions with customers and employees.
• Incorporates customer satisfaction as a component of staff/operations meetings with an emphasis on generating innovative ways to continually improve results.
• Sets goals and expectations for direct reports using the performance review process and holds staff accountable for performance goals.
• Solicits employee feedback.
• Utilizes an "open door policy" and reviews employee satisfaction results to identify and address employee problems or concerns.
• Promotes adherence to policies consistently, follows disciplinary procedures and documents items according to Standard and Local Operating Procedures (SOPs and LSOPs), and supports the Peer Review Process.
• Conducts annual performance appraisal with direct reports according to Standard Operating Procedures.
• Champions change ensures brand and regional business initiatives are implemented and communicates follow-up actions to the team as necessary.
• Identifies talents of direct reports and their teams and assists with their growth and development

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.