Boldly coloring outside the lines of luxury, W turns the traditional notion of the extravagant hotel on its head. Our irreverent attitude and taste for excess redefine revelry for the modern jet set. Our guests have a lust for a life less ordinary that drives them to demand more, experience it all, and hit repeat.
We share our guests' passions, providing insider access to what's new and what's next. Moderation is not in our vocabulary and we know that lust for life demands more, not less. W guests soak it in and live each day with a mantra: Detox.Retox.Repeat. If you're ready to create the energetic W scene that is magnetic to everyday disruptors around the world, then we invite you to explore a career with W Hotels.
Boldly coloring outside the lines of luxury, W turns the traditional notion of the extravagant hotel on its head. Our irreverent attitude and taste for excess redefine revelry for the modern jet set. Our guests have a lust for a life less ordinary that drives them to demand more, experience it all, and hit repeat. We share our guests' passions, providing insider access to what's new and what's next. Moderation is not in our vocabulary and we know that lust for life demands more, not less. W guests soak it in and live each day with a mantra: Detox.Retox.Repeat. If you're ready to create the energetic W scene that is magnetic to everyday disruptors around the world, then we invite you to explore a career with W Hotels.
This position is accountable for proactively soliciting and managing business from all leisure buyers across the region and International markets with significant revenue potential. Aligns customer profile with the appropriate product. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience.
With a specific target on hotel room revenues, the Leisure Sales Manager is responsible to work with the Director of Sales on developing the hotel group strategy at the hotel. Along with the other members of property sales team, manages group/catering opportunities not handled by the UAE Market Organisation from all segments. Actively up sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery.
Provides service to our customers in order to grow tall accounts on behalf of Marriott International.
The role may involve international travel.
SCOPE / BUSINESS CONTEXT / CANDIDATE PROFILE
W Hotel Al Habtoor City
Cross sell into other AHC Hotels and St Regis Polo Resort
Guest Rooms & Suites
Banqueting & Meeting space
Restaurants & Bars
No direct reports
Annual Projected Revenue
Responsible for developing a working knowledge of all departments in the hotel and their dependence and interaction with the Sales Department. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Proactively prospect for the target customer of the property (e.g. group, catering, business travel, leisure travel). Learn proficiency in using Marriott's Customer Focused Sales Call Process and the skill of closing the sale through training and trial. Full understanding of property revenue goals and how to achieve personal and team related revenue goals. Provide service to our customers in order to grow share of the account on behalf of Marriott International, across the enterprise. Partner effectively with Event Operations to maximize the customer experience of the property.
Sales & Admin experience, ideally in the International market and ability to demonstrate strong client relationships in the corporate market driving corporate transient, catering and group business. Solid sales & account managements skills are essential, with a strong knowledge of corporate market and business trends. A good researcher, negotiator and client focused approach is required.
The candidate should be able to show strong knowledge of constructing and executing sales & client action plans. There should be excellent communication (verbal & written) skills, confident presentation ability and a second language would be an advantage. Direct sales experience is essential (including skills in dealing with travel/event decision makers), with experience in the group/banqueting sales market a desirable asset.
Skills and Knowledge
A strong knowledge of upscale, deluxe hotels
Report writing & project management skills
Possesses excellent telephone sales skills
Excellent selling skills and understanding of sales processes; can effectively up sell products and services; can bring a sale to closure
Knowledge of operations and associated challenges for all brands
Knowledge of all Marriott Lodging products, cultures and brand strategies
Knowledge of contractual agreements and legal implications
Knowledge of the hotel & company pricing policies, as well as negotiation guidelines
Knowledge of need time strategy as developed by Revenue Management
Strong customer and development and relationship management skills
Knowledge of group, extended stay and transient business
Understands revenue management functions and account profitability
Effective decision making skills
Ability to influence others
Strong problem-solving skills
Ability to develop and maintain relationships e.g., associates, customers, vendors
Strong negotiation skills
Strong presentation and platform skills
Strong communication skills (verbal, listening, writing)
Strong organisation skills
Understanding of Hoteligence 360.
Knowledge of overall hotel operations as they affect department
Ability to use standard software applications and hotel systems including Delphi, Opera, Fidelio, SFA, etc. Education and Experience
Previous sales experience in 4/5 star hotels
Experience in the local and International Group market is desirable but not essential
Hotel sales & marketing related courses
Experience of GCC countries is desirable but not essential
Fluent Arabic both oral and written is desirable but not essential
Marriott sales experience is desirable but not essential
The following are specific responsibilities and contributions critical to the successful performance of the position:
Sales and Revenue Management
Works collaboratively with off-property and multi-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
Partners with group/catering counterpart to effectively manage the business opportunity.
Responds to incoming group/catering opportunities for the hotel that are outside parameters of the Event Booking Center.
Identifies, qualifies and solicits new group/catering business to achieve personal and each hotel's revenue goals.
Focuses efforts on group/catering accounts with significant potential sales revenue.
Handles complex business with significant revenue potential as well as significant customer expectations.
Develops effective group/catering sales plans and actions.
Maximizes revenue by upselling packages and creative food and beverage.
Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Closes the best opportunities for W Hotel Al Habtoor City based on market conditions and cross sells based on individual property needs.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Utilizes Marriott Global Source for resources and information (e.g., Training Energizers, etc.).
Leverages available eTools (e.g., eRooming Lists, eProposals, Passkey, etc.).
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
Manages and develops relationships with key internal and external stakeholders.
Uses sales resources and administrative/support staff.
Conducts site inspections.
Creates contracts as required.
Supports brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
Executes brand's Customer Service Standards and hotel's Brand Standards.
Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
Gains understanding of the hotel's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
Sets a positive example for guest relations.
Provides accurate, complete and effective turnover to Event Management and Hotel Operations Team.
Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.
Performs other duties as assigned to meet business needs.
Has a clear understanding of current health & safety regulations and licensing laws
Previous Marriott or Starwood Sales Training preferred but not essential
Marriott Foundations of leadership preferred but not essential
All associates are expected to wear the correct uniform, and their name badge at all times. You are required to maintain high standards of personal hygiene, ensuring that you are always clean and well turned out during your working hours. In the eyes of the guest, you represent Marriott.
Senior Sales Manager
Director of sales
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.