Cluster Director of Proactive Sales

Job Number 24160925
Job Category Sales & Marketing
Location Johannesburg Marriott Hotel Melrose Arch, 42 The High Street, Melrose Arch, Johannesburg, Gauteng, South Africa VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management

JOB SUMMARY
Functions as the leader of the property’s proactive sales department, the position is accountable for proactively soliciting and handling sales opportunities for a sales cluster. Responsible for account management and acquisition on transient, special corporate, and group segments. Handles numerous accounts and the distribution channels for those accounts. Ensures business is turned over properly and in a timely fashion for proper service delivery. Leads day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal sales goals.
Provides day to day leadership to a small team of on-property proactive sales associates and pulls through a number of above-property sales channels (Global Sales Team (GSO; National Sales Teams (NST)) in order to achieve hotel sales objectives, booking goals and property revenues. Assists in developing and implementing property–wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and property associates and provides a return on investment to the owners and Marriott International.
CANDIDATE PROFILE
Education and Experience
2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.
OR
4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 year experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Building Successful Relationships that Generate Sales Opportunities
Develops and leads the special corporate segment to achieve financial goals.
Works collaboratively with off-property sales channels to ensure sales efforts are coordinated, complementary and not duplicative.
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, sales trips, trade shows, etc.
Develops relationships within community to strengthen and expand customer base for sales opportunities.
Manages and develops relationships with key internal and external stakeholders.
Managing Sales Activities
Develops marketing/sales strategy for sales cluster.
Participates in sales calls with members of sales team to acquire new business and/or close on business.
Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
Follows up sales leads.
Works on the different distribution channels of all contracted accounts.
Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue
Identifies new business to achieve revenue goals.
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 based on market conditions and location needs.
Gains understanding of the locations’ primary target customers and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.
Providing Exceptional Customer Service
Supports the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
Services our customers in order to grow share of the account.
Executes and supports the company’s customer service standards.
Provides excellent customer service consistent with the daily service basics of the company.
Sets a positive example for guest relations.
Interacts with customers to obtain feedback on product quality and service levels.
MANAGEMENT COMPETENCIES
Leadership
Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
Customer Relationships - Develops and sustains relationships based on an understanding of 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 drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
Talent Management - Provides support and feedback to help individuals develop and strengthen 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 of self and/or others.
Business Acumen - Understands and utilizes business information to manage everyday operations.
Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.
Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.
Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans.
Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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.
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Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
JW Marriott is part of Marriott International's luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.