Director of Event Booking Center
Marriott International, Inc
Manila, Philippines, Philippines
6d ago

Posting Date Sep 07, 2018

Job Number 18002J9V

Job Category Sales and Marketing

Location Manila Marriott Hotel, Manila, Philippines VIEW ON MAP

Brand Marriott Hotels Resorts / JW Marriott

Position Type Management

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Marriott International portfolio of brands includes both JW Marriott and Marriott Hotels.

Marriott Hotels , Marriott International’s flagship brand with more than 500 global locations, is advancing the art of hosting so that our guests can travel brilliantly.

As a host with Marriott Hotels, you will help keep this promise by delivering premium choices, sophisticated style, and well-

crafted details. With your skills and imagination, together we will innovate and reinvent the future of travel.

JW Marriott is part of Marriott International's luxury portfolio and consists of more than 80 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. It’s as simple as that. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy a true camaraderie with a diverse group of co-

workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can really pursue your passions in a luxury environment.

Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™.

Job Overview :

Functions as the leader of the property’s segmented sales effort (e.g., group, transient, association, corporate, etc.) and responsible for implementing the segment sales strategy and achieving segment revenue goals, property revenue goals and guest and associate satisfaction.

Leads and manages all day-to-day activities related to the sales function with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives.

Achieves personal booking goals and makes recommendations on booking goals of direct reports.

DUTIES & RESPONSIBILITIES

Developing & Executing Sales Strategies

Works with sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment.

Develops, implements and sustains aggressive solicitation program focused on increasing business.

Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS.

Assists with the development and implementation of promotions, both internal and external.

Maximizing Revenue

Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).

Recommends booking goals for sales team members.

Managing Sales Activities

Monitors all day to day activities of direct reports.

Approves space release for catering to maximize revenue (DOS, Group) in the absence of a Business Evaluation Manager.

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).

Analyzing & Reporting on Sales and Financial Data

Analyzes market information by using sales systems and implements strategy to achieve property’s financial room and catering goals.

Assists Revenue Management with completing accurate six period projections.

Reviews sales and catering guest satisfaction results to identify areas of improvement.

Ensuring Exceptional Customer Service

Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.

Interacts with guests to obtain feedback on product quality and service levels.

Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.

Empowers associates to provide excellent customer service.

Observes service behaviors of associates and provides feedback to individuals and / or managers.

Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement.

Ensures that a customer recognition program is in effect throughout Sales.

Executes and supports Marriott’s Customer Service Standards and property’s Brand Standards.

Participates in and practices daily service basics of the brand (i.e., MHR Spirit to Serve Daily Basics, RHR Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).

Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program / event.

Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.

Gains understanding of the property’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.

Building Successful Relationships

Develops and manages relationships with key stakeholders, both internal and external.

Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.

Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and / or union requirements.

Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.

Managing and Conducting Human Resource Activities

Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the operation.

Develops, implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.

Utilizes all available on the job training tools for associates.

Other

Performs other duties as assigned to meet the business need

Candidate’s Profile : Management Competencies

Leadership

  • Professional Demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing Marriott in alignment with its values.
  • Problem Solving and Decision Making - Identifying and understanding issues, problems, and opportunities; obtaining and comparing information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
  • Communication - Conveying information and ideas to others in a convincing and engaging manner through a variety of methods.
  • Strong public presentation skills.

  • Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
  • Managing Execution

  • Planning and Organizing - Gathering information and resources required to set a plan of action for self and / or others;
  • prioritizing and arranging work requirements to accomplish goals and ensure work is completed.

  • Driving for Results - Setting high standards of performance for self and / or others; assuming responsibility for work objectives;
  • initiating, focusing, and monitoring the efforts of self and / or others toward the accomplishment goals; proactively taking action and going beyond what is required

  • Building and Contributing to Teams - Leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
  • Building Relationships

  • Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
  • Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions consistent with Marriott's Spirit to Serve.
  • Fostering Inclusion - Supporting associates with diverse styles, abilities, motivations, and / or cultural perspectives;
  • leveraging personal differences to achieve objectives; and promoting a work environment where all associates are given the opportunity to contribute to their full potential.

    Generating Talent and Organizational Capability

  • Talent Management - Providing guidance and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
  • Organizational Capability - Understanding and leveraging associate talent and capabilities to meet work needs; supporting the attraction, selection, and / or retention of associates in order to achieve department and business objectives.
  • Learning and Applying Personal Expertise

  • Applied Learning - Seeking and making the most of learning opportunities to improve performance of self and / or others.
  • Technical Acumen - Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-
  • specific work challenges

  • 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 Approaches and Solutions - Trying different and novel ways to deal with sales challenges and opportunities;
  • taking courses of action or developing sales solutions 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.
  • Supporting Sales Implementations - Supporting customers during the implementation of sales contracts; seeking and taking appropriate actions on customer feedback;
  • taking responsibility for customer satisfaction and loyalty.

  • 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.
  • Business Acumen - Understanding and utilizing business information (e.g., data used in the Marriott Balanced Scorecard related to Associate Engagement, Guest Satisfaction, and Property Financial Performance) to manage everyday operations and generate innovative solutions to approach business and administrative challenges
  • Applied Business Knowledge - Evaluates market conditions, organizational objectives, and important aspects of the business to accurately diagnose market opportunities and threats;
  • anticipates opportunities and threats, identify issues, and develop strategies and plans. Aligning individual and team actions with strategies and plans to drive business results.

  • Management of Capital Resources - Determines the appropriate allocation of money used to accomplish work goals, and submits expenses according to guidelines;
  • appropriately utilizes and maintains equipment, facilities, and materials needed to perform work activities.

  • Administration and Management - Understands and applies the business and management information involved in strategic planning, resource allocation, human resources modeling, leadership techniques, production methods, and coordination of people and resources.
  • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
  • Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
  • Mathematical Reasoning - The ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
  • Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
  • Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
  • Writing - Communicating effectively in writing as appropriate for the needs of the audience.
  • 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.

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