Area Director of Sales & Distribution – UKI (Core Brands) - Europe Office - London

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POSITION SUMMARY

The Area Director of Sales & Distribution (ADOSD)| United Kingdom & Ireland
(Core brands) reports directly to the VP Sales Operations (VPSO)| Europe| with
a dotted line to the Area Vice President-UKI. The ADOSD is the sales leader
for the UKI| Core brand hotels and responsible for the revenue performance of
the entire managed core brand portfolio in the United Kingdom and Ireland. The
position provides leadership| direction| and management to the on-property and
multi-property sales teams to build long-term| value-based customer
relationships in order to achieve all hotel sales| revenue and market share
objectives.

This role is also responsible for executing Marriott’s global distribution
strategy in the local markets and aligning hotel level sales and marketing
activities| goals and incentives to a) grow profitable room nights through
Direct Channels and b) improve profitability of intermediated channels.

This position will evaluate the hotels’ opportunity to participate in and
maximize all the various sales and distribution channels in alignment with the
enterprise-wide strategy and local business imperatives. This position will
proactively assist in positioning the market and the individual properties to
ensure proper analysis| strategy| and execution is being applied. The ADOSD
will work with the ADOM and ADORS as appropriate to develop participating
hotel specific sales strategies and programs to drive revenue and meet the
hotels’ business plan goals. The position drives customer satisfaction and
service focusing on sales effectiveness and creative customer driven solutions
in order to create discernable competitive advantages.

SCOPE

Location requirements: London
Language Requirements: high proficiency (speaking| reading and writing) in
English is required
Travel Requirements: Business travel is estimated at 60-70%.

EXPECTED CONTRIBUTIONS

Sales & Distribution Strategy Leadership

o Provides sales leadership for all over hotels sales including transient|
group and F&B/catering as relevant.
o Assist in the development of Business Plan for the hotel and then cascade
this into a specific and measurable plan by segment and work with the DOSM to
implement for the sales team to execute.
o Analyzes hotel market share reports and month end reports to make
recommendations to maximize results in order to position and effectively
market each individual property.
o Develops sales goals and strategies that align with the brand’s business
strategy in collaboration with the Area Director of Marketing
o Is responsible for reactive and proactive account and segment sales| local
and social catering sales| Business Travel sales| Extended Stay sales| and
Reservation Sales and Destination Sales| if applicable.
o Works with Revenue Management to assist in the development of the hotel
sales distribution strategy and ensures that these strategies are
communicated| implemented| and continuously updated based on business outlook.
o Responsible for talent acquisition and retention as well as development
opportunities.
o Manages all sales administrative functions to include goal setting| bonus
program administration| etc.
o Maintains accurate and updated knowledge of competitive strategies| pricing|
strengths| and weaknesses in all market segments in the area.
o Is responsible for annual pricing process (RFP and RFI) and group contracts
for all hotels.
o Serves as authority on sales processes (Sales Transformation| PDPs| PSRs|
360s| and Market Sales Assessments) and contracts. Provides final approval on
business evaluation recommendations.
o Represents properties at tradeshows| local hotel associations| and community
organizations to help build and maintain relationships with key strategic
alliance partners.
o Market Sales| Property and EBC: evaluates participation and effectiveness to
ensure KPIs are met.
o Is engaged with development| pro-forma assessment| new project development
and owner relations.
o Serves as customers’ advocate and is active in Regional/ International
Customer Events.
o Actively participates in Sales Calls with Customers within their designated
Region/Customer base.
o Is responsible for preparing the sales strategy| pricing| staffing| and pro-
forms for pre-openings.
o Leads deployment strategies both on property and above property to optimize
sales effectiveness.
o Provides customer intelligence in evaluating the market and economic trends
that may lead to changes in sales strategy to meet or exceed customer
expectations.
o Reviews market share reports| competitive shopping reports and uses other
resources to maintain an awareness of each property’s market position.
o Drive Total Hotel Revenue-Overall responsibility for achievement of all
budgeted hotel revenue streams. Areas include but are not limited to room
revenue| banquet and catering| room rental and all Food and Beverage revenue
and if applicable spa| golf| retail shop| and audio visual.
o Maintain regular contact with the Global Sales Organization (GSO) offices
and ensure they are copied on new business leads to assist in closing.
o Lead the field sales account management| ensuring account management is
proactive| strategic and high profile with the focus on account acquisition.
o Analyze on a monthly basis the sales performance data and ensure recognition
for achievers and action plans in place to address shortfalls for field sales
associates.
o Analyze cost of sales results and market conditions and proactively suggest
changes accordingly to sales deployment and market segment focus.
o Conduct reviews with need hotels to develop and monitor action plans to
address shortfalls

CANDIDATE PROFILE – KEY TALENTS AND EXPERIENCE DESIRED

REQUIRED:

• Strong leadership skills.
• Demonstrates ability to develop and implement successful sales strategies.
• Able to assess and analyze financial reports.
• Strong understanding of Sales| Distribution & Marketing functions.
• Excellent verbal| writing| listening| and presentation skills including
presentations to senior management.
• Demonstrates customer development and relationship management skills.
• Possess an understanding of revenue management functions and account
profitability.

PREFERRED SKILLS AND KNOWLEDGE:

• 5 or more years working experience in related field| Sales & Marketing
and/or Distribution experience preferred| Finance or Revenue Management
experience also helpful.
• Good comprehension of Sales & Marketing systems| tools| principles and
processes.
• Demonstrable knowledge of Markets preferred but not essential.

EDUCATION AND PROFESSIONAL CERTIFICATION:

• Bachelor’s degree in Hospitality Management or University degree preferred.