Group Sales Specialist

JOB SUMMARY

The Group Specialist, Luxury Group, will support Global Luxury Account Directors- Group Sales and serve as a point of contact between customers, Global Account Director and Hotels. In this role the Group Specialist, Luxury Group utilizes sales techniques to maximize revenue and build customer loyalty. The incumbent will contribute to the overall group revenue target via owning accounts and converting business through applying strategic account management.

The Group Specialist, Luxury Group will be involved in the coordination of direct sales activities as well as client events throughout the year and will be expected to professionally represent the luxury portfolio and manage responsibilities that ensure a strong relationship as a liaison with customers and each property.

This role will be located in Frankfurt, Germany. English and German language required.

CANDIDATE PROFILE

Education and Experience Preferred

4-year degree from an accredited university or equivalent required in process  Strong project management and organizational skills Good written and verbal communication skills Ability to maintain positive relationships with customers (both internal and external) Working knowledge of Outlook and Salesforce preferred  Sales skills with strong and ethical sales principles and processes Ability to perform job function with minimal supervision, even under pressure and as a cohesive team member Ability to be a clear thinker, analyze and resolve problems while exercising good judgment Ability to remain calm and courteous with difficult and demanding situations Ability to prioritize, organize work assignments and follow-up Ability to ensure security and confidentiality of customer and company information Ability to enforce the company’s quality procedures Maintain high level of knowledge in reference to luxury segment Maintain complete knowledge of and comply with all GSO policies and procedures  Ensure that processes meet luxury standards in terms of consistency and standardization Ability to manage electronic real time communication channels Work effectively in a team environment English and German speaking  Strong communication skills, written and oral Proficient in basic computer skills Familiarity with Sales/Marketing tools Hotel sales experience Business Development Skills Strong administration skills

CORE WORK ACTIVITIES

Provide support to Global Account Director, Group sales and Director, Global Luxury Sales, based Germany via inputting all leads in SFA, follow up with hotels and clients where necessary for updates and record all information obtained in Empower & SFA. For assigned projects managed by Group Specialist, Luxury Group, provide proactive full project management.  Maintain telephonic and face to face relationship with each accounts’ key group buyers/intermediaries who impact the accounts’ buying process.  Evaluate, qualify and respond to leads in a professional and timely manner. Majority of communication will be via telephone and email. All communication is to be recorded in SFA & Empower including follow up details from the hotels and customers. Assist in coordinating travel opportunities including Tradeshows, industry roadshows, sales appointments, familiarization trips Admin support for whole MILUX EMEA team when required All of the cross-charging / billing OFBs Represent the luxury portfolio in interactions Develop and maintain respectful working relationship at all levels of the organization and with property based Sales Managers, while working within the hierarchy to ensure results and goals are achieved. Knowledge of top accounts by markets Support efforts to identify Development Accounts Manage special projects to support Director Global Luxury Sales when applicable Develop and demonstrate understanding and knowledge of key Group hotels and destinations Educate travel agencies on luxury product & programs available 

BUILDING RELATIONSHIPS

Maintain strong relationship with property sales teams including Sales Managers and Sales Coordinators Assist with scheduling and preparing for customer presentations to accounts based upon customer needs Proactively facilitate communication with the customer base and hotels Communicate with clients to gain full understanding of decision making process including history, key decision factors, time line, and decision hierarchy Maintain strong and collaborative working relationships with all members of Global Sales Offices  Promote positive relations with customers and employees

EXECUTION 

Support Global Sales Office initiatives by assisting in increasing the GSO team revenue production, using negotiation skills to maximize conversion of leads, while utilizing effective sales skills in overcoming objections Maintain knowledge of the luxury portfolio; develop knowledge of basic hotel capabilities related to numbers of rooms and meeting space capabilities and all hotel characteristics as relevant to Group segment  Maintain level of knowledge of the competition’s product Comply with all Global Sales Office policies and procedures Field and prioritize all incoming inquiries and opportunities, analyze the capabilities of the request and manage distribution of these inquiries to appropriate hotel (s). Evaluate leads and offer comparable alternative luxury locations to existing proposals, where applicable. Ensure Strategic Account Management is applied to all accounts you are responsible for including relevant activities that will assist to strengthen and grow client relationships. Assist with incoming phone calls (when necessary) in a pleasant manner within 3 rings, following luxury telephone etiquette. Handle internal and external guest opportunities by following instant pacification procedures ensuring guest satisfaction Ensure paperwork is processed to clients, other departments, etc., with a timely manner. Complete all assigned paperwork within a timely manner. Produce weekly and monthly production reports with Sales Manager production and individual property production figures.  Send monthly production spreadsheet to Corporate office by 7th of every month. Produce quarterly production reports for Director, Global Luxury Sales. Maintain updated list of key group & travel industry contacts from each luxury property worldwide Organise all correspondence per account and lead and set up tasks for relevant follow up

LEARNING & APPLYING TECHNICAL EXPERTISE

Maintain and continuously develop computerized file databases of complete customer and account history using Salesforce Develop reporting mechanism to continuously educate hotel managers on the updated status of accounts Maintain a working knowledge of the computer systems – Outlook and Salesforce

MANAGEMENT COMPETENCIES

Building Relationships

Coworker Relationships

Builds strong working relationships. Shares thoughts and feedback in a professional way. Considers how own behavior impacts others. Explains work in a way that encourages cooperation from others.

Customer Relationships

Shows an understanding of customer/stakeholder expectations. Listens and responds to customers/stakeholders with empathy. Builds rapport and trust with customers/stakeholders to promote loyalty. Anticipates and quickly responds to customer/stakeholder requests or issues. Explains policies in a way that helps customers/stakeholders understand.

Global Mindset

Helps others feel valued and included. Works well with others regardless of their background or characteristics. Models the Company culture of service, opportunity, respect, and fair treatment. Acts when others are treated unfairly or are not valued and respected for their unique skills. Listens to and acknowledges different ideas and viewpoints.

Generating Talent and Organizational Capability

Organizational Capability

Shows an understanding of how each role on the team contributes to the work. Shows an understanding of goals, processes, and reporting relationships within the department. Understands scope of own decision‐making authority.

Talent Management

Provides, seeks, and acts on constructive feedback. Shows an understanding of performance expectations. Works with manager to set and prioritize developmental goals. Builds relationships to attract top talent. Participates in the hiring process and helps with on‐boarding new associates.

Leadership  

Adaptability

Stays calm and focused during stressful situations. Asks questions to understand why change is happening. Uses resources to help deal with change or challenges.

Communication and Professional Demeanor

Expresses ideas in a clear and concise way. Actively listens and responds to others with understanding. Appropriately interprets verbal and non‐verbal behavior. Displays professionalism and gains respect from others.

Problem Solving and Decision Making

Recognizes issues and makes suggestions to solve problems related to daily work. Breaks complex issues into manageable parts. Asks questions and gathers information before making a decision. Identifies and considers alternatives and their possible impact before making decisions. Makes decisions and takes action in a reasonable amount of time.

Learning and Applying Professional Expertise

Applied Learning

Sets career goals and identifies areas for development. Uses available resources and challenging assignments to improve performance. Shares own learnings and best practices with others. Completes assigned training on time.

Business Acumen

Shows an understanding of how own work impacts Company and department performance. Shows an understanding of the drivers of Company and department performance. Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.

Technical Acumen

Performs technical and complex tasks and solves problems within area of expertise. Models technical excellence and communicates the benefits of specific techniques in area of expertise. Uses appropriate facilities, equipment, and materials to perform the job. Follows current policies, procedures, and legal requirements.

Managing Execution

Building and Contributing to Teams

Works with team members to meet shared goals. Shows an understanding of how the team contributes to broader success. Shares with team members information needed to accomplish work. Tells other team members when they are doing a good job.

Driving for Results

Takes responsibility for being innovative and delivering work that exceeds requirements. Learns from mistakes. Participates in setting goals for the team or department. Looks ahead and lets manager know about possible challenges in completing assigned work.

Planning and Organizing

Keeps track of own current and future workload to make sure everything is completed on time. Prioritizes own activities and makes adjustments when appropriate. Asks for and uses available resources to complete work.

Other

Complies with Marriott International Hotels Limited Regional Office policies and procedures. Performs other duties as assigned to meet business needs.

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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