PROACTIVE NATIONAL SALES MANAGER, CORPORATE – ACJV ITALY - MATERNITY COVERAGE

Job Number Job Category Sales & Marketing Location AC Hotel Milano, Via Tazzoli 2, Milan, Milan, Italy VIEW ON MAP Schedule Full-Time Located Remotely? N Relocation? N Position Type Management JOB SUMMARY Functions as the leader of the segmented sales effort (group, transient, association, corporate, etc.) and has responsibility for implementing the segment sales strategy and achieving segment revenue goals, properties revenue goals.
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 hoteles sales objectives.
Achieves personal booking goals.
The role is responsible for executing ACJV & Marriott’s global distribution strategy and ensuring that Properties sales and Distribution activities are following Marriott’s channel standards and policies to grow profitable revenue through all channels inclusive of direct and intermediated channels.
Maternity coverage.
SCOPE / BUSINESS CONTEXT / CANDIDATE PROFILE Candidate Profile   Experience · At least 3 year’s experience, on property or above property sales experience – preferably in the Italy Market   Skills and Knowledge · Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure · Strong customer development and relationship management skills · Possesses excellent telephone sales skills · Ability to set accurate account and revenue goals · Ability to develop and implement successful sales strategies for individual accounts · Ability to manage and balance group and local business · Knowledge of group, extended stay and transient business · Knowledge of operations and associated challenges for all brands · Knowledge of products, cultures and brand strategies · Knowledge of contractual agreements and legal implications · Knowledge of food trends, food and beverage composition and menu planning · Knowledge of need time strategy as developed by Sales Strategy team · Understands revenue management functions and account profitability · Ability to interpret market data and apply to sales strategy · Ability to execute against the strategy; drive results · Financial management skills e.
., ability to analyze P&L statements, work within operating budgets · Effective decision making skills · Ability to influence others · Strong problem-solving skills · Strong consensus building skills · Good negotiation skills · Effective change management skills · Strong communication skills (verbal, listening, writing) · Strong presentation and platform skills · Effective coaching and development skills · Strong organization skills · Strong customer and associate relations skills · Ability to develop and maintain relationship e.
., associates, customers, vendors · Knowledge of overall hotel operations as they affect department · Ability to effectively manage labor productivity · Ability to use standard software applications and hotel systems including Delphi, Fidelio etc.
Education or Certification · High School Diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred   BUSINESS RESULTS Balanced Scorecard Results.
Implements strategies and executes activities to drive financial results, achieve account portfolio revenues · Sales and Marketing.
Grows accounts managed and the segment team revenue to exceed pre-defined individual Hotel goals and contributes to team goals.
Identifies and aggressively solicits new accounts and business.
Guest Satisfaction.
Ensures sales information provided to the properties is accurate, complete and timely and enables units to meet or exceed guest expectations.
Continuously focuses on improving guest satisfaction to create customer loyalty and increase market share.
· Market Annual Projected Revenue · Revpar Index or ADR increase against Budget · Mix Segmentation · Stakeholder sales calls and hotel site inspections.
· Market Review meetings and strategic demand generation Plan.
Technical Expertise (Learning and Applying Personal Expertise) The following are specific responsibilities and contributions critical to the successful performance of the position.
Sales and Marketing · Develops targets for their own and team account base, sets targets in conjunction with key stakeholders involved.
· Account leader/owner for key market accounts; creates sales strategy for account penetration.
Coordinates and completes sales activity and follow-up with account team members, where applicable e.
.
Global Sales Organisation · Executes sales activity and strategy to achieve agreed account targets for all hotels in market sales and brand where appropriate.
(Sell International Hotels where customer requires subject to International Booking Fee conditions) · Implements and manages Account Teams where appropriate.
· Identifies and develops new markets/segments from accounts managed, including International where applicable.
· Proactive Sales – penetrates assigned accounts for group, extended stay, catering and transient business.
Maintains current business relationships and networks for new business within accounts.
· Executes sales strategy to achieve goals for all assigned hotels.
· Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions.
· Works independently or centrally, depending on account, to establish appropriate business transient pricing for assigned accounts.
May be required to coordinate pricing process for Market hotels · Account Team Leadership – Creates sales strategy for account penetration for all accounts managed.
Coordinates activities, follows up with and directs account team members.
Utilizes sales organization resources as needed in account saturation.
· Proactively manages relationships with multiple contacts in assigned market accounts.
· Hotel Communication – Coordinates with hotels for site inspections and entertainment.
Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
· Assumes leadership role, as requested by line manager, on ad hoc task forces and special projects, including developing processes to identify potential new accounts.
· Maintains accurate and up to date account data and reporting using account management system.
· May be required to negotiate and execute preferred agreements within the Market.
· Adheres to Marriott’s standard commission policy for EMEA.
Guest Satisfaction · Displays leadership in guest hospitality; exemplifies customer service and creates a positive example for guest relations.
· Establishes clear expectations for customers and properties throughout the sales process.
· Transfers accurate, complete and timely information to operating departments at the properties.
· Effectively resolves guest issues that arise as a result of the sales process.
Brings issues to the attention of property leadership team as appropriate.
· Participates in guest satisfaction review sessions to identify areas of improvement.
Takes ownership of results and shares recommendations to address guest service issues.
Other · 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.
At AC Hotels, we believe attention to detail is the greatest form of generosity we can offer.
Whether it’s the artful pour of a drink or the sleek, edited environment, AC Hotels and our family members believe that if we have time to make it, we have time to make it beautiful.
Our guests recognize and appreciate the precise design of AC Hotels and the detail-oriented nature of our family members.
If you are looking for true hospitality, AC Hotels offers the perfect environment.
Family members express a global mindset and passion for detail.
They present a natural curiosity to learn and try new things.
Whether staying current with trends in art, technology, or design, family members are eager to share with guests and others.
Family members look to delight others and always ask themselves how they can improve the service experience.
If this sounds like you, we invite you to explore career opportunities with AC Hotels.
In joining AC 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.