Job Category Sales & Marketing
Location Mexico Regional Office, Ejercito Nacional No. 350 Suite 4C, Mexico City, MÉX, Mexico
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
JOB SUMMARY
The Sales Manager, GSO CALA provides dedicated support to a targeted portfolio of small- to mid-size GSO accounts. The primary focus of this position is to drive results – optimizing Marriott’s share of an account, business segment or region in order to achieve goals. Effectively present and sell Marriott Lodging products that meet customer needs. Can work as a member of an account team on complex GSO accounts; assists in developing or develops and maintains goals and key strategies which lead to profitable revenue generation within the account, business segment or region. In the role of Sales Manager, GSO CALA, this position has direct accountability for select transactional sales activities within their assigned areas.
BUSINESS CONTEXT
The role of the Sales Manager, GSO CALA is to support the GSO vision and mission by leveraging Marriott’s products and services as a team leader or team member within their assigned account portfolio. By utilizing the processes of strategic account management and team-based sales, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.
Education and Experience Preferred
Strong preference for candidate with Starwood experience
Bachelor’s Degree or equivalent strongly preferred.
Strong preference for candidate who speaks English, Portuguese, and Spanish
CORE WORK ACTIVITIES
Sales Management
- Responsible for proactive account, segment or regional sales.
- Accurate qualification of potential accounts; re-qualification of existing accounts.
- Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel’s business needs. Suggests positive alternatives whenever necessary.
- Identifies key purchase points and decision-makers that influence the “buy” decision.
- Develops opportunity sales plan with actionable steps to attain revenue goals.
- Demonstrates working knowledge of legal issues within industry.
- Understands traditional industry processes (pricing, RFPs, proposals, etc)
- Collects & analyzes key information about the customer’s business and/or operation.
- Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
- Works with account team leaders to coordinate and implement the strategic direction of the account that maximize team-based selling opportunities and lead to revenue maximization and customer satisfaction.
- Maintains account information in SFA to ensure accurate and up-to-date account reporting.
- Supports data gathering, reporting & tracking functions.
- Demonstrates benefits of total account management and team-based sales.
- Supports ‘in-market’ needs of properties in a given regional area.
- Represents all brands of Marriott Lodging
Customer Preference & Loyalty
- Focuses on two-way communication to ensure win-win relationship is maintained.
- Approaches opportunities with curiosity and open-mindedness; displays creativity and innovation.
- Negotiates terms and conditions, commitments and customer issues that enhance the sales opportunity and business relationship.
- Ensures that the information provided to properties and customers is accurate, complete and timely.
- Proactively seeks feedback from customers using resources and tools of GSO.
- Executes a consistent level of high-quality service to customers.
- Establishes and maintains relationships with multiple contacts in assigned accounts
Other
- Performs other duties as assigned to meet business needs.
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
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.
