Area Director of Sales & Distribution, South & East India, Sri Lanka and Bangladesh, Marriott Bonvoy

Marriott Bonvoy

Location:

India, Bengaluru

Category:

Sales

Contract Type:

Not provided

Salary:

Not provided

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Job Description:

The Area Director of Sales & Distribution, South & East India, Sri Lanka and Bangladesh the sales leader for several properties within South & East India, Sri Lanka and Bangladesh area. The position provides leadership, direction, management to the on-property and the multi-property sales teams (if applicable) to build long-term, value-based customer relationships. The incumbent is also responsible for executing Marriott’s global distribution strategy in the local markets and align hotel level sales and marketing activities, goals and incentives to a) grow profitable RNs through Direct Channels and b) improve profitability of intermediated channels and cost of sales.

Job Responsibility:

Provides sales leadership for all levels of hotel, group, and catering sales staff and operations departments as necessary
Analyzes hotel market share reports and month end reports to make recommendations to maximize results in order to position and market each individual property
Manages significant marketing budgets, transient and group room budgets, catering budgets, and administrative budgets
Assists in the development of the hotels’ yearly business plans
Is responsible for reactive (outside of EBC parameters) 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
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
Selects, develops (including career planning), and manages on-property and multi-property group and catering sales associates
Trains, coaches, and mentors associates to ensure ongoing sales skills development and performance improvement
Manages all sales administrative functions to include goal setting, bonus program administration, etc
Maintains accurate and updated knowledge of competition strategies, pricing, strengths, and weaknesses in all market segments in the Area
Is responsible for annual pricing process (RFP and RFI) and group contracts for all hotels
Serves as authority on sales processes (Sales Transformation, PDPs, PSRs, 360s, and Market Sales Assessments) and contracts
Provides final approval on business evaluation recommendations
Proactively develops and manages key stakeholder relationships, both owner and internal
Represents properties at tradeshows, local hotel associations, and community organizations to help build and maintain relationships with key strategic alliance partners
Recruits, interviews, and develops diverse, high-caliber talent that makes a strong positive impact on the organization
Assists in developing and executing Sales Distribution strategy to meet assigned Property/Regional sales goals, clearly defining the business mix within each property
Ensures that the separation of Sales and service is clear between Sales and Event Management
Ensures that Event Management is engaged in overall Sales processes where appropriate
Market Sales, Property and EBC: - evaluates participation
Market Sales account deployment, monitors performance and leakage, roles and responsibilities at all levels to exceed budgeted targets
Is engaged with Development, Pro-forma assessment, new project development and Owner relationship development
Acts as sales consultant for participating properties General Manager, property leaders, EBC and Market Sales leaders
As area hotel sales leader he/she understands and accurately represents participating properties sales needs
Acts a liaison with Market Sales/Cluster Sales, EBCs, Revenue Management, Event Management and other hotel departments as appropriate for participating properties
Serves as customers’ advocate and is active in Regional/ International Customer Events
Actively participates in Sales Calls with Customers within their designated Region/Customer base
Is responsible for preparing the sales strategy, pricing, staffing, and pro-forms for pre-openings
Visits properties annually to determine if they are on target in their sales strategies
Is involved in building cluster sales and combining resources to leverage sales and marketing
Deploys sales team against appropriate market segments
Evaluates and supports market sales participation and performance
Develops and manages internal key stakeholder relationships
Acts as the sales liaison with market sales/cluster sales, EBCs, Revenue Management, Event Management and other hotel departments as appropriate for participating properties
Serves as authority on sales processes and sales contracts
Develops strong community and public relations by ensuring properties participate in local, regional and national trade shows and client events
Participates in sales calls with members of the sales and marketing teams to acquire new business and/or close on business
Reviews sales staffing levels to verify appropriate staffing and deployment
Ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate
Monitors local, regional and national business outlook
Reviews sales and catering guest satisfaction results to identify areas of improvement
Develops sales goals and strategies and verifies alignment with the brand business strategy
Verifies the development of a strategic account plan for the demand generators in the market
Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations
Reviews the STAR report, competitive shopping reports and uses other resources to maintain an awareness of each property’s market position
Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share
Attends sales strategy meetings to provide input on weekly and overall sales strategy
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 resource revenue, all Food and Beverage revenue and if applicable spa, golf, retail shop, and audio visual
Develop and Implement Strategic Sales Strategies-Through critical thinking, ensure strategies are consistent with the dynamic needs and goals of the property both short and long-term
Establish excellent working relationships with all internal stakeholders responsible for driving hotel revenues
Build Relationships with Customers, help with negotiations and site inspections
Ensure that all sales related activities support our customer satisfaction and retention goals
Attract, retain and motivate Sales associates
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
Collaborate closely with the sales team to ensure they are effectively managing their accounts and maximizing opportunities
Focus on new business opportunities whilst maintaining the existing accounts
Assist in maintaining a strong team performance, by regularly reviewing KPI’s and goals against performance and realigning strategies according to results
Maintain regular contact with the Global Sales Organization (GSO) and North India, Bhutan & NepalNational Sales Organization (NSO) offices and ensure they are copied on new business leads to assist in closing
Develop and supervise all sales activities
Lead the field sales account management, ensuring account management is proactive, strategic and high profile with the focus on account acquisition
Assist Hotels to fully utilize the distribution Channels and loyalty programs
Lead the Sales efforts for all Hotel Openings and conversions
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
Analyze cost of sales results and market conditions and proactively suggest changes accordingly to sales deployment and market segment focus
Conduct reviews with need Hotels to develop and monitor action plans to address shortfalls
Working closely with the GSO’s develop and execute a coordinated approach to client events and tradeshows
Manage the succession planning and career-pathing programs for sales associates in the region
Manage the communication of all sales related initiatives to the Field
Performs other duties as assigned to meet business needs

Requirements:

High school diploma or equivalent
University degree preferred
8 – 10 years progressive work experience in the hotel industry with focus on Sales & Marketing
Excellent sales, digital and distribution skills, processes, and strategies
Demonstrated ability to develop and implement successful sales, digital and distribution strategies
Possesses an understanding of brand strategies and cultures
Demonstrated leadership ability
Proven experience in understanding contracts
Excellent verbal, writing, listening, and presentation skills
Demonstrated customer development and relationship management skills
Experience with International SOPs
Able to influence results in a matrix environment
Knowledge and management of operations budgets and capital budgets
Possesses an understanding of revenue management functions and account profitability
Understands Revenue Management strategic initiatives to maximize revenue
Demonstrated strong sales expertise encompassing strategic pricing, yield and account management skills

Additional Information:

Job Posted:

March 22, 2025

Employment Type:

Fulltime

Work Type:

On-site work

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Area Director of Sales & Distribution, South & East India, Sri Lanka and Bangladesh