Sought position:
Global luxury account director, global sales Paris
Ref ID: n°32789
Town: Puteaux
Country : France
Contract type: Long term contract
Salary: Selon expérience
Experience: experienced
Job status: Manager
Job category: Sales / Indoor - Outdoor
Online since 2017/10/05
This job position is still available for the week of 2017-10-23




Luxury Hotels International of France is looking for...

Global luxury account director, global sales Paris (M/F)



JOB DESCRIPTION
CORE WORK ACTIVITIES

Manage and lead as necessary, travel opportunities including Road shows, Tradeshows, Industry events, sales appointments and familiarization trips.

  • Proactively research and update GSO, Corporate Office and Hotel colleagues on industry, market and account trends.
  • Represents Marriott’s luxury brands where applicable in vertical market segments.
  • Develop and maintain respectful working relationship at all levels of the organization, while working within the Marriott GSO to ensure results and goals are achieved.
  • Proactively identify opportunities to lead special projects that drive efficiencies for the broader team.
  • Lead and participate in client sales meetings.
  • Provide leadership and direction to on property Group Sales Managers to help them maximize revenue from luxury accounts
  • Collaborate effectively with peers, managers, and customers in a global and culturally diverse environment.
  • Ensure Strategic Account Plans focus on improving market share, leveraging efficiencies, generating revenue
  • Increase penetration of high potential accounts to optimize demand across all luxury brands  and satisfy important property needs.
  • Provide informal mentorship to less experienced members of the GSO team. 
  • Build Relationships with the following
  • Internal:  Marriott GSO, On-property sales and marketing teams, Global Sales Offices and administrative support staff.
  • External: Customer/Client Base in responsible markets
  • Facilitate and lead customer presentations to accounts based upon customer needs.
  • Entertain customers as appropriate to establish and/or deepen the customer relationship to identify additional sales opportunities.
  • Develop communications templates/framework that can be leveraged by other team members to drive effective conversations with existing or prospective customers. 
  • Proactively facilitate communication with the customer base.
  • Communicate with clients to gain full understanding of decision making process including history, key decision factors, time line, and decision hierarchy.
  • Build and maintain good relations with relevant Marriott’s luxury properties to better understand property-specific needs and identify relevant business opportunities.
  • Maintain strong and collaborative working relationships with all members of Global Sales Organization.
  • Promote positive relations and teamwork with all members of the GSO.
  • Promote the financial success of Marriott International by ensuring all bookings and interactions support long-term financial reasoning.
  • Maintain complete knowledge of Marriott’s luxury portfolio; develop a complete and thorough knowledge of basic hotel capabilities related to numbers of rooms and Unique Selling Points.
  • Leverage customer knowledge to proactively anticipate sales opportunities and solutions on behalf of the customer. 
  • Anticipate and respond to all customer needs within a timely manner.
  • Maintain high level of knowledge of the competition’s product.
  • Comply with all Global Sales Offices policies and procedures.
  • Field and prioritize all incoming group inquiries and opportunities, analyze the capabilities of the request and manage distribution of these inquiries to appropriate hotel (s)
  • Proactively facilitate communication with the customer base
  • Evaluate leads and offer comparable alternative Marriott luxury  locations where applicable
  • Ensure all assigned accounts are aware of new-openings and up-coming locations
  • Facilitate, present and manage multi-year and multi-hotel opportunities
  • Develop library of Standardized Agreements and Addendums.  Understand these agreements to effectively communicate with customers and colleagues when applicable and in collaboration with GSO Director
  • Organize familiarization trips, in conjunction with Agencies, Tourist Boards and Airlines.
  • Research and implement creative/effective methods to stimulate business.
  • Develop comprehensive understanding of all electronic RFP programs (where applicable), while assisting properties in executing these programs
  • Manage Group Road shows, Individual and joint sales appointments and entertainment events within assigned territories.
  • Address incoming phone calls, emails and requests in a timely manner.
  • Manage Sales Coordinator with employee performance reviews on a timely basis.
  • Ensure that the Coordinators and GSO team are aware of the Group market, its opportunities and potential.
  • Identify opportunities to mentor/coach peers and new sales managers on a formal or informal basis.
  • Participate in selection of new talent, as appropriate.
  • Develop and maintain computerized file databases of all customer and account history.
  • Maintain the reporting mechanism to continuously educate property Group Sales Manages on the updated status of account.
  • Maintain a working knowledge of the computer systems

  •  
 
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.
       
     
    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.
    • 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.
    • Listens to and acknowledges different ideas and viewpoints.
     
    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
  •  

PROFILE
Education and Experience Preferred 
 
Strong preference for candidat with Starwood experience

  • Bachelor’s degree or equivalent required.
  • Able to demonstrate strong selling skills/experience
  • Extensive experience ( 3+ years in International Group Sales Experience)
  • Experience in training delivery or development preferred
  • Proficient computer skills
  • Strong administrative skills
  • Strong project management and organizational skills
  • Good written and verbal communication skills
  • Ability to influence at all levels of the organization both at corporate and in the field while maintaining positive relationships with customers (both internal and external).
  • Solid 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 be able to maintain extensive travel requirements
  • Ability to prioritize, organize work assignments and follow-up
  • Ability to ensure security and confidentiality of guest and hotel data.
  • Ability to enforce the company’s quality procedures
  • Maintain high level of knowledge in reference to Marriott’s product
  • Maintain complete knowledge of and comply with all GSO policies and procedures
  • Ensure that processes meet Marriott’s standards in terms of consistency and standardization
  • Ability to manage electronic real time communication channels
  • Work effectively in a team environment
  • Strong preference for candidate who speaks English and French.


COMPANY OVERVIEW


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