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Directeur Commercial H/F
About the job
JOB SUMMARY
Leads and manages Event Booking Center (EBC) activities and staff on a daily basis; has overall responsibility for achieving EBC revenue goals, team booking pace goals, guest and associate satisfaction and the financial performance of the unit. Leads the overall sales effort to achieve financial goals for all participating hotels. Acts as primary contact for and maintains productive relationships with all stakeholders including hotel GM’s, sales leaders, franchisees, owners and regional team. Ensures brand integrity is protected for all participating hotels. Responsible for effective business processes with all sales related channels.
BUSINESS CONTEXT
Sales and Marketing
• Provides sales functional expertise and leadership to participating hotels.
• Provides critical input to market leaders for development of property and overall market sales strategy.
• Participates in weekly sales strategy meetings.
• Works collaboratively with property/cluster Revenue Management and Event Management personnel to effectively manage the placement and execution of sales opportunities.
• Works with market and/or regional team to develop, implement and maintain EBC standards.
• Provides ongoing feedback and recommendations to improve effectiveness of overall EBC processes.
• Works with market leadership to encourage non-participating or new hotels to join the EBC.
• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals. Makes recommendations and works with hotel leaders to improve sales results.
• Provides targeted and timely communication of results and other achievements and challenges to the stakeholders.
• Reviews turnover to hotels for consistency and completion.
Revenue Management
• Works with Revenue Managemeny and ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Utilizes property diagnostic process (PDP) in order to maximize revenue and profits.
• Monitors local, regional and national business outlook and provides updates to Revenue Management.
Guest Satisfaction
• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Ensures sales team establishes clear expectations for customers and properties throughout the sales process.
• Ensures transfer of accurate, complete and timely information to operating departments at the properties.
• Ensures effective resolution of guest issues that arise as a result of the sales process. Brings issues to the attention of property leadership team as appropriate.
• Leads guest satisfaction review sessions with EBC Sales Team to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues with own team and property leadership teams.
• Incorporates guest satisfaction as a component of departmental meetings with a focus on continuous improvement.
• Ensures that a customer recognition program is in effect in the EBC.
Human Resources
• Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the properties.
• Develops, implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.
• Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
• Conducts hourly associate performance appraisals according to Standard Operating Procedures.
• Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities.
• Administers sales bonus and incentive programs.
• Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
• Actively solicits feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems and concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.
• Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process.
• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
• Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going associate recognition program.
• Ensures participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships (e.g., Community Clean-up Day, visits to senior citizens homes, homeless shelters).
Financial Management
• Collaborates with EBC, Director of Finance to develop annual shared service operating budget.
• Manages shared service operating budget including controllable expenses to achieve or exceed budgeted goals.
• Manages appropriate staffing levels based on projected turnover, seasons, changes in market conditions and call volume. Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits.
• Processes period end reporting and critique. Communicates financial results to appropriate stakeholders.
• Understands the operation’s impact on the overall financial goals of participating properties and educates staff on details as appropriate.
Other
• Interacts with hotels on a daily basis for site inspections, Hotel presentation for the EBC Liaises on a regular basis with the other existing EBC ( benchmark with sister organization)
Leads and manages Event Booking Center (EBC) activities and staff on a daily basis; has overall responsibility for achieving EBC revenue goals, team booking pace goals, guest and associate satisfaction and the financial performance of the unit. Leads the overall sales effort to achieve financial goals for all participating hotels. Acts as primary contact for and maintains productive relationships with all stakeholders including hotel GM’s, sales leaders, franchisees, owners and regional team. Ensures brand integrity is protected for all participating hotels. Responsible for effective business processes with all sales related channels.
BUSINESS CONTEXT
Sales and Marketing
• Provides sales functional expertise and leadership to participating hotels.
• Provides critical input to market leaders for development of property and overall market sales strategy.
• Participates in weekly sales strategy meetings.
• Works collaboratively with property/cluster Revenue Management and Event Management personnel to effectively manage the placement and execution of sales opportunities.
• Works with market and/or regional team to develop, implement and maintain EBC standards.
• Provides ongoing feedback and recommendations to improve effectiveness of overall EBC processes.
• Works with market leadership to encourage non-participating or new hotels to join the EBC.
• Analyzes period end and other available systems data to identify trends, future need periods and obstacles to achieving goals. Makes recommendations and works with hotel leaders to improve sales results.
• Provides targeted and timely communication of results and other achievements and challenges to the stakeholders.
• Reviews turnover to hotels for consistency and completion.
Revenue Management
• Works with Revenue Managemeny and ensures that sales strategies are communicated, implemented and updated as market conditions fluctuate.
• Utilizes property diagnostic process (PDP) in order to maximize revenue and profits.
• Monitors local, regional and national business outlook and provides updates to Revenue Management.
Guest Satisfaction
• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Ensures sales team establishes clear expectations for customers and properties throughout the sales process.
• Ensures transfer of accurate, complete and timely information to operating departments at the properties.
• Ensures effective resolution of guest issues that arise as a result of the sales process. Brings issues to the attention of property leadership team as appropriate.
• Leads guest satisfaction review sessions with EBC Sales Team to identify areas of improvement. Takes ownership of results and shares recommendations to address guest service issues with own team and property leadership teams.
• Incorporates guest satisfaction as a component of departmental meetings with a focus on continuous improvement.
• Ensures that a customer recognition program is in effect in the EBC.
Human Resources
• Interviews and hires management and hourly associates with the appropriate skills to meet the business needs of the properties.
• Develops, implements and maintains a departmental orientation program for associates to receive the appropriate new hire training to successfully perform their job.
• Uses all available on the job training tools for associates; implements and manages training initiatives and conducts training when appropriate; ensures self and direct report managers attend appropriate core training classes.
• Communicates performance expectations in accordance with job descriptions for each position and monitors progress.
• Conducts hourly associate performance appraisals according to Standard Operating Procedures.
• Administers the performance appraisal process for direct report managers. Develops business goals and creates appropriate development plans. Assists associates based on their individual strengths, development needs, career aspirations and abilities.
• Administers sales bonus and incentive programs.
• Establishes and maintains open, collaborative relationships with associates and ensures associates do the same within the team.
• Actively solicits feedback, utilizes an “open door” policy and reviews associate satisfaction results to identify and address associate problems and concerns. Ensures associates are treated fairly and equitably. Constantly strives to improve associate retention. Brings issues to the attention of Human Resources as necessary.
• Manages associate progressive discipline procedures for areas of responsibility. Ensures hotel policies are administered fairly and consistently. Ensures disciplinary procedures and documentation are completed according to Standard and Local Operating Procedures (SOPs and LSOPs) and supports the Peer Review Process.
• Ensures regular on-going communication is happening in all areas of responsibility to create awareness of business objectives and communicate expectations, recognize performance and produce desired business results.
• Celebrates successes and publicly recognizes the contributions of team members; ensures recognition is taking place across areas of responsibility. Maintains an on-going associate recognition program.
• Ensures participation in community service events sponsored by Marriott International to build teamwork and enhance community relationships (e.g., Community Clean-up Day, visits to senior citizens homes, homeless shelters).
Financial Management
• Collaborates with EBC, Director of Finance to develop annual shared service operating budget.
• Manages shared service operating budget including controllable expenses to achieve or exceed budgeted goals.
• Manages appropriate staffing levels based on projected turnover, seasons, changes in market conditions and call volume. Oversees labor scheduling and corresponding expenses for wages, bonuses and benefits.
• Processes period end reporting and critique. Communicates financial results to appropriate stakeholders.
• Understands the operation’s impact on the overall financial goals of participating properties and educates staff on details as appropriate.
Other
• Interacts with hotels on a daily basis for site inspections, Hotel presentation for the EBC Liaises on a regular basis with the other existing EBC ( benchmark with sister organization)
Candidate Profile
Experience
• High School Diploma or equivalent required; Bachelor’s Degree in Hospitality Management preferred
• Min. of 2 years of Group Sales Director on property level or at multi property level
• Good overview and knowledge of group and catering strategy
• Stakeholder relationship management: owners, regional sales offices etc.
• Position requires ability to travel internationally
• Fluent English is requited , French is mandatory
Skills and Knowledge
Leadership
• Professional Demeanor - Exhibiting behavioral styles that convey confidence and command respect from others; making a good first impression and representing Marriott in alignment with its values.
• Adaptability - Maintaining performance level under pressure or when experiencing changes or challenges in the workplace.
Managing Execution
• Driving for Results - Setting accurate Group and catering revenue goals for self and/or others; assuming responsibility for work objectives; initiating, focusing, and monitoring the efforts of self and/or others toward the accomplishment goals; proactively taking action and going beyond what is required
• Building and Contributing to Teams - Leading and participating as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members.
• Financial management skills , ability to analyze P&L statements , develop operating budgets , forecasting and capital expenditure planning
Building Relationships
• Coworker Relationships - Interacting with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Developing and sustaining relationships based on an understanding of customer needs and actions consistent with Marriott's Spirit to Serve.
Learning and applying Personal Expertise
• Technical Acumen
Understanding and utilizing professional skills and knowledge in a specific functional area to conduct and manage everyday business operations and generate innovative solutions to approach function-specific work challenges. Ability to use standard software applications and hotel systems including Opera S&C, SFA, GPO Knowledge of Marriott global standards related to group reservations process, confidentiality of information, and PCI (clients data protection).
• Sales Ability and Strategic Hotel Knowledge
o Excellent selling skills and understanding of group and catering sales processes for all brands; can bring a sale to closure
o Possesses excellent telephone sales skills
o Good negotiation skills
o Knowledge of all Marriott Lodging products, cultures and brand strategies
o Knowledge of contractual agreements and legal implications
o Knowledge of food trends, food and beverage composition and menu planning
o Effective sales skills to upsell products and services
o Knowledge of need time strategy as developed by Revenue Management
o Knowledge of marketing strategies
o Knowledge of group business
o Ability to interpret market data and apply to sales strategy
o Ability to implement successful sales strategies for multiple properties
• Basic competency
o Strong communication skills (verbal, listening, writing)
o Strong organization skills
o Strong analytical skills
Management Acumen: Ability to combine effective change management skills, effective conflict management skills, and to manage labor productivity.
• Effective decision making skills
• Ability to influence others
• Effective coaching and development skills
• Strong problem-solving skills
• Strong consensus building skills
• Effective change management skills
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.
- Department: Sales Management Sales & Marketing
About you
See description
- Languages required: French and English.
The company
Notre site de Puteaux à deux pas du quartier d’affaires de La Défense, regroupe dans des bureaux une partie des équipes Commerciales, l’équipe de Réservation France et les Revenue Managers.
En 2007, Marriott célèbre deux étapes importantes: le 50ème anniversaire de son entrée dans le secteur de l’industrie hôtelière et les 80 ans de la création de la compagnie par J. Willard Marriott, avec à l’origine, en 1927, une buvette de bière de betterave à Washington D.C., où l’on pouvait accueillir neuf personnes.
En 1964, J. W. Marriott Junior prit la succession de son père à la tête de la Société et il en est toujours le Président. L’entreprise s’est développée pour devenir aujourd’hui l’un des plus grands groupes hôteliers du monde avec plus de 3 400 hôtels dans 68 pays.
Le leadership « Marriott » appuie sa culture sur le service mais aussi sur le bien-être de ses employés. « Please the associate and they will better serve your Customer ». Si la compagnie a aujourd’hui un nouveau Look & Feel, en particulier avec sa nouvelle literie, un design et un style contemporain, il n’en reste pas moins que sa volonté de servir n’a jamais été aussi forte : c’est le célèbre « Spirit to Serve » qui différencie fortement Marriott et qui continuera de le faire à l’avenir.
Nous avons a cœur de recruter des associés qui partagent nos valeurs ! Nous nous efforçons au quotidien de donner la priorité à nos associés, de les accompagner dans leur développement au sein de nos équipes, et ce tout au long de leur parcours avec nous. Notre ambition est également de promouvoir la diversité dans notre démarche de recrutement.
N’hésitez pas à nous contacter pour rejoindre l’équipe de Paris Cluster Office.
