Sales and Marketing Executive
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Sales and Marketing Executive

Protea Hotel Cape Town Sea Point

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Sales and Marketing Executive

About the job

Protea Hotels by Marriott® is the leading hospitality brand in Africa and one of the most widely recognized hospitality brands on the continent, with over 90 hotels across South Africa, Zambia, Nigeria, Namibia, Ghana, Tanzania and Uganda. If you have a passion for delivering every guest a personalized service experience and desire to be part of the ‘Coolest Hotel Brand in South Africa’, join the Protea Hotels by Marriott® team today!


JOB SUMMARY


Supports the property's reactive and proactive sales efforts.  Provides day to day support to the hotel General Manager, to achieve property sales objectives, with overall responsibility for achieving booking goals and property revenues.  Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. Evaluates the property’s participation in the various sales channels (e.g., Above-property sales, Group Sales) and develops strong working relationships to proactively position and market the property.  Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives. Interfaces with regional marketing communications for regional and national promotions pull through.  Supports the General Manager with the development and implementation of property– wide strategies that deliver products and services to meet or exceed the needs and expectations of the brand’s target customer profile and provides a return on investment to the owner and Marriott International.
 
CANDIDATE PROFILE  
 
Education and Experience 
 
Required: • High school diploma or GED; 2 yrs. experience in the sales and marketing, guest services, front desk, or related professional area.
 
OR 
 
• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 
 
Preferred:  • Proven leadership skills in supervising and managing associates.  • Lodging sales experience.  • Account management experience. 
 
CORE WORK ACTIVITIES 
 
Managing Sales & Marketing Activities • Manages the development of a strategic account plan for the demand generators in the market. • Manages the property's reactive and proactive sales efforts.   • Assists with marketing communication activities, in conjunction with Regional Marketing Communications. • 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 Strategic Alignment Review (STAR) report, competitive shopping reports and uses other resources to maintain an awareness of the hotel’s market position. • Researches competitor’s sales team strategies to identify ways to grow occupancy and RevPAR and increase market share. • Attends the Revenue Sales Strategy meetings to provide input on weekly and overall sales strategy – continuously collaborates with Revenue Management • Suggests innovative marketing ideas and develops deployment strategies to continue to grow market share. • Evaluates and supports participation and account deployment with Above-Property Sales and Group Sales  • Serves as the sales contact for the General Manager, property leadership team, Group Sales and AboveProperty Sales leaders. • Serves as the sales contact for customers • Serves as hotel authority on sales processes and sales contracts. • Serves as the property sales liaison with Revenue Management, E-Commerce team, Regional Marketing Communications and other hotel departments as appropriate. • Participates in sales calls with General Manager and members of the Sales and Marketing team to acquire new business and/or close on business. • Supports the General Manager by coordinating crisis communications. • Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.  • Participates in and practices daily service basics of the brand (e.g., Protea Hotels by Marriott, Marriott Hotels and Resorts (MHR) Spirit to Serve). • Implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.  • Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.     • Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.  • Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel’s’ sales objectives. • Interfaces with regional marketing communications for regional and national promotions pull through. • Performs other duties, as assigned, to meet business needs.
 
Building Successful Relationships • Develops strong partnerships with local organizations to further increase brand/product awareness. • Develops and manages internal key stakeholder relationships. • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event. • Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott. • Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
 
Leadership • Functions as the leader of the property’s sales & marketing  • Develops sales goals and strategies and verifies alignment with overall business strategy. • Executes the sales strategy in order to meet individual booking goals for both self and staff. • Works with Human Resources, Engineering and Loss Prevention to monitor compliance with local, state and federal regulations and/or union requirements.

 

• Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. • Creates effective structures, processes, jobs and performance management systems are in place.  .  • Transfers functional knowledge and develops sales & marketing skills of other discipline managers. • Evaluates the property’s participation in the various sales channels (e.g., Area Sales, Group Sales within the Sales Office, electronic lead channels, etc.) and develops strong working relationships to proactively position and market the property.   • Manages the marketing budget to enable development of property specific campaigns, promotions and collateral to drive revenue and meet property objectives.
 
MANAGEMENT COMPETENCIES
 
Leadership • Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.   • Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods. • Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develops and evaluates alternatives and solutions, solves problems, and chooses a course of action. • Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values. 
 
Managing Execution • Building and Contributing to Teams - Participates as a member of a team to move toward the completion of common goals while fostering cohesion and collaboration among team members. • Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required. • Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
 
Building Relationships • Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.   • Customer Relationships - Develops and sustains relationships based on an understanding of customer/stakeholder needs and actions consistent with the company’s service standards. • Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
 
Generating Talent and Organizational Capability  • Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
 

 
Learning and Applying Professional Expertise • Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others. • Business Acumen - Understands and utilizes business information to manage everyday operations and generate innovative solutions to approach business and administrative challenges. • Technical Acumen - Understands and utilizes 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. • Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences. o Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals. o Management of Financial Resources-Ability to analyze Profit and Loss (P&L) statements, develop operating budgets and revenue goals, forecasting, and capital expenditure planning; determining how money will be spent to get the work done, and accounting for these expenditures. o Revenue Management - Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management). • Basic Competencies - Fundamental competencies required for accomplishing basic work activities.  o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.). o Mathematical Reasoning - Adds, subtracts, multiplies, or divides quickly, correctly, and in a way that allows one to solve work-related issues. o Oral Comprehension - Listens to and understands information and ideas presented through spoken words and sentences. o Reading Comprehension – Understands written sentences and paragraphs in work related documents. o Writing - Communicates effectively in writing as appropriate for the needs of the audience.

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Sales and Marketing Executive

Cape Town, South Africa

Full-time, Indefinite

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