Account Director - Corporate & MICE
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Account Director - Corporate & MICE

Pier One Sydney Harbour, Autograph Collection

Publicada

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Account Director - Corporate & MICE

Sobre el trabajo

Marriott's Autograph Collection features a select group of upscale and luxury independent partner hotels, each with its own distinct personality, experience, style and features. Located in major cities and desirable destinations around the world, Autograph guests favor hotel stays that reflect their own unique and personal styles. Be a part of our team and deliver an innovative guest experiences that resists predictability.

JOB SUMMARY


This role oversees the responsibility for the development of new business in the corporate and MICE market segments in Australia and New Zealand, it will also be managing key special corporate accounts.

To build new accounts into managed accounts within the specific market segments, to drive revenue over and above the budgeted segments.

To ensure budgets are achieved within Special Corporate and MICE market segments and achieve individual and team goals.



CANDIDATE PROFILE

Preferred Education and Experience 

  • Minimum 3 years’ experience in a similar role

  • Bachelor of Business

  • Understand and worked with CI/TY

Conducting Sales Activities to Achieve Departmental Goals

 

  • Develops marketing tools in conjunction with the marketing team, such as corporate & MICE brochures/flyers, presentations and EDMs.
  • Monitoring of Goals and Balanced Scorecard
  • Development of packages and seasonal promotions for responsible market segments (under the guidance of the ADOS, DOS, DOM & DOR)
  • Communicate all new promotion, press releases to accounts
  • Use of CI/TY (housekeeping, database and activity management)
  • Ensure there is an effective PDP in place
  • Ensure understanding of all sales departmental LSOP’s
  • Strives to meet measurable targets and goals, as assigned for individual and team.
  • Performs duties in any related Sales area / department as required by management
  • Be actively involved in the Sales Department in order to maximize sales
  • Ensure compliance with Marriott International, minimum standards pertaining to Sales & Marketing.

 

Building and Maintaining Relationships

  • Develops and negotiates partnerships in association with all POSH event spaces and accommodation rooms.
  • Ensuring that all Funnell and Sales Strategy commentaries and actions are acted on immediately and results fed back to reactive sales buddy prior to the next meeting
  • Work closely with the Gantry & Bar BDM, to liaise with them for VIP groups and buyouts
  • Communication of property updates and news to Corporate and MICE GSO contacts
  • Communication of market and business trends to DOS, GM and Leadership
  • Assist in the Monthly Executive Summary Commentary
  • Identifies new or existing markets/accounts that meet property sales strategy
  • Develops a sales plan to generate business from identified markets/accounts and new opportunities 
  • Negotiates transient rates for new corporate accounts always discussing with DOS
  • Prospects new business through phone solicitation, outside sales calls, customer visits to the hotel, trade shows, sales blitzes, direct mail, newspaper/journal research and other customer interaction or research
  • Develops marketing intelligence: new product ideas, competition activities, new customer trends and performance
  • Spends majority of time in face-to-face customer meetings approx. 8-12 meetings a week (including Virtual and hosted entertainment)
  • Conduct domestic sales trips, interstate and NZ to grow corporate and MICE segments
  • Maintain high profile within the travel industry and foster relationships with special corporate accounts
  • Interstate sales trips may be required however this will be dependent on the sales & marketing budget and approval by DOS
  • Participation in selected trade shows (external and Marriott run)
  • To ensure all accounts are brick walled to avoid penetration by competitors and ensure all possible business e.g. Social clubs targeted for additional business.
  • Ensure all special corporate accounts have an account plan
  • Conduct site inspections and host familiarization visits when required

 

Maximizing Revenue

  • Verifies that revenue opportunities are maximized.
  • Administers and manages annual budgets for assigned products.
  • Manages production work for assigned projects to obtain marketing and revenue goals.
  • Participates in hotel sales strategy & funnel meetings.
  • Annual Sales Plan for this segment with effective communication of strategies and actions + regular reviews
  • Management of all corporate and MICE focused leads – assisting the Re-Active team on all aspects to confirm any lead
  • Regular communication to Reactive Sales Buddy
  • Liaising with potential clients on any Trade Marketing opportunities and then discussing these with Director of Sales, before putting in place.  Ensuring that all have an agreed Revenue Target and monitored ROI
  • Drives/manages account transient, group and catering production through improved customer loyalty by excellent account management.

Competencies:


  • Strong overall sales skills
  • Hunter type of sales person who has strong prospecting and closing skills
  • Understanding of the hotel sales strategy and business mix needs of transient, group and catering business. 
  • Self-confidence, energy and enthusiasm
  • Ability to present ideas, expectations and information in a concise, well-organized manner
  • Excellent interpersonal conflict management skills
  • Effective time management skills
  • Software knowledge (Microsoft Office, Excel, Opera & CI/TY)
  • Understanding and achievement of team and individual goals
     

    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.

    Cerrada

    Account Director - Corporate & MICE

    New South Wales, Australia

    A tiempo completo, Indefinido

    Fecha de inicio:

    Fecha limite de comienzo:

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