Property Description:
Dubai is a cosmopolitan city built on irrepressible ambition and unsurpassed luxury. Home to the world’s tallest building, the largest shopping mall, the iconic Palm Jumeirah and now the landmark JW Marriott Marquis Dubai, it is a place for those who seek the best the world has to offer.
The Marquis brand is a quality standard for the finest properties in the Marriott portfolio, synonymous with intuitive service and refined taste. The JW Marriott Marquis Dubai has instantly gained status as one of the region’s most compelling destinations, offering service and facilities that have been carefully crafted around the expectations of the world’s most discerning travelers.
Comprising two iconic towers, the JW Marriott Marquis Dubai stands elevated above Dubai’s Business Bay on Sheikh Zayed Road, the heart of one of the most desirable locations in the city.
The hotel features elegantly conceived accommodation, outstanding event and business facilities, a collection of 14 stylish bars and restaurants and the haven of health and relaxation that is Saray Spa and Health Club. A marriage of rich and colorful cultural inspirations and design finesse makes it a destination with distinctive character and ambience. Job Summary
As the local, on property sales contact for customers, the Assistant Director of Group Sales is responsible for proactively soliciting and handling all revenue-related opportunities in a sales segment (group, catering, transient). S/he actively upsells each business opportunity to maximize revenue opportunity. S/he achieves personal and team related revenue goals. S/he ensures business is turned over properly and in timely fashion for proper service delivery. S/he ensures compliance with Marriott International / JW Marriott Operating Standards to maintain brand integrity.
Responsibilities Sales & Revenue Management
- Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales. Identifies revenue opportunities for the hotel based on the event / business profile.
- Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs, and identify opportunities to up-sell products and services throughout the sales process.
- Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply and demand, etc.
- Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, bridal shows, etc. Conducts customer site inspections
- Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue.
- Responds to incoming inquiries within their market segment.
- Proactively targets not only the local Destination Management Company but also works closely with the end Tour Operator client in the source markets.
- Closes the best opportunities for the hotel based on market conditions and hotel needs. Including managing an effective and adaptive process of source market promotional initiatives.
- Creates sales contracts as required.
- Comprehends budgets as needed to assist in the financial management of department. Understands the impact of department's role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals
Weekly Responsibilities
- Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth.
- Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event (where applicable).
- Makes presence known to customer at all times during this process. Greets customer during the event phase and hands-off to the catering & conference services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements. (Where applicable).
- Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.
- Sets a positive example for guest relations.
- Interacts with guests/clients to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.
- Empowers associates to provide excellent customer service. Ensures associates understand expectations and parameters.
- Reviews comment cards and guest satisfaction results with leaders. Participates in the development and implementation of corrective action plans.
- Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
Leadership
- Demonstrates commitment to JW Marriott operating principles and philosophies.
- Holds self and others accountable for achieving results.
- Addresses conflict in a timely manner.
- Contributes to team results.
- Deals with change effectively.
- Makes decisions, including employees/team and commits to a course of action with available information
Building Relationship
- Treats people fairly, with dignity and respect.
- Works to meet goals in a manner that does not disadvantage other employees or groups.
- Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual.
- Listens and responds to others.
- Is interested in other’s views even if they counter own views.
Managing work execution
- Adheres to all standards, policies, and procedures (SOPs, etc.).
- Effectively uses sales resources and administrative/support staff.
- Approaches work with a sense of urgency and purpose.
- Allocates time and resources effectively when faced with competing demands.
- Overcomes obstacles to accomplish challenging objectives.
- Analyzes candidate’s job-related themes, skills and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
- Discusses problems immediately with others before they are forgotten or get out of control.
- Actively pursues self-development.
Organizational Learner
- Acts independently to improve and increase skills and knowledge.
- Demonstrates an awareness of personal strengths and areas for professional improvement.
- Shares learning, innovations, and best practices with others.
- Is willing to learn from others.
Experience
- Must have (2+) years of progressive sales experience. Previous experience in the hospitality industry preferred; experience selling luxury brands and experiential services preferred.
E ducation or Certification
Skills and Knowledge - Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio. Possesses software knowledge (Microsoft Office, etc).
- Must be able to “Knock on doors” to get the business.
- Knows how to conduct research on the Internet.
- Weekly prospecting and soliciting goals
- Uncovering new customers (Local and social)
- Effective sales skills to up-sell products and services
- Strong customer development and relationship management skills
- Knowledge of contract management and legalities
- Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling.
- Strong communication skills (verbal, listening, writing)
- Strong problem-solving skills
- Strong customer and associate relation skills
- Strong presentation and platform skills
- Strong organization skills
- Strong “Closing skills”
- Strong “persuasion” skills
- Effective decision making skills
Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture.
