Senior Sales Manager, Gso Thailand

8 months ago

กรงเทพมหานคร, Thailand Marriott International, Inc Full time

**Job Number** 24042488

**Job Category** Sales & Marketing

**Location** Thailand Area Office, 19th Floor, Bangkok, Bangkok, Thailand VIEW ON MAP

**Schedule** Full-Time

**Located Remotely?** N

**Relocation?** N

**Position Type** Management
**JOB SUMMARY**

The **Sr. Sales Manager, GSO Thailand** manages and/or provides dedicated support to a targeted portfolio of GSO accounts. The position builds and maintains business relationships with key buying influences in order to achieve account market share goals across all Marriott Lodging brands. The primary focus is on generating and closing revenue generating opportunities while increasing preference and loyalty with Marriott. In the role of **Sr. Sales Manager, GSO Thailand**, this position has direct accountability for transactional sales activities within their assigned accounts.

**BUSINESS CONTEXT**

The role of the **Sr. Sales Manager, GSO Thailand** is to support the GSO vision and mission by leveraging Marriott’s products and services as a team member within their assigned account portfolio. By executing transactional sales excellence, this position will be responsible for increasing Marriott’s preference, loyalty and profitable share within their assigned accounts and contribute to overall GSO success through the direct sales efforts of Revenue Generation and Value Creation.

**JOB SPECIFIC TASKS**

The following are specific responsibilities and contributions critical to the successful performance of the position:
**Sales Management**
- Accurate qualification of potential accounts; re-qualification of existing accounts.
- Articulates the financial benefits of a proposal as it pertains to the customer’s business objectives.
- Collects & analyzes key information about the customer’s business and/or operation.
- Support and provide guidance to internal stakeholders on optimal negotiating stance.
- Demonstrate benefits of total account management and team-based sales.
- Demonstrates working knowledge of legal issues within industry.
- Develops opportunity sales plan with actionable steps to attain revenue goals.
- Identifies key purchase points and decision-makers that influence the “buy” decision.
- Maintain account information in SFA and other internal Marriott systems to ensure accurate and up-to-date account reporting.
- Qualifies each business opportunity and recommends Marriott products that match both the customer needs as well as the hotel’s business needs. Suggests positive alternatives whenever necessary.
- Represents all brands of Marriott Lodging.
- Responsible for proactive account, segment or regional sales.
- Support ‘in-market’ needs of properties in a given regional area.
- Support data gathering, reporting & tracking functions.
- Understands traditional industry processes (pricing, RFPs, proposals, etc)

**Revenue Generation**
- Identifies key purchase points and decision-makers that influence the “buy” decision.
- Relates customer needs to product capabilities.
- Routinely quantifies the business impact to both the customer and Marriott.
- Works with Revenue Management to support account strategy in-market.

**Value Creation**
- Anticipates and quickly seizes opportunities not obvious to others to build customer satisfaction.
- Delivers on commitments to customers.
- Delivers value-added products and services to create long term customer loyalty.
- Focuses on two-way communication to ensure win-win relationship is maintained.
- Positions self as “Subject Matter Expert” in terms of customer or account activity, business segment activity or market/region activity.
- Pursues initiatives to capitalize on strengths and market opportunities, and to counter competitive threats
- Uses knowledge of Marriott’s operations, its markets and competitors to promote dialogue and enrich customer interactions.

**Market Integration & Team Participation**
- Ensures that account sales strategies are communicated, implemented and updated as market conditions fluctuate.
- Facilitates educational opportunities that enhance credibility and integration between GSO and internal stakeholders.
- Identifies and cultivates relationships with key colleagues and stakeholders in other parts of the organization.
- Participates in professional and industry-related organizations (e.g., SAMA, ACTE, PCMA, MPI, ASMA, etc).
- Participates with account team in market pull-through activity.
- Supports ‘in-market’ needs of properties in a given regional area.

**Other**
- Performs other duties as assigned to meet business needs.

**CANDIDATE PROFILE**

**Experience**
- 3+ years sales and marketing experience required.
- Total Account Management experience preferred.
- Hospitality sales experience preferred.

**Skills and Knowledge**
- Acts decisively to recover from mistakes; knows how to develop/propose/initiate solutions and when to involve leader.
- Acts independently to improve and increase skills and knowledge.
- Can effectively articula

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