Job Number 180024Y9
Job Category Sales and Marketing
Location Middle East GSO, Dubai, United Arab Emirates
Position Type Management
The role of the Director, Global Sales – UAE (United Arab Emirates) is to maintain effective financial performance by ensuring that profitable sales are generated and operational controls are in place within a sales engine of the Global Sales Organization (GSO). Additionally, the Director, Global Sales – UAE (United Arab Emirates) is to support the GSO vision and mission by providing business support and operational excellence to a team of GSO Sales Professionals in the UAE. The position provides leadership and management oversight to sales professionals whose activities are specifically focused on areas such as a business segment (corporate, wholesale, intermediary) unique revenue stream, strategic and total account management, customized client support or specific geographic area (UAE). The position directs and leverages Marriott resources to support the achievement of revenue targets and financial performance. This position is also responsible for leading and directing the UAE corporate and intermediary sales team in the processes of strategic account management and team-based sales as well as partnering with the area sales, distribution and revenue teams.
Education and Experience Preferred
6+ years sales and marketing experience required.
Team management experience strongly preferred.
Has validated experience – recognized as an expert in specific business segment(s), functional area(s), and/or geographical area(s).
Excellent professional relationships with the main influencers within their area of expertise.
CORE WORK ACTIVITIES
The following are specific responsibilities and contributions critical to the successful performance of the position:
Strategic Account Management:
Act as customer advocate by understanding GSO customer’s requirements, expectations and needs; removes barriers to business solution development.
Develops relationships with outside vendors and strategic partners in an effort to expand exposure of Marriott brands to internal and external customers.
Pursues opportunities to capitalize on strengths and market conditions, and to counter competitive threats.
Stays abreast of developments in the areas of Strategic Account Management and Team-Based Sales in order to provide relevant direction.
Determines ROI on sales opportunities.
Assists GSO Leadership in developing overall business strategies for the department; reviews and manages controllable expenses as appropriate.
Demonstrates working knowledge of legal issues within industry.
Directs regular reporting activities associated with account tracking, spending data, department revenue, profitability analysis, etc.
Ensures effective measurements of process and outcomes of business and account plans.
Oversees the use and maintenance of internal systems.
Positioned as the Subject Matter Expert in matters related to the specific area of expertise.
Prepares for and facilitates productive meetings.
Responsible for facilities/office management as needed.
Supports operating budgets and sales targets to support the GSO business plan.
Works with Revenue Management and other Functional Areas to assist in the development of business segment, revenue stream and/or geographical area sales strategies.
Acts as project manager for ad hoc or recurring needs of the department, responsible for satisfactory and timely delivery of outcome.
Demonstrates a solid, working knowledge of the functional area business’, and leveraging this to provide maximum profitability for Marriott.
Establishes guidelines for, measures, monitors and evaluates Marriott and GSO processes, policies and procedures.
Orchestrates departmental resources across organizational boundaries to create cross-functional business-to-business relationships.
Positioned as a knowledge provider in matters of industry and business to their clients and their internal constituents.
Supports accomplishment of department and its account initiatives through active participation in issue resolution.
Market Integration & Leadership:
Assists people from diverse cultures and backgrounds to effectively contribute and succeed in the GSO and its cross-functional teams.
Develops strong working relationships to maximize Marriott benefits, advising on issues relative to customer/segment/geographical needs and proactively developing strategies that complement market-based initiatives.
Establishes and maintains an active role within industry organizations.
Maintains an influential presence among customers and internal constituents by providing education and training to both audiences across a wide range of relevant industry, business and/or geographical interests.
Provides effective orientation and training on GSO for new market/field associates.
Supports Marriott culture based on shared values of associate and customer satisfaction.