Accounts Director

Description:

The Ritz-Carlton, Melbourne is seeking a results-driven Accounts Director to join our Sales team. This pivotal role is responsible for managing key account relationships, driving revenue across business segments, and positioning the hotel as the destination of choice for luxury travelers and clients. As an ambassador of the brand, you will cultivate strong relationships with corporate clients, travel partners, and event planners, proactively identifying opportunities to increase market share and deliver tailored solutions that exceed client expectations. You will play a strategic role in the achievement of room revenue and catering sales targets through personalised engagement, data-driven planning, and collaborative teamwork. This is an ideal opportunity for a seasoned sales leader with a deep understanding of the luxury market, a consultative selling style, and a passion for delivering exceptional service and commercial results.

CORE WORK ACTIVITIES

Understanding Market Opportunities & Driving Revenue
Understanding the sales processes and market trends. Ability to bring a sale to closure, securing business with effective negotiation skills and creative selling abilities. 
Source, secure and maximize business across MICE segment for both residential and event-only business, SME Corporate Accounts and Sports. 
Effectively contribute to the overall sales strategy and success. 
Actively work towards KPI and Revenue Goals. 
Manage incoming group and catering opportunities for the property 
Negotiate and manage client RFP and contracting process for the corporate market segment
relationships and maximize revenue from assigned account base and industries. 
Strong customer development and relationship management skills. 
Knowledge of contractual agreements and legal implications. 
A desire to innovate and create. Our guests come to experience a life less ordinary. 
Ensures a high level of exposure for the hotel through proactive sales solicitation, including client meetings, site inspections, attendance at industry functions and trade shows. 
Develop an annual strategy plan for the designated account portfolio in conjunction with Director of Sales 
Work collaboratively with Marriott International Global Sales Teams on client development activities. 
Understanding the sales processes and market; Ability to bring a sale to closure, securing business with effective negotiation skills and creative selling abilities 
Responsible for proactively soliciting and managing group and catering opportunities with significant revenue potential. 
Identifies, qualifies, and solicits group/catering business and corporate clientele to achieve personal and property revenue goals. 
Executing superior corporate events will strengthen customer loyalty and increase repeat business opportunities. 
Designs, develops, and sells creative catered events. 
Promote awareness of brand image internally and externally. Use sales techniques that maximize revenue while maintaining existing guest loyalty to Marriott. 
Understands the overall market, competitor strengths and weaknesses, economic trends, supply and demand. Set strategies to increase market share. 
Serve as the point of contact for clients and communicate with them by phone and email to respond to questions and requests in a timely manner. 
Rewards client through Marriott Rewards posting tool following Marriott SOP. 

Providing Exceptional Customer Service

Handles complex business with significant revenue potential as well as significant customer expectations. 
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. 
Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities. 
Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience. 
Provides excellent customer service in order to grow share of the account. 
Executes brand’s Customer Service Standards and property’s Brand Standards. 
Executes and supports the business Customer Service Standards and property’s Brand Standards. 
Participates in and practices daily service basics of the brand. 
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring 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 the property and brand. 
Gains understanding of the property’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. 

Building Successful Relationships

Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative. 
Manages and develops relationships with key internal and external stakeholders. 
Uses sales resources and administrative/support staff.