Join the Ladies & Gentlemen - Accounts Director
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
* Build 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.
* Ensure 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 the Director of Sales
* Work collaboratively with Marriott International Global Sales Teams on client development activities.
* Responsible for proactively soliciting and managing group and catering opportunities with significant revenue potential.
* Identify, qualify, and solicit group/catering business and corporate clientele to achieve revenue goals.
* Execute superior corporate events to strengthen customer loyalty and increase repeat business opportunities.
* Design, develop, and sell creative catered events.
* Promote awareness of brand image internally and externally. Use sales techniques that maximize revenue while maintaining guest loyalty to Marriott.
* Understand 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.
* Reward clients through Marriott Rewards posting tool following Marriott SOP.
Providing Exceptional Customer Service
* Handle complex business with significant revenue potential and customer expectations.
* Build and strengthen relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
* Develop relationships within the community to expand customer base for group/catering sales opportunities.
* Support brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
* Provide excellent customer service to grow share of the account.
* Execute brand's Customer Service Standards and property's Brand Standards.
* Participate in and practice daily service basics of the brand.
* Deliver exemplary customer service to drive satisfaction and loyalty by assisting customers and ensuring their satisfaction before and during their program/event.
* Serve the customer by understanding their needs and recommending features and services that meet and exceed their expectations, building loyalty to the property and brand.
* Gain understanding of the property's primary target customer and service expectations; serve the customer by understanding their business, issues, and concerns to offer better business solutions prior to and during the program/event.
Building Successful Relationships
* Collaborate with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure coordinated sales efforts.
* Manage and develop relationships with key internal and external stakeholders.
* Utilize sales resources and support staff effectively.
Our Benefits:
* Exclusive staff discounts on food, beverage, and hotel rooms (including all properties within Marriott International) for you, your family, and friends
* Flexible working hours & locations, sabbatical leave, paid leave during your birthday month through Life with the Works program
* Internationally recognized training programs, unlimited strategic development, and career growth opportunities within Marriott International
* Support for physical, emotional, and financial wellbeing via Employee Assistance Program
* Employee Referral Incentives for working with friends
Work for the largest hotel network in the world that values equality, diversity, and inclusiveness.
The Ritz-Carlton Hotel is part of Marriott International's Luxury portfolio, committed to putting people first for over 90 years. Apply now!
We are an Equal Opportunity employer, recognizing that true diversity includes gender, age, race, disability status, sexual orientation, religion, neurodiversity, education levels, and more. If you have a disability, illness, or injury, we are willing to make adjustments to our recruitment process. Please contact us at rc.melrz.hr@ritzcarlton.com.
At over 100 award-winning properties worldwide, The Ritz-Carlton Ladies and Gentlemen create exceptional experiences. Join us to learn and exemplify the Gold Standards, including our Employee Promise, Credo, and Service Values. Our promise to you is an opportunity to be proud of your work and colleagues.
Join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of yourself.
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