Merchandiser-Sales (GSO) Specialist

Job Summary

The Sales Merchandiser GSO is responsible for executing the merchandising of group, contract, business transient and/or extended stay sales opportunities by utilizing Marriott's sales information systems and technology. This role serves as the point of contact between customers, GSO Sales Managers/Directors and the properties. The Sales Merchandiser GSO utilizes sales techniques to maximize revenue and build customer loyalty. Additionally, this position has direct accountability for select transactional sales activities for a designated number of group and corporate accounts. The Sales Merchandiser GSO assists in all activities related to the Account Team Base Selling Model.

Candidate Profile

• High School diploma or equivalent required.
• Minimum of 2 years' experience in Sales and Marketing, Guest Services, Front Desk or related professional area OR a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management required.
• Ability to develop reports, business correspondence, read, understand policy and procedures manuals.
• Ability to communicate effectively with all levels of internal and external customers.
• Attention to detail and accuracy.
• Knowledge on RFP and data base administration.
• Ability to work well as a team.
• Ability to work under pressure and meet deadlines in a timely manner.
• Time management and organizational skills, under heavy workloads with frequent interruptions, with the ability to react positively to job pressure and changing priorities.
• Strong proficiency in both English and Portuguese. Spanish as preferential.
• Technical skills: Microsoft Outlook (Excel, PowerPoint, Word, Access), Office 365 including Skype for Business.

Core Work Activities

• Evaluate, qualify and respond to leads in a professional and timely manner. Majority of communication will be via telephone, email and SFAWeb/CI/TY and EMPOWER. Leads and follow-up communication from hotels will be generated through SFAWeb/CI/TY.
• Act as the liaison between the customer and hotel(s) to present rate proposals, maximize or convert potential bookings, and close the sale.
• Generate the follow up and submission of contracts to finalize sales transactions (both group and transient business).
• Ensure business is transitioned to designated property appropriately and in a timely manner for proper service.
• Provide service to customers to grow account share on behalf of MI, across the enterprise (Marriott Enterprise and Milux).
• Participate on project and account teams, executing activities that support strategic account management and team-based sales models.
• Support managers and-or directors on sales calls, as appropriate.
• For assigned accounts, provide proactive account management support with primary focus on both the transient and group segments. Maintain both telephonic and face-to-face relationship with each accounts' key group buyers/intermediaries who impact the accounts' group buying process.
• Provide support for sales program/event coordination (. Hotel Excellence, Meetings Excellence, sales events, The Exchange events, Open Week events, trade shows, GMID, GCAW,, providing support, and/or general administrative support, as needed ( preparation of collateral material, appointment setting, RSVP, aligned to the B2B strategy.
• Act as liaison communication with Travel Counselors of the TMC ́S and sales activities support (rate distribution and rate auditing)
• Support in the management of special projects (such as telemarketing, special reports, e-commerce, sales potential, Marriott Bonvoy enrollments,.
• Support on Process of Wholesaler ID #s for wholesalers or new products and tools as applicable.

Maintaining Business Goals

• Establish and maintain complete and up-to-date lead response information in SFAWeb/CI/TY and alternate information systems to ensure accurate reporting.
• Assist with the closing of business opportunities to ensure team and departmental goals are met.
• Generate and organize sales reports utilizing internal data systems (. SFAWeb/CI/TY, MRDW, Tableau and EMPOWER).
• Support operating budgets and venue targets to support the GSO business plan.
• Monitor and evaluate GSO office processes and procedures; recommend improvements as necessary.
• Provide reports of focus accounts (weekly group funnel reports, all public version reports from SFAWeb such as GSO5, GSO6, GSO8, report from Tableau,.
• Participate in account mapping.
• Participate in pricing processes.
• Assure that customers profiles are updated, supporting as required.
• Support sales managers and directors with the implementation of sales strategies across all segments (wholesalers, TMC ́S, corporate and group accounts and intermediaries).
• Participates and supports the Manual Adjustment processes at the end of each quarter.

Demonstrating and Applying Discipline/Functional Knowledge

• Use standard software applications such as MS Office, SFAWeb/CI/TY, EMPOWER, MRDW, Tableau, Microsoft Teams, etc.
• Act decisively to recover from mistakes. Know how to develop/propose/initiate solutions and when to involve a leader.
• Act independently to improve and increase skills and knowledge.

Contributing to Teams

• Navigate the MI organization to achieve collaboration by leveraging relationships and knowledge.
• Identify and cultivate relationships with key colleagues and stakeholders in other parts of the organization.
• Work effectively in a virtual team-based environment.
• Work collaboratively to support #Milux positioning and selling.

Additional Responsibilities/Competencies

• Prepare, edit and proofread written documents (. daily logs, business letters, memoranda, reports, to ensure accuracy and completeness.
• Express oneself clearly, concisely and effectively through written and verbal communications.
• Approach opportunities with a positive, open-mind.
• Display creativity and innovation to identify opportunities to improve departmental processes and programs that will enhance team productivity and/or business results.
• Gain the confidence and trust of others through consistent demonstration of authenticity and ethical standards.
• Maintain confidentiality of proprietary materials and information.
• Perform special projects and other duties, as assigned.

Management Competencies

• Building Relationships Coworker Relationships
  • Builds strong working relationships.
  • Shares thoughts and feedback in a professional way.
  • Considers how own behavior impacts others.
  • Explains work in a way that encourages cooperation from others.
• Customer Relationships
  • Shows an understanding of customer/stakeholder expectations.
  • Listens and responds to customers/stakeholder with empathy.
  • Builds rapport and trust with customers/stakeholder to promote loyalty.
  • Anticipates and quickly responds to customer/stakeholder requests or issues.
  • Explains policies in a way that helps customers/stakeholder understand.
• Global Mindset
  • Helps others feel valued and included.
  • Works well with others regardless of their background or characteristics.
  • Models the Company culture of service, opportunity, respect, and fair treatment.
  • Acts when others are treated unfairly or are not valued and respected for their unique skills.
  • Listens to and acknowledges different ideas and viewpoints.
• Generating Talent and Organizational Capability Organizational Capability
  • Shows an understanding of how each role on the team contributes to the work.
  • Shows an understanding of goals, processes, and reporting relationships within the department.
  • Understands scope of own decision‐making authority.
• Talent Management
  • Provides, seeks, and acts on constructive feedback.
  • Shows an understanding of performance expectations.
  • Works with manager to set and prioritize developmental goals.
  • Builds relationships to attract top talent.
  • Participates in the hiring process and helps with on‐boarding new associates.
• Leadership Adaptability
  • Stays calm and focused during stressful situations.
  • Asks questions to understand why change is happening.
  • Uses resources to help deal with change or challenges.
• Communication and Professional Demeanor
  • Expresses ideas in a clear and concise way.
  • Actively listens and responds to others with understanding.
  • Appropriately interprets verbal and non‐verbal behavior.
  • Displays professionalism and gains respect from others.
• Problem Solving and Decision Making
  • Recognizes issues and makes suggestions to solve problems related to daily work.
  • Breaks complex issues into manageable parts.
  • Asks questions and gathers information before making a decision.
  • Identifies and considers alternatives and their possible impact before making decisions.
  • Makes decisions and takes action in a reasonable amount of time.
• Learning and Applying Professional Expertise Applied Learning
  • Sets career goals and identifies areas for development.
  • Uses available resources and challenging assignments to improve performance.
  • Shares own learnings and best practices with others.
  • Completes assigned training on time.
• Business Acumen
  • Shows an understanding of how own work impacts Company and department performance.
  • Shows an understanding of the drivers of Company and department performance.
  • Identifies innovative ways to improve productivity and associate and customer/stakeholder satisfaction.
• Technical Acumen
  • Performs technical and complex tasks and solves problems within area of expertise.
  • Models technical excellence and communicates the benefits of specific techniques in area of expertise.
  • Uses appropriate facilities, equipment, and materials to perform the job.
  • Follows current policies, procedures, and legal requirements.
• Managing Execution Building and Contributing to Teams
  • Works with team members to meet shared goals.
  • Shows an understanding of how the team contributes to broader success.
  • Shares with team members information needed to accomplish work.
  • Tells other team members when they are doing a good job through use of recognition programs (Brilliant), or other communication channels.
• Driving for Results
  • Takes responsibility for being innovative and delivering work that exceeds requirements.
  • Learns from mistakes.
  • Participates in setting goals for the team or department.
  • Looks ahead and lets manager know about possible challenges in completing assigned work.
• Planning and Organizing
  • Keeps track of own current and future workload to make sure everything is completed on time.
  • Prioritizes own activities and makes adjustments when appropriate.
  • Asks for and uses available resources to complete work.

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