JOB SUMMARY
The Commercial Support Lead is responsible for protecting and accelerating revenue performance during a defined coverage period. The role provides senior‑level commercial support across group, catering, and event segments, ensuring lead conversion, pipeline stability, and operational continuity.
This position functions as an extension of Group Sales leadership, driving execution, strengthening team capability, and ensuring the EBC delivers against its commercial commitments.
Key Responsibilities
1. Revenue & Conversion Delivery
- Drive measurable improvement in lead qualification, follow‑up discipline, and win rates.
- Maintain a personal revenue pipeline and close business to support monthly targets.
- Monitor pace, channel mix, and segment performance to identify revenue opportunities.
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2. Operational Sales Management
- Oversee lead distribution to ensure speed, fairness, and commercial alignment.
- Ensure proposals, contracts, and client communication are accurate, compliant, and timely.
- Maintain CRM discipline to support forecasting and reporting accuracy.
3. Market & Performance Analysis
- Review market trends, competitor activity, and internal performance data.
- Support weekly forecasting and commercial reporting with actionable insights.
- Recommend adjustments to improve conversion, pace, and segment profitability.
4. Team Capability & Coaching
- Coach junior colleagues on sales discipline, client engagement, and process adherence.
- Reinforce Marriott commercial standards and compliance requirements.
- Provide leadership continuity in the absence of the Director of Group Sales.
5. Real Time Reservation System Deployment
- Lead the implementation of the Real Time Reservation system at the Dorothea Hotel.
- Train the team, refine workflows, and drive adoption.
- Use the platform to increase banquet booking efficiency and local event volume.
Candidate Profile
- Proven commercial track record in hospitality, events, or B2B sales.
- Strong negotiation, relationship management, and strategic selling capability.
- Confident operating autonomously and stepping into leadership responsibilities.
- Skilled in data‑driven decision making, forecasting, and sales process optimization.
- Effective coach with the ability to elevate team performance quickly.
At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
