· Earn up to 30% of base through quarterly incentives

· Commission for referrals across Marriott's global network of 10,000+ hotels

· Build your career with the world's largest hospitality company

Be a part of a newly formed Group & Catering Sales Team supporting three Marriott hotels

Account Director - Group & Catering Sales

Melbourne | Sheraton Melbourne, Courtyard Flagstaff Gardens, Element Richmond

Build something. Don't just inherit it!

We're not looking for someone to manage business. We're looking for someone to grow it.

We're creating a new Group & Catering Sales Team in Melbourne and looking for an ambitious Account Director to help shape what success looks like from day one.

Representing Sheraton Melbourne, Courtyard Melbourne Flagstaff Gardens and Element Melbourne Richmond, you'll have the opportunity to work across three distinct Marriott brands, unlock new business opportunities and play a key role in one of the most exciting commercial evolutions in our Melbourne portfolio.

This is a role for someone who gets a genuine buzz from winning.

Why this opportunity stands out

- A newly created team with the backing of the world's largest hospitality company

- Exposure across three Marriott hotels and above property teams

- The freedom to build relationships, create opportunities and make an impact

- A high-performance culture that celebrates results and rewards ambition

- Genuine career pathways within Marriott International

Who we're looking for

You're commercially minded, naturally curious and never comfortable sitting back waiting for business to arrive.

You enjoy building relationships, opening doors, finding opportunities others miss and turning conversations into confirmed business.

You may already be in hotel sales, events, hospitality, travel or a similar commercial role, but more importantly, you're someone who wants to be part of building something bigger.

Interested?

If you're looking for a role where you can genuinely influence outcomes, be recognised for your contribution and be part of building something from the ground up, we'd like to hear from you.

Apply now and be part of what's next for Marriott in the Group & Catering space in Melbourne.

Understanding Market Opportunities & Driving Revenue

· Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.

· Partners with group/catering counterpart to effectively manage the business chance.

· Responds to incoming group/catering opportunities for the property

· Identifies, qualifies and solicits new group/catering business to achieve personal and each property’s revenue goals.

· Focuses efforts on group/catering accounts with significant potential sales revenue.

· Develops effective group/catering sales plans and actions.

· Designs, develops and sells creative catered events.

· Maximizes revenue by upselling packages and creative food and beverage.

· Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

· Closes the best opportunities for each property based on market conditions and individual property needs.

· Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

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 Brand Standards.

· Executes and supports the business Customer Service Standards and property 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, Global 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.

Additional Responsibilities

· Utilises intranet for resources and information.

· Conducts site inspections.

· Creates contracts as required.

· Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Management Competencies

Leadership

· Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

· Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

· Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.

· Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

· Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.

· Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses,



and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

· Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

· Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.

· Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.

· Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

· Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.

· Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

· Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

· Business Acumen - Understands and utilizes business information to manage everyday operations.

· Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.

o Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.

o Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.

o Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.

· Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).

o Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

o Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

o Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.

o Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Additional Responsibilities

· Meet the grooming standards of the hotel as set out in the Associate Handbook.

· Maintain company confidentiality, ensuring that business dealings within the organization are not discussed with outside parties.

· Performs other duties, as assigned, to meet business needs.

📌 Account Director - Group & Catering, Multi Property (Melbourne)
🏢 Sheraton Melbourne
📍 Melbourne