HOSPITALITY

GROUP 10
Ankur Agarwal I002
Disha Dhoka I016
Deepak Joshi
I027
Alok Moghe I040
Shreya Singh I055
Anushri SinghaiI056
1
Aviansh Tanna I057

INDUSTRY OVERVIEW
The industry contributed
nearly US$ 295.7 billion
or 19.2 per cent to the
GDP in 2015-16
The industry is among
the top 10 in India to
attract the highest FDI. It
attracted US$ 9.23 billion
of FDI from 2000-16

Growth
Rate Y-o-Y
Travel &
Tourism
competitive
index

8.9
%

Hospitality Industry

Hotel
Hotel
Sector
Sector

Restaurant
Sector

Travel &
Tourism

52nd

COMPANY OVERVIEW
- Mariott International Inc. reported revenues of over
US$ 14 billion in fiscal year 2015
- Headquartered in Bethesda, Maryland, USA
-4500 hotels in 87 countries and territories
- The East Coasts first drive-in, the first motor hotel,
and the first hotel chain designed for business
travelers are just a few milestones in Marriotts
storied history of innovation

- It has launched its first dual branded hotel in India,

called the Courtyard and Fairfield, in Bengaluru,
Karnataka with an investment of Rs 300 crore (US$
44.47 million) and thus increasing the number of
Marriott hotels in India to 35
- In India it has launched brands such as Courtyard,
Fairfield, JW Mariott, and The Ritz-Carlton

ORGANIZATION
STRUCTURE
CHIEF
CHIEF SALES
SALES EXECUTIVE
EXECUTIVE

NORTH
NORTH AMERICA
AMERICA

ASIA
ASIA PACIFIC
PACIFIC

APAC
APAC
AVP
AVP SALES
SALES &
& MKTG
MKTG

SOUTH
SOUTH AMERICA
AMERICA

AFRICA
AFRICA

EUROPE
EUROPE

Director
Director of
of Sales
Sales &
&
Mktg
Mktg (Each
(Each hotel
hotel
country
country wise)
wise)

Location
Location Wise
Wise DOSM
DOSM
(Mumbai)
(Mumbai)

Location
Location Wise
Wise DOSM
DOSM
(Jaipur)
(Jaipur)

Senior
Senior Sales
Sales
Manager
Manager

Assistant Director of
Sales

Sales
Sales Manager
Manager
(B2B)
(B2B) Proactive
Proactive
Team
Team

Each brand will have different sales

structure
Every hotel in various will have a
different structure based on requirement
3 verticals India sales, National sales,
Global sales

Reactive
Team

Asst.
Asst. Sales
Sales Manager
Manager

Coordinators
Coordinators

SELLING PROCESS
REACTIVES

PROACTIVES

(ADOS, Sr. Sales Manager, Sales Manager)

CORPORATE ACCOUNT SALES: Corporate Events,

employee stays etc.

Consultative selling approach

Lead Generation
through:
Referrals
Meetings with other hotelier

(Sales Centre Manager, AMs, Executives,

Coordinator)

SOCIAL SALES : Weddings, festivals and other

celebrations
Transactional selling approach

QUERY

MARKET RESEARCH

PROPOSAL

MARKETING &
PROMOTIONS

NEGOTIATION

NEGOTIATION

CONTRACT

CLOSE

WALK IN
SALES

Reactive selling approach

Standard tariff offered

SALES MANAGER
RESPONSIBILITIES
Ensuring Excellent
Customer Service
Building Successful
relationships with
key stakeholders
Developing &
Executing Sales
Strategies
Maximizing
Revenue
Analyzing and
Reporting on
Sales and
Financial Data
Managing Sales
Activities

Business
Manager

People
Manager

Empowers
employees to
provide
excellent
customer
service.
Observes
service
behaviors of
employees and
provides
feedback to
individuals

RECRUITMENT AND
TRAINING

Campus Level Recruitment Process- Hired from hotel management institutes

Lateral Recruitment Process - All applications from Career portals screened for
eligibility criteria involving relevant work experience.

Voyage Leadership
Development Program
-

2 year program for

graduates
MTs are moved to different
locations every six months
Immersion in the
operations of an individual
hotel
Exposure to Marriott's
broad portfolio of different
brands
Hands-on discipline
specific training in different
areas
Voyagers who successfully
complete the program
transition into supervisory

Executive Development
Program (EDP)
-

Designed for the executive

profile (15 months)
Study Material and on the
job training on different
areas of focus: Accounting
& Finance, Food &
Beverage Operations,
Culinary , Human
Resources, Engineering,
Revenue Management,
Event Planning, Rooms
Operations, Event
Operations, Sales &
Marketing

Manager Development
Program (MDP)

6-12 month Self-Paced

Program for the assistant
manager profile
Hands-On Work Experience
interacting with Owners,
guests and associates while
building operational expertise
Leadership Development
Courses and Training specific
to MVW culture Cross-Training
Opportunities in other
departments at a resort

QUOTAS AND TARGETS

Business on book is seen for past 2-3 years before setting up goals

Output-based goals (Sales Volume in Rs.) are assigned for next year with certain
percent increase on actual past sales
Sales managers are involved in setting up goals who negotiate citing market
conditions last year compared to this year
Targets are assigned for the whole year which can be further broken down into
quarters and then for each month
How the sales manager divides his target in quarters and months is solely on his
discretion
Sales managers are awarded certain percentage of sales revenue achieved over
and above the target assigned

EVALUATION

DoSM/ DoS of hotels decide how

much business they want to do in
an year

Discussion & Negotiation of

individual targets of Sales
Manager with DoSM/DoS

- Quarterly division of targets

which are further broken down
into monthly targets
- Solely Sales managers
prerogative

- Sr. Sales Manager and DoSM/

DoS evaluate the targets of Sales
Manager
- Rise in targets every year based
on Actuals and not Budgets

ACCOUNTS

Key account features:

Number of bookings
is a primary
parameter
Size of the bookings
in terms of revenue is
usually high
Bookings across more
than 6 locations
9

THANK YOU
!
10