Sales Awards Categories and Criteria Note: Certain award categories will be recognized with more than one award in classifications such as region or

Transcription

1 Sales Awards Categories and Criteria Note: Certain award categories will be recognized with more than one award in classifications such as region or hotel type/size. 1

2 Area Sales Leader of the Year Area Sales Leaders Criteria Area Sales Team Revenue Achievement / # of Hotels Exceeding : # of Hotels Represented: Leadership and Teamwork Qualifications Focusing on the Customer This nominee demonstrates the ability to break down barriers within the department/property to provide superior customer service by: Developing Others This nominee demonstrates the ability to introduce new perspectives to associates in order to stimulate positive performance and to assist in eliminating barriers to improve performance by: Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes and build stakeholder relationships by: Managing Others This nominee demonstrates the ability to serve as a personal role model of the change expected of other associates by: Leading This nominee demonstrates the ability to demonstrate enthusiasm toward business goals, change initiatives, and organizational direction by: 2

3 Area Sales Team of the Year Any Area Sales Team Criteria Area Sales Team Revenue Achievement / # of Hotels Exceeding : # of Hotels Represented: Leadership and Teamwork Qualifications This team demonstrates innovative communication strategies to stakeholders as evidenced by: This team proactively identifies demand generating opportunities or demonstrates the ability to maintain a market share premium in a declining market as illustrated by: This team demonstrates active involvement in the community by: This team enthusiastically embraces and leads change initiatives by: This team builds allegiance among stakeholders by: 3

4 Enterprise Sales/Global Sales Office Leader of the Year Sales Leader of any EST or GSO Team (Positions include Global Account Director, Association Account Director, International GSO Leaders, National Group Sales Leader, etc) QUANTITATIVE CRITERIA CORPORATE ACCOUNTS Team Assigned Accounts Room Revenue Booked Team Assigned Accounts Future Year Room Revenue ASSOCIATION ACCOUNTS Booked Team Assigned Accounts Future Year Room Revenue Target Dates for Need Time Booked Team Assigned Accounts Future Year Room Revenue INTERMEDIARY ACCOUNTS Booked Team Assigned Accounts Group Rooms Revenue team Assigned Accounts Room Revenue NATIONAL GROUP SALES ACCOUNTS Individual Department Team Booked Room Nights National Group Sales Booked Room Nights EST/GSO Leadership Qualifications: Focusing on the Customer This nominee demonstrates the ability to break down barriers within the department/property to provide superior customer service by: Developing Others This nominee demonstrates the ability to introduce new perspectives to associates in order to stimulate positive performance and to assist in eliminating barriers to improve performance by: Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes and build stakeholder relationships by: Managing Others This nominee demonstrates the ability to serve as a personal role model of the change expected of other associates by: Leading This nominee demonstrates the ability to demonstrate enthusiasm toward business goals, change initiatives, and organizational direction by: 4

5 Enterprise Sales/Global Sales Office Team of the Year Any Enterprise Sales Team or Global Sales Office Team QUANTITATIVE CRITERIA CORPORATE ACCOUNTS Team Assigned Accounts Room Revenue Booked Team Assigned Accounts Future Year Room Revenue ASSOCIATION ACCOUNTS Booked Team Assigned Accounts Future Year Room Revenue Target Dates for Need Time Booked Team Assigned Accounts Future Year Room Revenue INTERMEDIARY ACCOUNTS Booked Team Assigned Accounts Group Rooms Revenue team Assigned Accounts Room Revenue NATIONAL GROUP SALES ACCOUNTS Individual Department Team Booked Room Nights National Group Sales Booked Room Nights EST/GSO Team Award Qualifications: This team demonstrates innovative communication strategies to stakeholders as evidenced by: This team enthusiastically embraces and leads change initiatives by: This team builds allegiance among stakeholders by: This team practices and teaches Total Account Management and Strategic Account Management principals and tactics; is a role model for the Global Sales Team by: This team provides the Global Sales Team with complete, accurate and relevant account information on their entire Account Portfolio through the completion and accessibility of the SAPP (Strategic Account Profile and Plan); for example: 5

6 Market Sales Leader of the Year Market Sales Leaders QUANTITATIVE CRITERIA Market Sales Team Revenue Achievement % to % of Hotels Represented that Exceeded Revenue Leadership and Teamwork Qualifications Focusing on the Customer This nominee demonstrates the ability to break down barriers within the department/property to provide superior customer service by: Developing Others This nominee demonstrates the ability to introduce new perspectives to associates in order to stimulate positive performance and to assist in eliminating barriers to improve performance by: Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes and build stakeholder relationships by: Managing Others This nominee demonstrates the ability to serve as a personal role model of the change expected of other associates by: Leading This nominee demonstrates the ability to demonstrate enthusiasm toward business goals, change initiatives, and organizational direction by: 6

7 Market Sales Team of the Year Any Market Sales Team QUANTITATIVE CRITERIA Market Sales Team Revenue Achievement % to % of Hotels Represented that Exceeded Revenue Leadership and Teamwork Qualifications This team demonstrates innovative communication strategies to stakeholders as evidenced by: This team proactively identifies demand generating opportunities or demonstrates the ability to maintain a market share premium in a declining market as illustrated by: This team demonstrates active involvement in the community by: This team enthusiastically embraces and leads change initiatives by: This team builds allegiance among stakeholders by: 7

8 President s Award for Sales Excellence This award, aptly named for our continental leadership, is designed to recognize sales excellence through exceptional sales production, exceeding customer expectation, innovating solutions to maximize profit, and embracing the Breakthrough Leadership Training (BLT) Process (where applicable). All sales positions are eligible. AWARD CRITERIA QUANTITATIVE CRITERIA Individual Booking Pace Achievement / Team Booking Pace Achievement (Leaders) / Examples of Excellence Exceeding Customer Expectation Provide specific examples (including customer testimonials, if appropriate) that demonstrate the nominee s ability to nurture and develop outstanding customer relationships. Innovating Solutions to Maximize Profit Describe at least two significant examples which demonstrate the nominee s initiative, innovation and compassion for the customer to develop successful customer solutions. Embraces BLT Process Include examples demonstrating the nominee s implementation into daily routine in order execute flawlessly and drive desired business results. 8

9 Property Sales Leader of the Year Sales Leader over any Individual or Multi-Property Sales Teams (Positions include: Director of Sales and Marketing, Director of Sales, Group, Catering Sales, Association or Corporate) QUANTITATIVE CRITERIA Criteria Team Booking Pace Achievement Total Rooms and Catering Revenue Criteria 2011 RevPAR Index Competitive Performance Leadership and Teamwork Qualifications Developing and Managing Others This nominee demonstrates the ability to introduce new perspectives to associates in order to stimulate positive performance and to assist in eliminating barriers to improve performance. Please provide specific examples of the candidate s involvement with associates: training, teamwork and mentoring. Focusing on the Customer/Customer Response This nominee demonstrates the ability to break down barriers within department/property to provide superior customer service. This includes responding to customer inquiries. Sales Channel Pull Through This nominee works closely with the off-property sales channels which the property participates in (RSO and/or Market Sales) in maximizing the direct sales efforts. Leading Team This nominee demonstrates the ability to generate enthusiasm towards achieving goals and assists the team in proactive and creative sales efforts. Provide specific examples of how this was done, what idea, what revenue was generated, new business, etc. Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes by: 9

10 Property Sales Team of the Year Any Individual or Multi-Property Sales Team QUANTITATIVE CRITERIA Criteria Team Booking Pace Achievement Total Rooms and Catering Revenue Criteria 2011 RevPAR Index Competitive Performance Leadership and Teamwork Qualifications Proactive Sales and Creativity (i.e., obtaining new business, gaining commitment) This team proactively identifies demand generating opportunities or demonstrates ability to maintain market share premiums in a declining market as illustrated by: Teamwork (i.e., involvement with other departments, training, mentoring associates) This team enthusiastically works together to achieve goals by: Internal Sales (i.e., involvement of other departments in the sales effort) Sales Channel Pull Through This team works closely with the off-property sales channels which the property participates in (RSO and/or Market Sales) in maximizing the direct sales efforts. Involvement in Community Service 10

11 Reservation Sales Leader of the Year Leader of a Property or Cluster Reservation Sales & Customer Care Center Criteria /Bud YE % Sales Conversion to Sales % of Calls Handled Sales % Increase in Regional Hotel Participation Service Automated Guest Survey Leadership and Teamwork Qualifications (For Regional Center Leader Only) What action did this nominee take to enhance the growth of their Regional Desk? List the activity that contributed to the growth and the percent of increase in hotel participation. What action did this nominee take to increase the conversion to budget? List the activity that contributed to the increase in conversion. Customer Focus What action did the nominee take to increase shop scores and guest survey results? List the activities that contributed to the increase in customer satisfaction. Developing Others This nominee demonstrates the ability to introduce new perspectives to associates and stakeholders in order to stimulate positive performance and to assist in eliminating barriers to improve performance by: Fostering Teamwork and Relationships What action did the nominee take to recognize and celebrate their team s success? Managing Change What action did this nominee take to implement changes within their Center and how did they positively manage and enhance the effectiveness of the change? 11

12 Leading This nominee demonstrates enthusiasm toward business goals, change initiatives and organizational direction as evidenced by: 12

13 Reservation Sales Team of the Year Any Property or Cluster Reservation Sales Team Criteria /Bud YE % Sales Conversion to Sales % of Calls Handled Sales % Increase in Regional Hotel Participation Service Automated Guest Survey Leadership and Teamwork Qualifications What action did this team take to proactively identify revenue improvement opportunities? What action did this team take to set an example of hotel and/or community involvement? What action did this team take to enthusiastically implement changes within their Center and how did they positively manage and enhance the effectiveness of the change? Describe the changes implemented. What action did this team take to promote superior customer service making it easy for the customers to make a reservation? 13

14 Sales Office Leader of the Year Any Sales Office Leader (includes leaders of specific pods and General Sales Manager) QUANTITATIVE CRITERIA Team Revenue Achievement % to % of Individual Property Represented that achieved revenue goals Leadership and Teamwork Qualifications Focusing on the Customer This nominee demonstrates the ability to break down barriers within the department/property to provide superior customer service by: Developing Others This nominee demonstrates the ability to introduce new perspectives to associates in order to stimulate positive performance and to assist in eliminating barriers to improve performance by: Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes and build stakeholder relationships by: Managing Others This nominee demonstrates the ability to serve as a personal role model of the change expected of other associates by: Leading This nominee demonstrates the ability to demonstrate enthusiasm toward business goals, change initiatives, and organizational direction by: 14

15 Sales Office Team of the Year Any Sales Office Team or Entire Sales Office QUANTITATIVE CRITERIA Team Revenue Achievement % to % of Individual Property Represented that achieved revenue goals Leadership and Teamwork Qualifications This team demonstrates innovative communication strategies to stakeholders as evidenced by: This team proactively identifies demand generating opportunities or demonstrates the ability to maintain a market share premium in a declining market as illustrated by: This team demonstrates active involvement in the community by: This team enthusiastically embraces and leads change initiatives by: This team builds allegiance among stakeholders by: 15

16 Stephen G. Marriott Sales & Culture Leadership Award This award is designed to recognize Leaders for clear examples of making and influencing decisions, taking actions and implementing programs that protect and cultivate Marriott s core values. Any Sales, Revenue Management or Event Management associates (leader or individual contributor) are eligible. AWARD CRITERIA Sales Criteria Team Booking Pace Achievement Revenue Management Criteria RevPAR Event Management Criteria Event/Banquet Revenue Leadership Qualifications Taking Care of Associates / / / Provide specific examples of special ways this nominee rewards and recognizes his/her team and/or hotel associates Taking Care of Customers Provide specific examples (including customer testimonials, if appropriate) that demonstrate the nominee s leadership in taking care of customers. 16

17 Revenue Management Awards Categories and Criteria Note: Certain award categories will be recognized with more than one award in classifications such as region or hotel type/size. 17

18 Revenue Management Leader of the Year Award Total Rooms and Catering Revenue RevPAR Index Competitive Performance Property 1 RevPAR Index Competitive Performance Property 2 RevPAR Index Competitive Performance Property 3 (Property or Cluster) Director of Revenue Strategy Director of Market Strategy Cluster Director of Revenue Management Director of Revenue Management Director or Manager of Revenue Analysis Director or Manager of Business Evaluation Director of Reservation Sales Revenue Manager QUANTITATIVE CRITERIA 2011 % Varianc e Varianc e Varianc e Varianc e % Leadership and Teamwork Qualifications Focusing on the Customer This nominee demonstrates the ability to break down barriers between the stakeholders, property or market to provide superior customer service by: Developing and Supporting Others This nominee demonstrates the ability to introduce new perspectives to associates and stakeholders in order to stimulate positive cluster/market performance, to assist in eliminating barriers to improve performance and to support other disciplines by: Fostering Teamwork and Relationships This nominee demonstrates the ability to recognize and celebrate team successes by: Leading and Managing Change This nominee demonstrates the ability to positively lead innovative change and manage and enhance the effectiveness of change by: 18

19 Leading This nominee demonstrates enthusiasm toward business goals, change initiatives and organizational direction as evidenced by: Going Beyond This nominee demonstrates the ability to go beyond their existing responsibilities to take on new initiatives, task force, projects, etc. by: 19

20 Revenue Management Team of the Year Award (Property or Cluster) Any Cluster or Property Revenue Management Team Total Rooms and Catering Revenue RevPAR Index Competitive Performance Property 1 RevPAR Index Competitive Performance Property 2 RevPAR Index Competitive Performance Property 3 QUANTITATIVE CRITERIA % % Leadership and Teamwork Qualifications This team demonstrates innovative communication strategies to stakeholders as evidenced by: This team proactively identifies demand generating opportunities or demonstrates the ability to maintain a market share premium in a declining market as illustrated by: This team demonstrates active involvement in the community by: This team enthusiastically embraces and leads change initiatives by: This team builds allegiance among stakeholders by: 20

21 Stephen G. Marriott Sales & Culture Leadership Award This award is designed to recognize Leaders for clear examples of making and influencing decisions, taking actions and implementing programs that protect and cultivate Marriott s core values. Any Sales, Revenue Management or Event Management associates (leader or individual contributor) are eligible. AWARD CRITERIA Sales Criteria Team Booking Pace Achievement Revenue Management Criteria RevPAR Event Management Criteria Event/Banquet Revenue Leadership Qualifications Taking Care of Associates / / / Provide specific examples of special ways this nominee rewards and recognizes his/her team and/or hotel associates Taking Care of Customers Provide specific examples (including customer testimonials, if appropriate) that demonstrate the nominee s leadership in taking care of customers. 21

22 Marketing and ecommerce Awards Categories and Criteria Note: Certain award categories will be recognized with more than one award in classifications such as region or hotel type/size. 22

23 ecommerce Leader/Team of the Year (Full Service) Any ecommerce Team or Leader (Full Service) QUANTITATIVE CRITERIA Paid Search Overall Spend R OI Additional Support Tracking Marriott.com Overall Spend R OI Additional Support Tracking Marriott.com (specials and offers) Overall Spend R OI Additional Support Tracking echannels Marketing Overall Spend R OI Additional Support Tracking Other Overall Spend R OI Additional Support Tracking Completion of eaction Plan for all hotels - % completed Qualitative Criteria: - Attach supporting documents and materials to showcase your efforts - Provide an executive summary that highlights the specific challenge/opportunity and the competitive environment o What was the objective (room nights/revenue, awareness (consumer or press)) o How many hotels were impacted o Results including: ROI Gross Revenue Estimated Profit Contribution Room nights Impressions - Provide list of tactics - what strategy was developed to meet objectives - Demonstrates the ability to perform at the highest level and drive measurable online results for cluster properties include examples such as: o exceeding stakeholder results o providing guidance and deliverables outside normal scope to help resolve specific market challenges (low occupancy, seasonality issues, political instability, etc.) - Exhibits qualities of a proven leader include examples such as: o Mentoring less experienced staff o Developing and implementing best practices 23

24 Marketing Leader/Team of the Year (Full Service) Any Marketing Team or Leader (Full Service) QUANTITATIVE CRITERIA Revenue produced by media/marketing channels Explain role of marketing strategy Room nights produced by media/marketing channels Explain role of marketing strategy Number of media impressions As part of PR/Awareness tactics Customer engagement Time on Site # of customers at event Awareness Specify how this was measured New customers generated/customer data Qualitative Criteria: Attach supporting materials such as examples of marketing plans, briefing documents, marketing communications and performance metrics summaries. Marketing Communications examples could include but not be limited to: - In-hotel creative display/merchandising - Print communications to include direct marketing, collateral, and print advertising - Hotel website leveraging brand standards integrated with paid search (coordinated with HQ ecommerce standards and practices) - Paid Search - Banner Advertising - s - Marriott.com Landing Pages - Events and PR activities Executive Summary: The specific challenge/opportunity, competitive environment: - Objectives: What was your objective? (room nights/revenue, awareness [consumer or press], trial, etc), How many hotel/s were impacted? - Results: A description of the effort its ROI, Gross Revenue, Estimated Profit Contribution,Room Nights, Impressions, other is requested. How did you track campaign results, please provide the source material/data. - Developed an integrated effort vs. a list of tactics: what strategy was developed to meet these objectives? Where/how were the activities integrated and targeted? - Description of the approach that adhered to brand marketing communications standards (e.g. application of brand voice standards) - Description of the approach that leveraged the brand marketing plans and tools: - Description of the approach to integrating the elements of the marketing plan 24

25 - Effective pull-through/leverage of brand marketing strategies and tools: How did you leverage the global/national marketing strategy for the brand? What did you leverage to pull through on a tactical level? Marketing plan and materials (adherence to brand marketing guidelines will be a required element for successful nomination): - : The total amount spent on the campaign (media, promotion costs, fees etc): - Timing: When was this in market? 25

26 Marketing/eCommerce Leader/Team of the Year (Select Service/Extended Stay) Any Marketing/eCommerce Team or Leader (Select Service/Extended Stay) MARKETING QUANTITATIVE CRITERIA Revenue produced by media/marketing channels Explain role of marketing strategy Room nights produced by media/marketing channels Explain role of marketing strategy Number of media impressions As part of PR/Awareness tactics Customer engagement Hit s # of customers at event Awareness Specify how this was measured New customers generated/customer data ECOMMERCE QUANTITATIVE CRITERIA ecommerce Activity Overall Spend R OI Additional Support Tracking Paid Search Overall Spend R OI Additional Support Tracking Marriott.com Overall Spend R OI Additional Support Tracking Marriott.com (specials and offers) Overall Spend R OI Additional Support Tracking echannels Marketing Overall Spend R OI Additional Support Tracking Other Overall Spend R OI Additional Support Tracking Completion of eaction Plan for all hotels - % completed Qualitative Criteria: Attach supporting materials such as examples of marketing plans, briefing documents, marketing communications and performance metrics summaries. Marketing Communications examples could include but not be limited to: - In-hotel creative display/merchandising - Print communications to include direct marketing, collateral, and print advertising - Hotel website leveraging brand standards integrated with paid search (coordinated with HQ ecommerce standards and practices) - Paid Search - Banner Advertising - s 26

27 - Marriott.com Landing Pages - Events and PR activities Executive Summary: The specific challenge/opportunity, competitive environment: - Objectives: What was your objective? (room nights/revenue, awareness [consumer or press], trial, etc), How many hotel/s were impacted? - Results: A description of the effort its ROI, Gross Revenue, Estimated Profit Contribution,Room Nights, Impressions, other is requested. How did you track campaign results, please provide the source material/data. - Developed an integrated effort vs. a list of tactics: what strategy was developed to meet these objectives? Where/how were the activities integrated and targeted? - Description of the approach that adhered to brand marketing communications standards (e.g. application of brand voice standards) - Description of the approach that leveraged the brand marketing plans and tools: - Description of the approach to integrating the elements of the marketing plan - Effective pull-through/leverage of brand marketing strategies and tools: How did you leverage the global/national marketing strategy for the brand? What did you leverage to pull through on a tactical level? Marketing plan and materials (adherence to brand marketing guidelines will be a required element for successful nomination): - : The total amount spent on the campaign (media, promotion costs, fees etc): - Timing: When was this in market? 27

28 Public Relations Leader of the Year Any Public Relations Leader including Individual Contributors representing a hotel or hotels QUANTITATIVE CRITERIA National Feature PR Placements Regional Feature PR Placements Regional/Local Brand News Placements Number of Posts Placed on Social Media Channels Total spend on PR Activities in the year Number Number Number Number Spend Qualitative Criteria: - Develop an integrated effort v. a list of tactics for the below items. Include the strategy developed to meet these objectives and the activities you put forth to integrate and target o Description of the approach that adhered to communications standards (e.g. application of brand voice standards) o Description of the approach that generated the coverage o Description of the approach to integrating the elements of the PR plan o Did you have the support of a PR agency to support your PR activities in and if so which agency did you work with? - Provide examples and summary of the following: o Key target media did your coverage appear in your A list media outlets o Media impressions (as part of PR/awareness metrics, readership, viewership or media outlet) o On message did your coverage meet the objectives of your hotel s marketing plan o Key messaging does the coverage directly incorporate the hotel s key messaging on the subject matter o Media events/activities (hosted in the hotel that generated coverage for the property) o Awareness (target media publications X media readership/viewership) o Development of Social Media Strategy o Alignment of Public Relations Strategy to Business s o Involvement in Community o Special Accomplishments 28