Starwood Hotels & Resorts Worldwide in recent weeks has
added more than 25 positions to its sales organization to cover emerging
markets and may add more later this year when its leaders meet for planning.
"With a robust economy, we've had the ability to fund a
few more positions, and we're putting those in the right places," said
Christie Hicks, senior vice president of Starwood's sales organization. "We're
hitting hotels that we would not otherwise be able to impact."
In particular, Starwood cited the need for additional sales
personnel in China, India, Dubai, Turkey and South Africa. The company created the
role of regional director for international business in South Asia, appointing
Dhanajay Saliankar to the position.
Hicks said it was critical for the company to beef up its
sales teams in those markets, particularly since that is where a majority of
its development is happening. About 70 percent of hotels under development are
outside of North America, and a good portion of those are in the Asia/Pacific
region.
"With the expansion into those markets, if you don't
have a team on the ground, you're really hurt," Hicks said. "If you
get those local smarts, it makes a huge difference."
Starwood also recently opened new lead prospecting centers
in Fall River, Mass.; Guangzhou, China; Cork, Ireland; and Singapore.
Starwood's full sales organization currently stands at about
5,000 associates, covering 100 countries. The company in October at its annual
meeting in Panama will decide where next to add sales staff when it plans for
2012 , Hicks said. "We'll look at our global team, which is comprised of
the people who handle our largest accounts, and look at our individual teams
where we have pockets of need," she said.