Mgr-Sales (EBC) at Marriott International, Inc.

JOB SUMMARY

• Leads and manages activities related to the sales functions for properties within region with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives.
• Achieves personal booking goals and makes recommendations on booking goals of direct reports.

CANDIDATE PROFILE 

Education and Experience

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Driving Sales Opportunities to Maximize Revenue

• Conducts targeted account research to determine potential.
• Solicits and qualifies existing and new accounts whose business opportunities meet company criteria.
• Identifies, qualifies and solicits new group business to achieve personal revenue goals, while maintaining brand integrity.
• Understands competitors' strengths and weaknesses, and knows how to sell against them.
• Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).
• Recommends booking goals for sales team members for properties within region.
• Participates in sales calls with members of sales team to acquire new business and/or close on business.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Analyzing & Reporting on Sales and Financial Data

• Analyzes market information by using sales systems and implements strategy to achieve financial room and catering goals for each property.
• Assists Revenue Management with completing accurate six period projections.
• Reviews sales and catering guest satisfaction results to identify areas of improvement.

Ensuring Exceptional Customer Service

• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Interacts with guests to obtain feedback on product quality and service levels.
• Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.
• Executes and supports the company’s customer service standards.
• 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 company.
• Gains understanding of each 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

• Develops and manages relationships with key stakeholders, both internal and external.
• Works collaboratively with on and off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.
• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO managers and customers.