Sales Manager

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Provides sales support to theSales organization, as well as individual hotels. Serves a benchfunction to account for staffing changes resulting from turnover,leaves of absence, or extended vacation leave for property and salesexecutives. Supports sales for new hotel openings, renovation andrepositioning and sales support for priority hotels identified by theregional team. Drives customer loyalty by delivering serviceexcellence throughout each customer experience.

CANDIDATEPROFILE 

Education and Experience

Required:

• High school diploma or GED; 4 yearsexperience in the sales and marketing, guest services, front desk, orrelated professional area.

OR

• 2-year degree from anaccredited university in Business Administration, Marketing, Hotel andRestaurant Management, or related major; 2 years experience in thesales and marketing or related professional area.

Preferred:

• University degree in BusinessAdministration, Marketing, Hotel and Restaurant Management.

• Multi-brand experience

• Marriott sales systemsexperience SFAWeb|CI , MRDW, MarRFP)

 

CORE WORKACTIVITIES

•Performs all duties of the Senior Sales Executive or Destination SalesExecutive based on assignment due to absence/vacancy at the property.

• Provides sales support to the Sales organization, as well asindividual hotels.

• Serves a bench function to account forstaffing changes resulting from turnover, leaves of absence, orextended vacation leave for property and sales executives.

•Achieves group revenue goals by responding to incoming groupopportunities for the property that are over sales office peak roomparameters.

• Understands the overall market competitors’strengths and weaknesses, economic trends, supply and demand etc.) andknows how to sell against them.

• Closes the bestopportunities for the property based on market conditions and propertyneeds.

• Uses negotiating skills and creative sellingabilities to close on business and negotiate contracts.

•Partners with Sales to identify new group/catering business andachieve personal and property revenue goals.

• Assists withselling, implementation and follow-through of group sales promotions.

• Attends pre- and post-convention meetings to understandgroup needs, obtain feedback on quality of product rooms, meetingfacilities and equipment, food and beverage), service levels andoverall satisfaction.

• Coordinates and executes all siteinspections/visits on property for Account Executives, Group SalesManagers, and Remotes.

• Provides coordination support forsite inspections executed by on-property sales associates.

•Partners with account/selling manager to develop creative aspects ofsite visit.

• Gathers all important customer data fromaccount/selling manager in order to plan appropriately customersgoals, specific needs, key account info, etc.)

• Prepares allsales and operational staff for upcoming site inspections.

•Understands competitor’s strengths and weaknesses in order todifferentiate Marriott from the competition during the site visit.

• Provides sales support forindividual properties during pre-opening and renovation timelines.

• Coordinates with all sales channels to educate sellingengines on property attributes and business needs.

• Verifiesechannels and websites are updated with accurate detail about theproperty.

• Provides other sales support as needed, upondirection from General Manager (GM) or sales leadership, within theoverall sales strategy

• Under direction of sales leadership,drives sales to identified property.

• Partners with BusinessDevelopment and Sales team to pull-through local business fromneighborhood targets and small business accounts.

•Coordinates with account executives to pull-through business fromout-of-market accounts to identified property.

• Understandscompetitive market and identifies share shift opportunities.

•Provides temporary support for account executives and senior accountexecutives based on assignment due to absence/vacancy on the team.

• Understands segment strategy and customer accounts to becovered.

• Executes strategy for assigned accounts to achievegoals of stakeholder hotels while growing revenues for Marriottoutside the market.

• Retains, expands and grows accountrevenue of existing accounts through total account penetration, marginmanagement, and implementation of sales and marketing initiatives.Penetrates assigned accounts for group, transient, extended stay andcatering sales business.

• Maintains current businessrelationships for new business within accounts.

• Leveragesappropriate corporate Sales & Marketing Planning and Support) andmarket resources area leadership, group sales within the sales office,property leadership) to monitor account saturation , pull-through of account strategies and selling solutions at the localproperty level.

• Partners with Sales Team stakeholders, asrequired, to identify sales strategies for potential new accounts.

• Maintains accurate and up-to-date customer, account andopportunity data in FSA system.

• Performs other duties, asassigned, to meet business needs.

Building SuccessfulRelationships

• Works collaboratively with off-propertysales channels Group Sales within the Sales Office, ,) to verify theproperty needs are being achieved and the sales efforts arecomplementary, not duplicative.

• Partners with EventManagement and/or Operations in providing a customer experience thatexceeds the customer’s expectations.

• Serves the customer byunderstanding their needs and recommending the appropriate featuresand services that best meet their needs and exceed their expectations,while building a relationship and loyalty to Marriott.

• Gainsunderstanding of the property’s primary target customer and serviceexpectations; serves the customer by understanding their business,business issues and concerns, to offer better business solutions bothprior to, and during the program/event.

• Drives customerloyalty by delivering service excellence throughout each customerexperience.

• Develops a close working relationship withoperations to execute strategies at the property level.