Senior Sales Manager - Government - Marriott InternationalInc

JOBSUMMARY

Responsible for proactively soliciting andmanaging large group/catering related opportunities withsignificant revenue potential. Manages group/catering opportunitiesnot handled by an Event Booking Center (EBC). Actively upsells eachbusiness opportunity to maximize revenue opportunity. Achievespersonal and team related revenue goals. Verifies business isturned over properly and in a timely fashion for proper servicedelivery. Responsible for driving customer/guest loyalty bydelivering service excellence throughout each customer/guestexperience. Provides service to customers in order to grow theaccount on behalf of the company.

CANDIDATEPROFILE

Education andExperience

• Highschool diploma or GED; 2 years experience in the sales andmarketing guest services front desk or related professionalarea.

OR

• 2yeardegree from an accredited university in Business AdministrationMarketing Hotel and Restaurant Management or related major; no workexperience required.

CORE WORKACTIVITIES

Understanding Market Opportunities& DrivingRevenue

• Targetsgroup/catering accounts markets or segments with heavy emphasis onproactive solicitation and accountsaturation.

• Partners withgroup/catering counterpart to effectively manage the businessopportunity.

• Responds toincoming group/catering opportunities for the property that areoutside parameters of the.

• Handles allopportunities if property does not participate in anEBC.

• Identifies qualifiesand solicits new group/catering business to achieve personal andeach propertys revenuegoals.

• Focuses efforts ongroup/catering accounts with significant potential salesrevenue.

• Developseffective group/catering sales plans andactions.

• Designs developsand sells creative cateredevents.

• Maximizes revenueby upselling packages and creative food andbeverage.

• Understands theoverall market competitors strengths and weaknesses economic trendssupply and demand etc. and knows how to sell againstthem.

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

• Uses negotiatingskills and creative selling abilities to close on business andnegotiate contracts.

Providing Exceptional CustomerService

• Handles complexbusiness with significant revenue potential as well as significantcustomerexpectations.

• Builds andstrengthens relationships with existing and new customers to enablefuture bookings. Activities include sales calls entertainment FAMtrips trade showsetc.

• Developsrelationships within community to strengthen and expand customerbase for group/catering salesopportunities.

• Supportsbrands Service and Relationship Strategy driving customer loyaltyby delivering service excellence throughout each customerexperience.

• Providesexcellent customer service in order to grow share of theaccount.

• Executes brandsCustomer Service Standards and propertys BrandStandards.

• Executes andsupports the business Customer Service Standards and propertysBrandStandards.

• Participates inand practices daily service basics of thebrand.

• Executes exemplarycustomer service to drive customer satisfaction and loyalty byassisting the customer and ensuring their satisfaction before andduring theirprogram/event.

• Serves thecustomer by understanding their needs and recommending theappropriate features and services that best meet their needs andexceed their expectations while building a relationship and loyaltyto the property andbrand.

• Gains understandingof the propertys primary target customer and service expectations;serves the customer by understanding their business business issuesand concerns to offer better business solution both prior to andduring the program/event.

Building SuccessfulRelationships

• Workscollaboratively with offproperty sales channels (e.g. Market SalesStrategic Accounts) to ensure sales efforts are coordinatedcomplementary and notduplicative.

• Manages anddevelops relationships with key internal and externalstakeholders.

• Uses salesresources and administrative/supportstaff.

AdditionalResponsibilities

• Utilizesintranet for resources andinformation.

• Conducts siteinspections.

• Createscontracts asrequired.

• Executes andsupports the operational aspects of business booked (e.g.generating proposal writing contract customercorrespondence).