Destination Sales Executive

JOB SUMMARY

Partners with the Sales Office to book group events within the group booking
parameters. Provides property support by coordinating and executing site
inspections/visits for off-property sales managers. Verifies that the business
is turned over properly and in a timely fashion for quality service delivery.
Pulls through business booked through the Sales Office, as well as achieves
group revenue goals by actively up-selling each business opportunity to maximize
revenue opportunity. Implements the brand’s service strategy and applicable
brand initiatives in all aspects of the sales process and drives customer
loyalty by delivering service excellence throughout each customer
experience.

CANDIDATE PROFILE

Education and Experience

Required:

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

OR

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

Preferred:

• Large
group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Pulls through business
and achieves revenue goals for all opportunities booking through the Sales
Office

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

• Partners with
the Sales Office to book group events within the group booking parameters.

• Up-sells products and services, with the ability to bring the sale
to closure

• Engages in proactive selling of all of facilities (e.g.,
Spa, Golf, Restaurants) to all of leisure guests as well as group planners

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

• Provides recommendations to Sales Office and Area Sales
associates regarding the potential to reallocate function space as needed.

• Handles event planning aspects prior to the business turning over
for business booked in advance (e.g.,> 3 years out).

• Coordinates
and plans all Familiarization Tours (FAM) t and in-market customer events.

• Provides accurate, complete and effective turnover to Event Management

• Represents sales department at staff meetings and stand up meetings
and reports out on sales activity.

• Attends pre- and post-convention
meetings to understand group needs, obtain feedback on quality of product (e.g.,
rooms, meeting facilities and equipment, food and beverage), service levels
and overall satisfaction.

• Coordinates and executes all site
inspections/visits at the property for out-of-market and non-deployed accounts
(includes site visits for Remote Senior Sales Executives and out-of-market
Senior Account Executives)

• Coordinates site visits and partners when
appropriate for in-market sales managers (e.g., Account Executives and Senior
Account Executives)

• Partners with account/selling manager to develop
creative aspects of site visit

• Gathers all important customer data
from account/selling manager in order to plan appropriately (e.g. customers
goals, specific needs, key account info, etc.).

• Develops site standards
and pricing guidelines in order to control Department 47 expenses and allow
for accurate projecting

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

• Understands the overall market (e.g., competition,
economic trends, seasonability, supply and demand, etc.) and implements
appropriate sell

• Provides expert knowledge on local destination (e.g.,
local attractions, events, etc.)

• Grows business of existing accounts
by soliciting them for future open years while onsite

• Tracks bookings
and leads generated from site visits.

• Executes and supports Marriott’s
Customer Service Standards and property ‘s Brand Standards.

• Monitors
the effective resolution of guest issues that arise as a result of the sales
process by creating mechanisms to channel issues to property leadership and/or
other appropriate stakeholders.

• Monitors successful performance
by increasing revenues, controlling expenses and providing a return
on investment for the owner and Marriott International.

• Verifies
that the business is turned over properly and in a timely fashion for quality
service delivery.

• Implements the brand’s service strategy
and applicable brand initiatives in all aspects of the sales process and drives
customer loyalty by delivering service excellence throughout each customer
experience.

• Performs other duties, as assigned, to meet business
needs.

Building Successful Relationships

• Works
collaboratively with off-property sales channels (e.g.,.

Sales Office, Area Sales, Enterprise Sales Team (EST)) to verify that
the property needs are being achieved and the sales efforts are complementary,
not duplicative.

• Gets involved in community-based organizations
in order to position property for group/catering sales opportunities.

•
Meets with walk-in clients and qualifies lead for account/sales manager.

• Builds and strengthens relationships with existing and new customers
to enable future bookings.

• Attends and facilitates pre-planning visits
to establish consistent customer communication.

• Greets site clients
and escorts overnight guests to their rooms

• Acts as Personal Concierge
to client while on site to help coordinate any special requests.

•
Assists with all transportation requests for sites and meets client upon
arrival.

• Entertains customers by showing them the property and key
locations surrounding the property

• Provides after-hours entertaining
for customers

• Works with Marriott Guestware Program Manager to check
for reward member status and any special needs of client

• Coordinates
and delivers amenities and welcome note t to guest rooms

• Partners
with Event Management and/or Operations in providing a customer experience
that exceeds the customer’s expectations.

• Participates in and practices
daily service basics of the brand (e.g., Marriott Hotels and Resorts (MHR)
Spirit to Serve Daily Basics, Renaissance Hotels and Resorts (RHR) Savvy Service
Basics).

• Executes exemplary customer service to drive customer
satisfaction and loyalty by assisting the customer and establishing 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 Marriott.

• Gains understanding
of the 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.