Dual Sales Executive

JOB SUMMARY

Handles customer
inquires and acts as the on-property liaison for group sales within
the pre-defined peak room parameters for Property Sales. Contracts and closes
group business in addition to conducting site inspections. Verifies business
is turned over properly and in a timely fashion for quality service delivery.
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

• Handles customer inquiries
and acts as the on-property liaison for group sales within the pre-defined peak
room parameters for Property sales.

• Achieves group revenue goals
by responding to incoming group/catering opportunities for the property that
are within the pre-defined peak room parameters.

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

•
Closes the best opportunities for the property based on market conditions
and property needs.

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

• Achieves group
revenue goals by actively up-selling each business opportunity to maximize
revenue opportunity.

• Partners with the sales team to identify new
group/catering business and achieve personal and property revenue goals.

• Acts as the on-property liaison for group events over the Group Sales peak
room parameters of the Sales Office.

• Develops group sales revenue
and operation budgets, and provides forecasting reports.

• Works with
the management team to create and implement a group sales/marketing plan
addressing revenue, customers, and market.

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

• 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.

• Provides
accurate, complete, and effective turnover to Event Management.

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

• Conducts site inspections, as required.

• Monitors
same day selling procedures to maximize room revenue and control hotel
occupancy.

• Executes and supports the operational aspects of business
booked (e.g., generating proposal, writing contract, customer
correspondence).

• Participates in and practices daily service basics
of the brand

• Verifies that the property implements a seamless turnover
from sales to operations and back to sales while consistently delivering high
level of service.

• 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.

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

Building Successful Relationships

• Develops relationship
with existing and new customers to enable future bookings through sales calls,
entertainment, FAM trips, trade shows, etc.

• Develops relationships
within the community to strengthen and expand customer base for group/catering
sales opportunities.

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

• Executes exemplary customer service to drive customer satisfaction
and loyalty by assisting the customer and verifying their satisfaction before
and during their program/event.

• 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.

• 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.