Dual Sales Executive (HSO)

JOB SUMMARY

Drives
revenue to achieve Hotel’s topline goals for each of their represented hotels
by proactively soliciting all business segments; to include new business
from small business accounts, sourcing new accounts, identifying new targets,
and re-soliciting past business leads. Focuses on properties BT Pricing
strategy. Provides property support by coordinating and executing property
internal mining efforts at assigned hotels. Partners with Leadership to ensure
competitive sales strategies are in place for the hotel and stay competitive
within the market by aligning on sales activities to generate business
and communicate real-time competitor intel. Reports directly to Property Sales
Leader (ASL or DOS/DOSM) and works closely with the hotel General Managers,
focuses on sales driven tasks. May work with Local Sales and U.S. Account
Sales/GSO teams to drive production from targeted high priority accounts
including maximizing special corporate business within the represented market
place.

CANDIDATE PROFILE

Education
and Experience

Required:

• High school
diploma or GED; 2 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; no work experience required.

Preferred:

• 4-year college degree; previous
experience in proactive lead generation in hospitality and sales discipline;
knowledge of property-specific business segments (e.g. group, catering,
transient); knowledge the hospitality industry.

CORE WORK
ACTIVITIES

Managing Sales Activities

•
Works with Property Sales Leader (ASL or DOS/DOSM) in identifying the top
accounts of each stakeholder hotel, determine account deployment structure,
identify key buyers within each account, and coordinate efforts to drive demand
and pull-through business from the accounts for the stakeholder hotels.

•
Assist Property Sales Leader in identifying share shift targets.

•
Ensures effective and efficient funnel management through available systems
and collaborating with Multi-Hotel Sales.

• Manages daily Status Change
reports to help close on hotel business.

• May work with Local Sales,
U.S.

Account Sales/GSO teams to drive production from targeted high priority accounts
including maximizing special corporate business within the represented market
place.

• Provides property support by coordination and executing property
internal mining efforts to assigned hotels

• Solicits new business
from non-deployed small business accounts, reader boards, and leads sent through
internal referral mechanisms.

• Solicits potential new accounts
or business opportunities by leveraging business intelligence provided by Sales
& Marketing Planning and Support or other third-party data sources
to generate leads.

• Utilizes internal lead referral tools (e.g.,
eProspecting Portal) to solicit new business opportunities and contacts.

• Ensure Hotel has property lead generation program to identify new
business.

• Re-solicits non-deployed realized opportunities, including
turndowns, lost opportunities, and actualized business when appropriate.

• Drives customer satisfaction through daily interactions (e.g.,
solicitations, re-solicitations, account calls, site inspections, new business
calls, face to face activities, etc.).

• Conducts customer facing sales
activities on behalf of the hotels in partnership with Property
Coordinator/Resource as appropriate. (e.g., lunch and learns, social hours,
company of the month activities, local industry events, Convention and Visitors
Bureau (CVB) Activities, etc.).

• Conducts site inspections for customer
accounts as appropriate.

• Maintains complete and up-to-date lead
information on each account in CI/TY SFA Web and EMPOWER to verify accurate
reporting and customer base information.

• Qualifies and maintains
customer’s long-term business potential and refers customers to market, field,
hotel or national sales office, as required.

• Verifies accurate
and timely lead turnover to other Sales Channels and partners closely with
the Multi-Hotel Sales to ensure qualified leads are entered into CI/TY
SFAWeb.

• Leverages MI Leads for Out of Org, Non-Deployed Accounts.

• Presents stakeholder hotel benefits and features based on customer
needs.

• Understands and utilizes all business processes written
in support of the sales organization.

• Utilizes negotiation skills
and creative selling abilities to uncover new business.

• Uses all
information systems (e.g., CI/TY SFA Web, MRDW, MarRFP-SAPP, Hoteligence,
Account Relationship Management (ARM) to research the deployment and value
of the accounts deemed important for stakeholder hotels.

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

• Communicates trends, opportunities, and market changes to appropriate
parties, as needed.

• Leverages all available sales channels, (e.g.,
marriott.com, group and transient intermediaries, field sales, worldwide
reservation offices, etc.), to optimize sales revenues.

• Understands
and actively utilizes company marketing initiatives/incentives to convert cold
leads to warm leads.

• Tracks weekly activities and relationship
to revenue and room night production.

• Sets day-today priorities
to complete assigned responsibilities

• Actively participates
and contributes to Sales Strategy Meetings as appropriate.

• Adjusts
to significant variation in daily workload through independent
prioritization.

• Drives revenue from local non-deployed accounts for
the hotels the Sales Executive represents by proactively soliciting new business
from small business accounts, sourcing new accounts, identifying new targets,
and re-soliciting past business leads.

• Activate local tactics
for deployed accounts to pull-through local buyer needs. Communicate best
practices for generating creative revenue opportunities.

• Performs other
duties as appropriate.

• Building Successful Relationships

• Leverage deployed account resources to drive business
for properties for identified hotels to pull-through business to grow account
share.

• Participates in community and hotel networking events (e.g.,
Rotary Clubs, RI Social Hours, Chamber of Commerce, etc).

• Visits
neighborhood target and local small business accounts and coordinate follow up
efforts.

• Coordinates with Property Sales Leader to understand needs
and priorities of stakeholder hotels to identify focus areas.

• Works
collaboratively with all sales channels (e.g. the Multi-Hotel Sales, Account
Sales and Global Sales) to establish coordinated sales efforts that
are complementary, and not duplicative.

• Handles customer care issues
and as necessary, refers them to the appropriate owner.

• Supports
the company’s service and relationship strategy, driving customer loyalty
by delivering service excellence throughout each customer experience.

•
Services customers to obtain and grow share of the account.

• Executes
and supports the company’s customer service standards.

• Engages
in property related events that support the development of new accounts (e.g.,
General Manager (GM) Reception, Concierge Level hospitality, etc.).

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

JW Marriott is part of Marriott
International's luxury portfolio and consists of more than 100 beautiful
properties in gateway cities and distinctive resort locations around the world.
JW believes our associates come first. Because if you’re happy, our guests
will be happy. JW Marriott associates are confident, innovative, genuine,
intuitive, and carry on the legacy of the brand’s namesake and company founder,
J.Willard Marriott. Our hotels offer a work experience unlike any other, where
you’ll be part of a community and enjoy true camaraderie with a diverse group
of co-workers.

JW creates opportunities for training, development, recognition and most
importantly, a place where you can pursue your passions in a luxury environment
with a focus on holistic well-being. Treating guests exceptionally starts
with the way we take care of our associates. That’s The JW Treatment™.
In joining JW Marriott, you join a portfolio of brands with Marriott
International. Be where you can do your best work,​ begin your
purpose, belong to an amazing global​ team, and become the best
version of you.