Pro-active Sales Executive mfd

Description

JOB SUMMARY

Drives revenue to achieve Hotels 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 resoliciting 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 realtime 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.

2year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major; no work experience required.

Preferred :

4year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of propertyspecific 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 pullthrough 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 MultiHotel 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 nondeployed 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 thirdparty 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.

Resolicits nondeployed realized opportunities including turndowns lost opportunities and actualized business when appropriate.

Drives customer satisfaction through daily interactions (e.g. solicitations resolicitations 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 uptodate lead information on each account in CI / TY SFA Web and EMPOWER to verify accurate reporting and customer base information.

Qualifies and maintains customers longterm 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 MultiHotel Sales to ensure qualified leads are entered into CI / TY SFAWeb.

Leverages MI Leads for Out of Org NonDeployed 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 MarRFPSAPP 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. 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 daytoday 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 nondeployed accounts for the hotels the Sales Executive represents by proactively soliciting new business from small business accounts sourcing new accounts identifying new targets and resoliciting past business leads.

Activate local tactics for deployed accounts to pullthrough 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 pullthrough 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 MultiHotel 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 companys 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 companys 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.

Marriott International is an equal opportunity believe in hiring a diverse workforce and sustaining an inclusive peoplefirst are committed to nondiscrimination onanyprotectedbasis such as disability and veteran status or any other basis covered under applicable law.

Required Experience :

Key Skills

Disaster Recovery,J2se,Drafting,IT Sales,Administration Support,Database Administration

Employment Type : Full-Time

Experience : years

Vacancy : 1