Sales amp Events Executive - Marriott International Inc

JOB SUMMARY

The position is accountable for proactively soliciting all business segments (Transient Group and Catering) and handling sales & catering opportunities both locally and internationally. Ensures business is turned over properly and in a timely fashion for proper service delivery. ists in leading all daytoday activities related to sales with a focus on building longterm valuebased customer relationships that enable achievement of sales objectives. Achieves personal sales goals. Proactively soliciting all local business segments; to include new business from small business accounts sourcing new accounts identifying new targets and resoliciting past business leads. Ensure compliance with RitzCarlton Standard Operating Procedures to maintain brand integrity.

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

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

Preferred:

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.

Previous experience selling luxury brands and experiential services preferred.

CORE WORK ACTIVITIES

Managing Sales Activities

Solicits new business from nondeployed small local business accounts 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.

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 Sales Blitz 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.

Designs develops and sells creative catered events.

Maximizes revenue by upselling packages and creative food and beverage.

Develops menus that drive sales.

ists with selling implementation and followthrough of catering promotions.

Maintains complete and uptodate lead information on each account in Opera System to verify accurate reporting and customer base information.

Attend BEO meeting to ensure operational alignment of all attending departments for next events. Attend weekly Customer Engagement Meeting.

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 Opera System.

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 ss and creative selling abilities to uncover new business.

Uses all information systems (e.g. Opera MRDW MarRFPSAPP Hoteligence Account Relationship Management (ARM) to research the deployment and value of the accounts deemed important for stakeholder hotel.

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 daytoday priorities to complete igned 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 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 elish 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 etc.).

Performs other duties as igned to meet business needs.

MANAGEMENT COMPETENCIES

Leadership

Adaptability Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

Communication Conveys information and ideas to others in a convincing and engaging manner through a variety of ods.

Problem Solving and Decision Making Identifies and understands issues problems and opportunities; obtains and compares information from different sources to draw conclusions develop and evaluate alternatives and solutions solve problems and choose a course of action.

Professional Demeanor Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing

Building and Contributing to Teams Actively participates as a member of a team to move the team toward the completion of goals.

Driving for Results Sets high standards of performance for self and/or others; umes responsibility for work objectives; initiates focuses and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.

Planning and Organizing Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships Interacts with others in a way that builds openness trust and confidence in the pursuit of organizational goals and lasting relationships.

Customer Relationships Develops and sustains relationships based on an understanding of customer needs and actions consistent with the companys service standards.

Global Mindset Supports employees and business partners with diverse styles abilities motivations and/or cultural perspectives; utilizes differences to drive innovation engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

Organizational Capability Evaluates and adapts the structure of own ignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.

Talent Management Provides support and feedback to help individuals develop and strengthen ss and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Aen Understands and utilizes business information to manage everyday operations.

Technical Aen Understands and utilizes professional ss and knowledge in a specific functional area to conduct.

General Hotel Operations Knowledge of the operating principles and practices of all brand/hotelspecific functions to support successful operations of the overall property (e.g. Engineering/Maintenance Event Management Finance and Accounting Human Resources Legal/Contracting Food and Beverage Guest Services/Front Desk Sales & Marketing Security/Loss Prevention Retail/Gift Shops Spa and Recreation/Health Club).

Basic Competencies Fundamental competencies required for accomplishing basic work activities.

Basic Computer Ss Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).

Mathematical Reasoning Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve workrelated issues.

Oral Comprehension Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

Reading Comprehension Demonstrates understanding of written sentences and paragraphs in workrelated doents.

Writing Communicates effectively in writing as appropriate for the needs of the audience.

Ss and Knowledge

Fluent in Arabic language an advantage.

Aggressive negotiating ss and creative selling abilities to close on business with a high conversion ratio.

Possesses software knowledge (Microsoft Office etc).

Possesses systems knowledge (OPERA Sales & Catering Meeting Matrix) and building business blocks.

Must be able to Knock on doors to get the business

Knows how to conduct research on the Internet.

Weekly prospecting and soliciting goals

Uncovering new customers (Local and Social)

Effective sales ss to upsell products and services

Ability to manage guest room and meeting space inventories

Broad understanding of facility management (sanitation maintenance operations)

Strong customer development and relationship management ss

Knowledge of overall hotel operations as they affect department

Knowledge of Event Technology products and services

Knowledge of contract management and legalities

Strong communication ss (verbal listening writing)

Strong problemsolving ss

Strong customer and ociate relation ss

Strong presentation and platform ss

Strong organization ss

Strong Closing ss

Strong persuasion ss

Effective decision making ss

Valid Driving License (Preferably in GCC)