Sales amp Events Manager GCC - Marriott International Inc

JOB SUMMARY

Drives revenue to achieve Hotels topline goals by proactively soliciting all business segments (Transient Group and Catering) located in the GCC market with the main focus on (Kingdom of Saudi Arabia); to include new business from corporate accounts sourcing new accounts identifying new targets and resoliciting past business leads. Focuses on properties BT Pricing strategy. Handles event (social/corporate) catering and Group opportunities from GCC Market. Contracts and closes group catering and social business and verifies that business is turned over properly and in a timely fashion for quality service delivery. Achieves group and catering revenue goals by actively upselling each business opportunity to maximize revenue. Implements the brands 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. Partners with Leadership to ensure competitive sales strategies are in place for the hotel and stay competitive within the market by aligning sales activities to generate business and communicate realtime competitor intel. Reports directly to Property Sales Leaders (DOSM/DOSD) and works closely with all other hotel department focuses on sales driven tasks. May work with Regional Sales and GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented market place. 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

• Works with Property Sales Leader (DOSM and/or DOSD) in identifying the top accounts of the 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.
• May work with Local Sales GSO teams to drive production from targeted high priority accounts including maximizing (Transient Group and Catering) business within the represented market place.
• Provides property support by coordination and executing property internal mining efforts to assigned hotel.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Works with the management team to create and implement a catering sales plan addressing revenue customers and market.
• Designs develops and sells creative catered events.
• Maximizes revenue by upselling packages and creative food and beverage.
• Manages catering sales revenue and operation budgets and provides forecasting reports.
• Develops menus that drive sales.
• Assists with selling implementation and followthrough of catering promotions.
• 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.
• 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/regional industry events Regional Conventions etc.).
• Conducts site inspections for customer accounts as appropriate.
• Plans and participate in frequent regional sales/business trips and industry related meetings.
• 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 skills 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 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 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.
• Activate local tactics for deployed accounts to pullthrough GCC buyer needs. Communicate best practices for generating creative revenue opportunities.
• Responds to incoming catering opportunities for the property.
• Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive as applicable.
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 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 etc.).
• Performs other duties as assigned to meet business needs.

Skills and Knowledge

Fluent in Arabic language an advantage.

Aggressive negotiating skills 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 skills 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 skills

Knowledge of overall hotel operations as they affect department

Knowledge of Event Technology products and services

Knowledge of contract management and legalities

Strong communication skills (verbal listening writing)

Strong problemsolving skills

Strong customer and associate relation skills

Strong presentation and platform skills

Strong organization skills

Strong Closing skills

Strong persuasion skills

Effective decision making skills

Valid Driving License (Preferably in GCC)