Marriott International is a leading global lodging company based in Bethesda, Maryland, USA, with more than 4,100 properties in 79 countries and reported revenues of nearly $14 billion in fiscal year 2014. Its heritage can be traced to a root beer stand opened in Washington, D.C., in 1927 by J. Willard and Alice S. Marriott.
Marriott has more than 361,000 people working worldwide at managed or franchised properties and corporate offices. Marriott has been consistently recognized as a top employer and for its superior business ethics. The company also manages the award-winning guest loyalty program, Marriott Rewards® and The Ritz-Carlton Rewards® program, which together surpass 49M members.
POSITION : Sales Manager (EBC)
Job Description
- You were always one of those curious kids who opened every cabinet, peeked behind every door, and never ceased to ask "why" when given an explanation.
- Today, you bring your personal style to every experience. You live life to discover. You are passionate about your neighborhood, always looking to explore the places one wouldn’t find in a travel guide.
- If this sounds like you, you’re in the right place. You’ve got authentic style, natural curiosity and a warm way with people.
- Renaissance is not just a place to spend the night, it's a place to discover, a place in the world with style like yours. That’s why we’re not just looking for anyone. We’re looking for someone like you.
Job Summary
- Leads and manages activities related to the sales functions for properties within region with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives.
- Achieves personal booking goals and makes recommendations on booking goals of direct reports.
Core Work Activities
Driving Sales Opportunities to Maximize Revenue:
- Conducts targeted account research to determine potential.
- Solicits and qualifies existing and new accounts whose business opportunities meet company criteria.
- Identifies, qualifies and solicits new group business to achieve personal revenue goals, while maintaining brand integrity.
- Understands competitors' strengths and weaknesses, and knows how to sell against them.
- Provides positive and aggressive leadership to ensure maximum revenue potential (e.g., sets example with personal booking goals).
- Recommends booking goals for sales team members for properties within region.
- Participates in sales calls with members of sales team to acquire new business and/or close on business.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
Analyzing & Reporting on Sales and Financial Data:
- Analyzes market information by using sales systems and implements strategy to achieve financial room and catering goals for each property.
- Assists Revenue Management with completing accurate six period projections.
- Reviews sales and catering guest satisfaction results to identify areas of improvement.
Ensuring Exceptional Customer Service:
- Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
- Interacts with guests to obtain feedback on product quality and service levels.
- Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction.
- Executes and supports the company’s customer service standards.
- Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
- 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 the company.
- Gains understanding of each 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.
Building Successful Relationships:
- Develops and manages relationships with key stakeholders, both internal and external.
- Works collaboratively with on and off-property sales channels to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative.
- Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements.
- Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO managers and customers.
Candidate Profile
Education and Experience
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area.
OR
- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area.
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