Sales Manager - Proactive

Job Overview:

The sales manager is responsible for managing the relationships of assigned accounts located in their designated sales territory. The primary intent is to drive sales for the hotel in all business segments. The SM will also facilitate group opportunities for outbound hotels at the customer’s request. Proactively manages relationships with multiple stakeholders.

DUTIES & RESPONSIBILITIES

Business Context

1. Overcome the ‘location’ challenge and build transient segment base for the hotel
2. Create awareness with regards to the hotels meeting and banqueting facilities
3. Implement brand standards in all sales processes
4. Shift market share from the competition with specific focus on group segment

Sales and Marketing

1. Account Management – creates sales strategy for account penetration
2. Executes sales strategy to achieve goals
3. Develops contracts and correspondence, manages opportunity details and proactively develops customer solutions
4. Works independently or centrally, depending on account, with corporate business travel segment to establish appropriate business transient pricing for assigned accounts
5. Proactively communicates with key stakeholder group (General Manager, Property Sales Leaders, Directors of Finance and Accounting
6. Strategic Direction – works with Director of Sales and Marketing and Director of Sales on account productivity, opportunities and strategic direction
7. Maintains accurate and up to date account data and reporting using account management systems

Guest Satisfaction

1. Sets a positive example for guest relations.
2. Establishes clear expectations for customers and the property throughout the sales process.
3. Transfers accurate, complete and timely information to operating departments at the property.
4. Effectively resolves guest issues that arise as a result of the sales process; brings issues to the attention of property leadership team as appropriate.
5. Participate in guest satisfaction review sessions to identify areas of improvement; takes ownership of results and shares recommendations to address guest service issues

Other

• Performs other duties as assigned to meet the business need

Candidate’s Profile:

Experience:

• A minimum of three years of sales experience with a reputed international hotel chain
• Experience in handling top producing accounts and complex group and catering business opportunities
• Experience in handling the travel and trade portfolio

Skills and Knowledge

• Excellent selling skills and understanding of sales processes; can effectively upsell products and services; can bring a sale to closure
• Possesses excellent telephone sales skills
• Strong customer development and relationship management skills
• Knowledge of group, extended stay and transient business
• Knowledge of all Marriott lodging products, culture and brand strategies
• Knowledge of contractual agreements and legal implications
• Ability to develop and implement successful sales strategies for individual accounts
• Knowledge of operations
• Knowledge of need time strategy as developed by revenue management
• Understands revenue management functions and account profitability
• Strong communication skills (verbal, listening, writing)
• Strong problem-solving skills
• Effective decision making skills
• Effective conflict management skills
• Ability to influence others
• Strong organization skills
• Good negotiation skills
• Ability to develop and maintain relationships (e.g. associates, customers, vendors)
• Strong customer and associate relation skills
• Ability to use standard software applications and hotel systems (e.g. Opera)