Sales & Events Executive Marriott International

CORE WORK ACTIVITIES

Managing Sales Activities

• Solicits new business from non-deployed 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 third-party data sources to generate leads.
• Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
• Drives customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, 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 up-selling packages and creative food and beverage.
• Develops menus that drive sales.
• Assists with selling, implementation and follow-through of catering promotions.
• Maintains complete and up-to-date 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 customer s long-term 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 Multi-Hotel Sales to ensure qualified leads are entered into Opera System.
• Leverages MI Leads for Out of Org, Non-Deployed 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, MarRFP-SAPP, 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 day-today 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 non-deployed accounts for the hotels the Sales Executive represents by proactively soliciting new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads.
• Activate local tactics for deployed accounts to pull-through 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 pull-through 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 Multi-Hotel 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 company s 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 company s 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.