Dual Sales Executive

Marriott • Chicago, IL

3d • $69,000 - $90,000

About The Position

The Dual Sales Executive drives revenue and achieves topline goals for the represented hotels by proactively soliciting business across segments. The role sources new accounts, identifies new targets, re-solicits past business leads, and focuses on property business-transient pricing strategy. It coordinates and executes internal property sales-mining efforts and partners with hotel leadership to maintain competitive sales strategies, generate demand, and share current competitor intelligence.

Reporting directly to the Property Sales Leader (ASL or DOS/DOSM), the role works closely with hotel General Managers and focuses on sales-driven tasks. It may also partner with Local Sales and U.S. Account Sales/GSO teams to increase production from targeted high-priority accounts, including special corporate business in the represented marketplace. The position supports Residence Inn by Marriott’s service culture and its focus on meeting the needs of long-stay guests.

Requirements

• High school diploma or GED and two years of experience in sales and marketing, guest services, front desk, or a related professional area; alternatively, a two-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major with no work experience required.
• Knowledge of sales processes and the ability to use relevant business and sales information systems, including systems identified in the posting.
• Ability to solicit and develop business, manage leads, build customer relationships, and use negotiation and creative selling skills.
• Ability to understand market conditions and competitors and communicate relevant trends and opportunities.

Nice To Haves

• Four-year college degree.
• Previous experience in proactive lead generation in hospitality and sales.
• Knowledge of property-specific business segments such as group, catering, and transient.
• Knowledge of the hospitality industry.

Responsibilities

• Identify top accounts for stakeholder hotels, determine account deployment structure and key buyers, and coordinate efforts to generate demand and pull-through business.
• Assist the Property Sales Leader in identifying share-shift targets.
• Manage sales funnels using available systems and in collaboration with Multi-Hotel Sales.
• Manage daily Status Change reports to help close hotel business.
• Coordinate and execute internal sales-mining efforts at assigned hotels.
• Solicit new business from non-deployed small-business accounts, reader boards, internal referrals, and potential accounts identified through business intelligence or third-party data.
• Use internal lead-referral tools to pursue new business opportunities and contacts, and ensure hotels have lead-generation programs.
• Re-solicit non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
• Drive customer satisfaction through solicitations, account calls, site inspections, new-business calls, face-to-face activities, and other customer interactions.
• Conduct customer-facing sales activities and site inspections on behalf of hotels, partnering with property resources as appropriate.
• Maintain complete, current lead information in CI/TY SFA Web and EMPOWER, qualify customers’ long-term potential, and refer customers to the appropriate sales office or market.
• Ensure timely, accurate lead turnover to other sales channels and collaborate with Multi-Hotel Sales on qualified leads.
• Present hotel benefits and features according to customer needs; use negotiation and creative selling to uncover business.
• Use sales and account information systems to research account deployment and value, understand the market and competition, and communicate trends, opportunities, and market changes.
• Leverage available sales channels and company marketing initiatives to optimize revenue and convert cold leads to warm leads.
• Track weekly activities and their relationship to revenue and room-night production; set daily priorities and adjust to workload variations.
• Participate in Sales Strategy Meetings and perform other appropriate duties.
• Drive revenue from local non-deployed accounts and activate local tactics for deployed accounts to address local buyer needs and generate creative revenue opportunities.
• Build relationships by leveraging deployed account resources, participating in community and hotel networking events, and visiting neighborhood and local small-business accounts.
• Coordinate with the Property Sales Leader to understand hotel priorities and collaborate with sales channels on complementary, coordinated efforts.
• Handle customer-care issues or refer them to the appropriate owner; support customer loyalty and service excellence, deliver company customer-service standards, and grow account share.
• Engage in property-related events that support development of new accounts and perform other duties as assigned to meet business needs.

Benefits

• The company offers a range of benefits designed to support employees and families, wellbeing, career development, and personal interests; eligibility and options may vary by employment status, position, and location.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED