Executive Meeting Sales Manager

Westin Dulles, VA•Herndon, VA

About The Position

This role requires a deep understanding of sales processes, customer service standards, and operational knowledge across various hotel brands. The Executive Meeting Sales Manager will be responsible for managing guest room and meeting space inventories, balancing different business segments, and leveraging revenue management strategies to maximize profitability. A key aspect of this role involves staying abreast of industry trends in event management and technology, and applying this knowledge to enhance the guest experience and drive revenue. The position also demands a broad understanding of hotel operations, including facility management, legal regulations, and safety standards.

Requirements

Ability to understand and execute and support Marriott customer service standards, Marriott & Westin brand standards.
Possesses excellent telephone sales skills.
Excellent selling skills and understanding of sales processes; can effectively up-sell products and services; can bring sales to closure.
Superior guest relationship management and developments skills.
Knowledge of property-specific business segments (e.g. group, catering, transient).
Knowledge of operations and associated challenges for all brands.
Knowledge of all Marriott lodging products, cultures and brand strategies.
Knowledge of contractual agreements and legal implications.
Knowledge of menu planning, food presentation and banquet and event service operations.
Knowledge of event technology products and services.
Knowledge of food trends, food and beverage composition and menu planning.
Knowledge of food and beverage forecasting and attrition (Catering focused).
Knowledge of group room forecasting and attrition (Group Room focused).
Knowledge of need time strategy as developed by Revenue Management.
Knowledge of group, extended stay and transient business.
Understands revenue management functions and account profitability.
Knowledge of current trends in event management and event technology and ability to determine applicability to Marriott’s customers and integrate into the operation as appropriate.
Broad understanding of facility management (sanitation, maintenance, operations).
Knowledge of purchasing, inventory controls, supplies and equipment.
Knowledge of overall hotel operations as they affect department.
Knowledge of governmental regulations and safety standards (OSHA, EPA, ADA, NFPA).
Working knowledge of hotel laws governing operations.
Strong organizational skills.
Strategic planning skills.
Minimum 1 year of food & beverage supervision and/or sales experience.
High School Diploma or equivalent required.

Nice To Haves

College Degree preferred.
Hospitality Management Degree beneficial.

Responsibilities

Works collaboratively with off-property sales channels (e.g., Global Sales Offices, Account Directors, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
Manage guest room and meeting space inventories.
Manage and balance group and local business.
Creatively execute and drive results; originate and invent new ways to create a unique guest experience and maximize revenue.
Take constructive action without relying on directions from others.
Network and build relationships to grow the business.
Exercise flexibility rather than rigid adherence to procedures in order to accomplish goals.
Make effective decisions and use judgment skills.
Solve problems and encourage new innovative solutions when appropriate.
Influence others.
Develop and maintain relationships with associates, customers, and vendors.
Negotiate effectively.
Present effectively and use platform skills.
Communicate effectively (verbal, listening, writing).
Maintain strong customer and associate relations.
Utilize standard software applications and hotel systems including CI/TY, MARSHA, LightSpeed, Meeting Matrix etc.
Implement strategies for declining market shares or increasing competition.