GROUP SALES MANAGER

MDM Group Marriotts•Miami, FL

17h•Onsite

About The Position

The Group Sales Manager is responsible for proactively soliciting and booking group meetings/revenue opportunities from their assigned territory and properties. The primary intent of the position is to drive group sales from specified geographic territories for the hotel from a designated market consistent with the hotel’s positioning and quality. Researches, solicits and qualifies business opportunities. Provides client proposals, negotiates and closes business opportunities according to the hotel’s designated booking parameters. The position focuses on corporate group business but does include a mix of market segments.

Requirements

Proactively soliciting and booking group meetings/revenue opportunities from their assigned territory and properties.
Drive group sales from specified geographic territories for the hotel from a designated market consistent with the hotel’s positioning and quality.
Research, solicit and qualify business opportunities.
Provide client proposals, negotiate and close business opportunities according to the hotel’s designated booking parameters.
Focus on corporate group business but does include a mix of market segments.
Develops and implements a sales strategy that utilizes third party resources, on-property sales resource and leverages all property sales engines to deliver results.
Effectively organizes sales activities including prospecting, sales trip planning and execution, trade show participation and other available means to attract business opportunities.
Works with DOS or DOSM, revenue management and operations department heads to ensure business opportunities are aligned with the overall hotel plan.
Works with Revenue Management to align revenue opportunities with designated segment strategies for rooms, food and beverage and associated group revenues.
Ensures sales and marketing information provided to the Operations departments is timely, accurate and enables property to meet or exceed guest expectations, create customer loyalty and grow market share.
Ensures execution of brand service strategy and applicable brand initiatives in all Sales processes and continually focuses on improving guest satisfaction.
Creates and sustains a work environment that embraces the brand’s culture, ensures fair and equitable treatment and associate satisfaction to enable business success.
Develops and manages a personal sales plan to achieve or exceed revenue goals.
Conducts targeted account research to determine potential.
Responds in a timely manner to incoming business opportunities.
Ensures business booked is within hotel parameters.
Solicits and qualifies new accounts whose profile meets hotel needs.
Proactively identifies, qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand integrity.
Maintains and grows business of existing accounts.
Identifies and develops new markets.
Understands competitor’s strengths and weaknesses and effectively sells against them.
Works collaboratively with on and off – property sales channels (e.g., Market Sales, Global Sales Organization) to ensure sales efforts are coordinated, complementary and not duplicative.
Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls, entertainment, FAM trips, trade shows, etc.
Proactively manages relationships with multiple contacts in assigned market accounts.
Effectively manages and develops relationships with key internal and external stakeholders.
Effectively utilizes sales resources and administrative/support staff.
Coordinates with hotels for site inspections.
Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
Develops correspondence, manages opportunity details and proactively develops customer solutions.
Maintains accurate and up to date account data and reporting using account management system.
Processes all business correspondence within acceptable time limits.
Creates proposals/contracts and other related booking documentation as required.
Manages and maintains account files.
Effectively manages business opportunities and maximizes revenue.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

Responsibilities

Focuses on and is responsible for building the unit’s top line revenue through the solicitation and closing of group meeting business from a designated territory.
Develops and implements a sales strategy that utilizes third party resources, on-property sales resource and leverages all property sales engines to deliver results.
Effectively organizes sales activities including prospecting, sales trip planning and execution, trade show participation and other available means to attract business opportunities.
Works with DOS or DOSM, revenue management and operations department heads to ensure business opportunities are aligned with the overall hotel plan.
In deployed markets, works with Revenue Management to align revenue opportunities with designated segment strategies for rooms, food and beverage and associated group revenues.
Ensures sales and marketing information provided to the Operations departments is timely, accurate and enables property to meet or exceed guest expectations, create customer loyalty and grow market share.
Ensures execution of brand service strategy and applicable brand initiatives in all Sales processes and continually focuses on improving guest satisfaction.
Creates and sustains a work environment that embraces the brand’s culture, ensures fair and equitable treatment and associate satisfaction to enable business success.
Develops and manages a personal sales plan to achieve or exceed revenue goals.
Conducts targeted account research to determine potential.
Responds in a timely manner to incoming business opportunities.
Ensures business booked is within hotel parameters.
Solicits and qualifies new accounts whose profile meets hotel needs.
Proactively identifies, qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand integrity.
Maintains and grows business of existing accounts.
Identifies and develops new markets.
Understands competitor’s strengths and weaknesses and effectively sells against them.
Works collaboratively with on and off – property sales channels (e.g., Market Sales, Global Sales Organization) to ensure sales efforts are coordinated, complementary and not duplicative.
Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls, entertainment, FAM trips, trade shows, etc.
Proactively manages relationships with multiple contacts in assigned market accounts.
Effectively manages and develops relationships with key internal and external stakeholders.
Effectively utilizes sales resources and administrative/support staff.
Coordinates with hotels for site inspections.
Updates hotels on the status of their accounts and pending business and ensures follow-through and property “buy in” on customers service needs.
Develops correspondence, manages opportunity details and proactively develops customer solutions.
Maintains accurate and up to date account data and reporting using account management system.
Processes all business correspondence within acceptable time limits.
Creates proposals/contracts and other related booking documentation as required.
Manages and maintains account files.
Effectively manages business opportunities and maximizes revenue.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.