Sales Executive Nashville, TN

Marriott•Nashville, TN

5h•$66,000 - $101,000

About The Position

The Sales Executive drives revenue toward the topline goals of represented hotels by proactively soliciting business across segments, including new business from small-business accounts, newly sourced accounts, new targets, and past leads. The role focuses on property business-transient pricing strategy and supports assigned hotels by coordinating and executing internal account-mining efforts. In partnership with hotel leadership, the Sales Executive helps maintain competitive sales strategies, aligns sales activities to generate business, and shares timely competitor information. The position reports directly to the Property Sales Leader (ASL or DOS/DOSM), works closely with hotel General Managers on sales-driven tasks, and may collaborate with Local Sales and U.S. Account Sales/GSO teams to increase production from high-priority accounts and corporate business in the represented market.

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.
Ability to proactively solicit business, generate leads, manage accounts, and support revenue goals.
Ability to work collaboratively with hotel leadership and sales teams, and to prioritize responsibilities amid changing daily workloads.

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

Work with the Property Sales Leader to identify stakeholder hotels’ top accounts, establish account deployment structure, identify key buyers, and coordinate efforts to generate demand and account business.
Assist the Property Sales Leader in identifying share-shift targets.
Manage the sales funnel using available systems and collaboration with Multi-Hotel Sales; manage daily Status Change reports to help close hotel business.
Solicit new business from non-deployed small-business accounts, reader boards, internal referrals, new potential accounts, and business opportunities identified through business intelligence or third-party data.
Use internal lead-referral tools to find new business opportunities and contacts, and ensure hotels have lead-generation programs.
Re-solicit non-deployed realized opportunities, including turndowns, lost opportunities, and past business when appropriate.
Conduct customer-facing sales activities, account calls, site inspections, new-business calls, face-to-face meetings, and customer events on behalf of hotels, partnering with property resources as appropriate.
Maintain complete and current lead information in CI/TY SFA Web and EMPOWER; qualify customer potential, refer accounts as appropriate, and ensure accurate and timely lead turnover to other sales channels.
Present hotel benefits and features based on customer needs, and use negotiation and creative selling skills to uncover business.
Use sales and account information systems to research account deployment and value; understand market conditions and competition, communicate trends and opportunities, and use available sales channels to optimize revenue.
Use company marketing initiatives to convert cold leads to warm leads; track weekly activities against revenue and room-night production; set daily priorities and contribute to sales strategy meetings.
Drive revenue from local non-deployed accounts and activate local tactics for deployed accounts to meet buyer needs and generate revenue opportunities.
Leverage deployed account resources to grow property account share; participate in community and hotel networking events; visit local target and small-business accounts and coordinate follow-up.
Coordinate with the Property Sales Leader to understand stakeholder 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 standards, and provide service that grows account share.
Engage in property-related events that support development of new accounts and perform other duties as assigned or appropriate to meet business needs.