Sales Executive Phoenix, Arizona

Marriott•Phoenix, AZ

5h•Onsite

About The Position

The Sales Executive drives revenue to achieve the Hotel’s topline goals for their represented hotels by proactively soliciting all business segments, including new business from small accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. This role focuses on the properties' BT Pricing strategy and provides property support by coordinating and executing internal mining efforts at assigned hotels. The Sales Executive partners with Leadership to ensure competitive sales strategies are in place and communicates real-time competitor intelligence. This position reports directly to the Property Sales Leader (ASL or DOS/DOSM) and works closely with hotel General Managers, focusing on sales-driven tasks. They may also collaborate with Local Sales and U.S. Account Sales/GSO teams to drive production from targeted high-priority accounts, including maximizing special corporate business within the represented marketplace. This is a market-based role driving sales initiatives for Marriott Select Brand Hotels in the Phoenix Area.

Requirements

High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area.
OR 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Nice To Haves

4-year college degree
Previous experience in proactive lead generation in hospitality and sales discipline
Knowledge of property-specific business segments (e.g. group, catering, transient)
Knowledge of the hospitality industry

Responsibilities

Work with Property Sales Leader (ASL or DOS/DOSM) in identifying the top accounts of each stakeholder hotel, determine account deployment structure, identify key buyers within each account, and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.
Assist Property Sales Leader in identifying share shift targets.
Ensure effective and efficient funnel management through available systems and collaborating with Multi-Hotel Sales.
Manage daily Status Change reports to help close on hotel business.
May work with Local Sales, U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented market place.
Provide property support by coordination and executing property internal mining efforts to assigned hotels.
Solicit new business from non-deployed small business accounts, reader boards, and leads sent through internal referral mechanisms.
Solicit 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.
Utilize internal lead referral tools (e.g., eProspecting Portal) to solicit new business opportunities and contacts.
Ensure Hotel has property lead generation program to identify new business.
Re-solicit non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
Drive customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, account calls, site inspections, new business calls, face to face activities, etc.).
Conduct 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.).
Conduct site inspections for customer accounts as appropriate.
Maintain complete and up-to-date lead information on each account in CI/TY SFA Web and EMPOWER to verify accurate reporting and customer base information.
Qualify and maintain customer’s long-term business potential and refer customers to market, field, hotel or national sales office, as required.
Verify accurate and timely lead turnover to other Sales Channels and partner closely with the Multi-Hotel Sales to ensure qualified leads are entered into CI/TY SFAWeb.
Leverage MI Leads for Out of Org, Non-Deployed Accounts.
Present stakeholder hotel benefits and features based on customer needs.
Understand and utilize all business processes written in support of the sales organization.
Utilize negotiation skills and creative selling abilities to uncover new business.
Use all information systems (e.g., CI/TY SFA Web, MRDW, MarRFP-SAPP, Hoteligence, Account Relationship Management (ARM) to research the deployment and value of the accounts deemed important for stakeholder hotels.
Understand the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand etc.) to sell effectively against the competition.
Communicate trends, opportunities, and market changes to appropriate parties, as needed.
Leverage all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.), to optimize sales revenues.
Understand and actively utilize company marketing initiatives/incentives to convert cold leads to warm leads.
Track weekly activities and relationship to revenue and room night production.
Set day-to-day priorities to complete assigned responsibilities.
Actively participate and contribute to Sales Strategy Meetings as appropriate.
Adjust to significant variation in daily workload through independent prioritization.
Drive 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.
Perform other duties as appropriate.
Leverage deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share.
Participate in community and hotel networking events (e.g., Rotary Clubs, RI Social Hours, Chamber of Commerce, etc).
Visit neighborhood target and local small business accounts and coordinate follow up efforts.
Coordinate with Property Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.
Work 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.
Handle customer care issues and as necessary, refer them to the appropriate owner.
Support the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
Service customers to obtain and grow share of the account.
Execute and support the company’s customer service standards.
Engage in property related events that support the development of new accounts (e.g., General Manager (GM) Reception, Concierge Level hospitality, etc.).
Perform other duties, as assigned, to meet business needs.