Sales Manager 1 - National Group Sales

Marriott Hotels Resorts•Bethesda, NE

25d

About The Position

JOB SUMMARY The Sales Manager, National Group Sales, Continent organization Provide dedicated account management for a designated portfolio of National Accounts in order to gain penetration and maximize catering business, room nights and revenue. The Account Manager is responsible for optimizing Marriott’s share of meetings/extended stay business from a designated portfolio of National Accounts to verify implementation and execution of sales strategies to increase sales. Works in partnership with the Global Sales team in implementing and executing sales strategies to meet the company’s business goals and directives. Position may require specialty knowledge of sports and/or media accounts. Demonstrates excellent sales and negotiating skills to work with customers and align customer preferences with brand needs, understanding of property operations, food and beverage and planning to drive customer loyalty. Possess strong communication skills able to process business correspondence and creates contracts and other related booking documentation requirements. This position’s primary sales function is facilitated via inside sales modes. CANDIDATE PROFILE Education and Experience Required: High school diploma or GED; 2-year experience in 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.

Requirements

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

Nice To Haves

4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.
2 -5 years-experience selling group business, either at a property or in a sales office

Responsibilities

Manage accounts proactively using various technologies to maintain relationships with each account's key buyers and intermediaries.
Assist management with development and implementation of sales strategies within Global Sales Office (GSO) partnered accounts to increase sales.
Manage all aspects of Request for Proposal (RFPs)
Assist management in the analysis of internal/external data for the purpose of selecting properties to be included in the account proposal.
Engage the proper resources to verify timely completion of the RFP. Correspond with properties in a timely manner.
Utilize sales and negotiation skills to close on the business.
Verify proper processes put in place to execute the agreed upon strategy.
Report on and analyze account information and relevant data; identify new business opportunities in their market segment and work with sales partners on creation of solutions.
Work with the sales partners to maximize team-based selling for partnered accounts leading to revenue maximization and customer satisfaction.
Establish and maintain complete and up-to-date information on each account in SFA & ESSIS to verify accurate reporting. This includes a thorough understanding of the account’s needs, buying processes, history, plans, organizational structure and strategies.
Builds and maintains business relationships with key buying influences.
Responds to customer inquiries/requests in a timely manner, dictated by the customer needs.
Responsible for building customer loyalty through interaction and relationship development to influence customer buying.
Focus on ways to improve overall buying processes with emphasis on “ease of doing business” with Marriott.
Qualify each business opportunity and suggests Marriott products which are in line both with customer needs as well as hotel business needs.
Negotiate contract terms and conditions, commitments and customer concern that enhance the sales opportunity and business relationship.
Influence customer decisions that create mutual “wins.”
Negotiate and leverage customer needs acting as liaison between sales team, properties and the customer.
Proactively solicits new and existing accounts and customers through their final disposition.
Collect and analyze key information about the customer’s business and/or operation.
Identify sales opportunities in alignment with Marriott’s business goals.
Ability to articulate to the customer the financial benefits of a proposal that pertains to the customer’s business objectives. Leverage corporate and market resources (e.g., area leadership, group sales, property leadership) to verify account saturation and pull-through of account strategies and selling solutions at the local property level.
Develop strong partnerships with local buyers with the purpose of penetrating and growing market share and driving sales for properties.
Serve the customer by understanding their business.
Monitor, update and communicate lead status with customers and internal sales channels.
Perform consistently in the area of sales, meeting production goals.
Proactively identifies new accounts, new contacts within accounts and opportunities to grow account base and meet production expectations.
Inform leadership of trends, opportunities, market changes as needed.
Performs additional responsibilities as requested by management.
Maintains up-to-date knowledge of Marriott brands, business strategies, pricing strategy and market demands.
Knowledge of various segments and business requirements for each brand.
Develop a close working relationship with operations to monitor execution of strategies at the property level.
Establish coordinated sales efforts that are complementary and not duplicative.
Drive customer loyalty through excellent customer service throughout the sales process.
Serve the customer by understanding their needs and recommending appropriate features and services that best meet their needs.
Build and strengthens relationships with existing and new customers to enable future bookings.
Build and maintains strong working relationships with key internal and external stakeholders.
Establish clear expectations for customers and properties throughout the sales process.
Resolve guest issues that arise as a result of the sales process.
Brings issues to the attention of leadership teams as appropriate.