Senior Sales Executive

Marriott•Burlingame, CA

5d•$52 - $68

About The Position

The Senior Sales Executive acts as the on-property liaison for group sales within predefined peak room parameters, contracts and closes group business, and conducts site inspections. The role achieves group revenue goals by actively up-selling opportunities, implementing the brand’s service strategy and initiatives throughout the sales process, and building customer loyalty through service excellence. The position manages group sales activities, develops customer and community relationships, coordinates with area and off-property sales channels, and works with Event Management and Operations to deliver customer experiences that meet or exceed expectations. It also supports budgets, forecasts, sales and marketing plans, promotions, event handoffs, and resolution of issues arising from the sales process. The role is with Marriott International and supports Marriott/JW Marriott hospitality and service standards.

Requirements

High school diploma or GED and 4 years of experience in sales and marketing, guest services, front desk, or a related professional area; alternatively, a 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major and 2 years of experience in sales and marketing or a related professional area.
Negotiating skills and creative selling abilities.
Ability to understand market conditions and sell against competitors.
Ability to build customer relationships and deliver customer service throughout the sales process.

Nice To Haves

Large group sales experience.

Responsibilities

Respond to incoming group and catering opportunities within predefined peak room parameters and achieve group revenue goals.
Understand market conditions, including competitors, economic trends, supply, and demand, and sell effectively in that market.
Select and close opportunities based on market conditions and property needs; negotiate contracts using creative selling and negotiation skills.
Upsell business opportunities to maximize revenue.
Partner with Area Sales to identify new group and catering business and achieve revenue goals.
Act as the on-property liaison for group events exceeding the Sales Office’s Group Sales peak room parameters.
Develop group sales revenue and operating budgets and provide forecasting reports.
Work with management to create and implement group sales and marketing plans addressing revenue, customers, and the market.
Assist with selling, implementing, and following through on group sales promotions.
Attend pre- and post-convention meetings to understand group needs and obtain feedback on products, service levels, and satisfaction.
Provide accurate and effective turnover of business to Event Management and verify seamless transitions between sales and operations.
Execute Marriott Customer Service Standards and hotel brand standards, including daily service basics.
Conduct site inspections as required and monitor same-day selling procedures to maximize room revenue and control occupancy.
Support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Monitor resolution of guest issues arising from the sales process and channel issues to property leadership or appropriate stakeholders.
Verify successful performance through increased revenue, expense control, and return on investment for the owner and Marriott International.
Build relationships with existing and prospective customers through sales calls, entertainment, FAM trips, trade shows, and other activities to support future bookings.
Develop community relationships to expand the customer base for group and catering sales.
Collaborate with off-property sales channels to meet property needs and ensure sales efforts complement rather than duplicate one another.
Partner with Event Management and Operations to provide customer experiences that exceed expectations.
Deliver exemplary customer service and verify customer satisfaction before and during programs and events.
Understand customer needs and business concerns, recommend suitable features and services, and build customer relationships and loyalty.
Understand the property’s primary target customers and their service expectations.
Perform other duties as assigned to meet business needs.