Senior Sales Executive (NE)

Marriott•Nashville, TN

6d•$43 - $56

About The Position

The Senior Sales Executive acts as the on-property liaison for group sales within predefined peak room parameters. The role contracts and closes group business, conducts site inspections, ensures timely and effective handover of booked business, and achieves group revenue goals by actively upselling opportunities. It implements the brand’s service strategy and applicable brand initiatives throughout the sales process, helping deliver service excellence and customer loyalty. The position manages group sales activities, budgets, forecasts, customer and market planning, proposals, contracts, promotions, and coordination with Event Management and Operations. It builds relationships with customers and community partners, collaborates with on-property and off-property sales channels, and works to ensure customer needs are met before, during, and after programs and events. The role also supports Marriott and hotel service standards and performs other duties as assigned to meet business needs.

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.

Nice To Haves

Large group sales experience.

Responsibilities

Respond to 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 within that market.
Select and close business opportunities based on market conditions and property needs.
Use negotiation and creative selling skills to close business and negotiate contracts.
Upsell business opportunities to maximize revenue.
Partner with Area Sales to identify new group and catering business and achieve revenue goals.
Serve 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 the management team 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 gather feedback about facilities, equipment, food and beverage, service, and overall satisfaction.
Provide accurate, complete, and effective turnover of business to Event Management.
Execute and support Marriott Customer Service Standards and hotel Brand Standards.
Conduct site inspections as required.
Monitor same-day selling procedures to maximize room revenue and control hotel occupancy.
Support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Participate in and practice the brand’s daily service basics.
Ensure seamless turnover between sales and operations and back to sales while maintaining a high level of service.
Monitor resolution of guest issues arising from the sales process by channeling them to property leadership or other appropriate stakeholders.
Verify successful performance through increased revenue, expense control, and return on investment for the owner and Marriott International.
Build and strengthen customer relationships through sales calls, entertainment, familiarization trips, trade shows, and other activities.
Develop community relationships to expand the customer base for group and catering sales opportunities.
Collaborate with off-property sales channels to ensure property needs are met and sales efforts are complementary rather than duplicative.
Partner with Event Management and/or Operations to deliver a customer experience that exceeds expectations.
Deliver exemplary customer service to drive satisfaction and loyalty, and verify customer satisfaction before and during programs and events.
Implement the brand’s service strategy and initiatives throughout the sales process to drive customer loyalty.
Understand customer needs and recommend appropriate features and services to meet or exceed expectations and build loyalty to Marriott.
Understand the property’s primary target customer and service expectations, including customers’ businesses, issues, and concerns, to offer suitable solutions before and during programs or events.
Perform other duties as assigned to meet business needs.