Senior Sales Executive

Marriott•Chantilly, VA

8d•$38 - $50

About The Position

The Senior Sales Executive serves as the on-property liaison for group events exceeding 300 peak rooms. The role contracts and closes group business, conducts site inspections, and ensures business is turned over properly and promptly to support quality service delivery. The Senior Sales Executive achieves group revenue goals by actively up-selling business opportunities, implementing the brand’s service strategy and initiatives throughout the sales process, and building customer loyalty through service excellence. The position has overall responsibility for achieving or exceeding hotel sales revenue goals. The role develops group sales revenue and operating budgets and provides forecasts. It works with hotel management, Area Sales, Event Management, Operations, and off-property sales channels to pursue group business, coordinate customer needs, and deliver a seamless experience from sales through operations. The position also supports hotel performance by helping increase revenue, control expenses, resolve guest issues arising from the sales process, and provide a return on investment for the owner and Marriott International. Marriott International describes itself as an equal opportunity employer committed to welcoming all, valuing associates’ backgrounds, and providing access to opportunity. The accompanying Marriott Hotels and JW Marriott brand information emphasizes hospitality, customer service, associate development, recognition, camaraderie, and holistic well-being.

Requirements

High school diploma or GED and four 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 and two years of experience in sales and marketing or a related professional area.
Ability to contract, negotiate, and close group business.
Ability to conduct site inspections and support the operational execution and turnover of booked business.
Ability to build customer and community relationships and provide customer-focused service.
Ability to understand market conditions and hotel revenue needs.

Nice To Haves

Large group sales experience.

Responsibilities

Respond to group and catering opportunities exceeding 300 peak rooms and achieve group revenue goals.
Assess market conditions, including competitors, economic trends, supply, and demand, and sell effectively against them.
Select and close the best business opportunities for the hotel based on market conditions and hotel needs.
Negotiate and contract business using negotiating skills and creative selling abilities.
Partner with Area Sales to identify new group and catering business and achieve personal and hotel revenue goals.
Build and strengthen relationships with existing and prospective customers through activities such as sales calls, entertainment, familiarization trips, and trade shows.
Develop community relationships to expand the customer base and group or catering sales opportunities.
Develop group sales revenue and operating budgets and provide forecasting reports.
Work with the management team to create and implement a group sales and marketing plan addressing revenue, customers, and the market.
Collaborate with off-property sales channels to ensure property needs are met and sales efforts are complementary rather than duplicative.
Assist with selling, implementing, and following through on group sales promotions.
Attend pre- and post-convention meetings to understand group needs and gather feedback on product quality, service levels, and satisfaction.
Partner with Event Management and Operations to provide a customer experience that exceeds expectations.
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.
Carry out operational aspects of booked business, including preparing proposals, writing contracts, and corresponding with customers.
Participate in and practice the brand’s daily service basics.
Provide exemplary customer service before and during programs or events to support satisfaction and loyalty.
Understand customers’ needs and recommend appropriate features and services while building customer relationships and loyalty to Marriott.
Understand the hotel’s primary target customer and service expectations, including customers’ businesses, issues, and concerns, and offer suitable solutions before and during programs or events.
Perform other duties as assigned to meet business needs.
Verify seamless turnover between sales and operations and back to sales while maintaining a high level of service.
Monitor effective resolution of guest issues arising from the sales process by channeling them to property leadership or other appropriate stakeholders.
Support hotel performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.