Senior Sales Executive (NE)

Marriott•Irvine, CA

1d•$47 - $62•Onsite

About The Position

The Senior Sales Executive acts as the on-property liaison for group sales within the property’s pre-defined peak room parameters. The role contracts and closes group business, conducts site inspections, and ensures business is turned over properly and on time for quality service delivery. The position achieves group revenue goals by actively up-selling business opportunities, implementing the brand’s service strategy and initiatives throughout the sales process, and driving customer loyalty through service excellence. The role manages group sales activities and budgets, develops forecasts and sales plans, assesses market conditions, negotiates contracts, and works with internal and area sales partners to pursue group and catering business. It also coordinates the operational aspects of booked business and collaborates with Event Management and hotel Operations to deliver customer programs and events that meet or exceed expectations. The Senior Sales Executive builds relationships with existing and prospective customers and with the local community, supports customer satisfaction and loyalty, and helps resolve issues arising from the sales process. Marriott describes an inclusive workplace and highlights training, development, recognition, camaraderie, and holistic well-being as features of the JW Marriott associate experience.

Requirements

High school diploma or GED and 4 years of experience in sales and marketing, guest services, front desk, or a related professional area; or 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

Achieve group revenue goals by responding to group and catering opportunities within the property’s pre-defined peak room parameters.
Understand market conditions, including competitors, economic trends, supply, and demand, and sell effectively in that context.
Select and close business opportunities based on market conditions and property needs.
Negotiate contracts and use creative selling skills to close business.
Up-sell business opportunities to maximize revenue.
Partner with Area Sales to identify new group and catering business and achieve personal and property 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 the management team to create and implement a group sales and marketing plan 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 on facilities, equipment, food and beverage, service, and satisfaction.
Provide accurate 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.
Execute and support operational aspects of booked business, including proposals, contracts, and customer correspondence.
Practice the brand’s daily service basics.
Ensure a 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 and channel them to property leadership or other appropriate stakeholders.
Verify performance through revenue growth, expense control, and return on investment for the owner and Marriott International.
Perform other duties as assigned to meet business needs.
Build and strengthen relationships with existing and prospective customers through sales calls, entertainment, familiarization trips, and trade shows.
Develop community relationships to expand the customer base for group and catering sales.
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 Operations to provide customer experiences that exceed expectations.
Deliver exemplary customer service and verify customer satisfaction before and during programs or events.
Apply the brand’s service strategy and initiatives throughout the sales process to drive customer loyalty.
Understand customer needs and recommend suitable features and services while building customer relationships and loyalty to Marriott.
Understand the property’s target customers and their business needs, issues, and concerns to offer appropriate solutions before and during programs or events.