Senior Sales Executive

Marriott•Honolulu, HI

1d•$91,900 - $115,000

About The Position

The position serves as the primary sales person for a large complex property or for a group of properties. Responsible for proactively soliciting and handling large group/catering related opportunities with significant revenue potential for each participating property. Works to develop, build and maintain long-term, value-based group customer relationships in order to achieve personal and team related revenue goals for all assigned properties. According to properties’ needs, the Senior Account Executive can focus on all types of accounts, or can specialize and focus on specific accounts (e.g., Corporate, Association, etc.). Ensures business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow the account on behalf of the company.

Requirements

High school diploma or GED; 2 years experience in the 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 required.

Responsibilities

Understand the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and know how to sell against them.
Target group accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation.
Identify, qualify and solicit new accounts with a focus on increasing business.
Strive to achieve personal and each property’s revenue goals.
Close the best opportunities for each property based on market conditions and individual property needs.
Identify and develop new markets.
Develop and implement an effective sales plan.
Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals.
Use negotiating skills and creative selling abilities to close on business and negotiate contracts.
Achieve solicitation and prospecting goals.
Maintain and grow business of existing accounts.
Design, develop and sell creative catered events.
Execute and support the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
Work collaboratively with Strategic Accounts and Market Sales, Convention Bureaus, and other property counterparts to drive revenue, ensure customer satisfaction and increase market share.
Work collaboratively with off-property sales channels (e.g., Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
Develop and manage relationships with key stakeholders, both internal and external.
Use sales resources and administrative/support staff effectively.
Build and strengthen relationships with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Maintain customer, account and opportunity data in SFA.
Drive customer loyalty by delivering service excellence throughout each customer experience.
Service customers in order to grow share of the account.
Execute and support brand’s Customer Service Standards and property’s Brand Standards.
Execute and support the company’s Customer Service Standards and property’s Brand Standards.
Participate in and practice daily service basics of the brand.
Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
Serve the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.
Gain understanding of the property’s primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
Utilize intranet for resources and information.
Manage group or interpersonal conflicts effectively.
Conduct site inspections.
Create contracts as required.