Sales Manager, Segment Team

Marriott International Walnut Creek , CA 94596

Posted 4 weeks ago

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. We believe a great career is a journey of discovery and exploration. So, we ask, where will your journey take you?

JOB SUMMARY

Handles customer inquiries and leads requests for groups (e.g., local catering, rooms only through phone and m.com) within predefined parameters. Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty. Verifies that business is turned over properly and in a timely fashion for quality service delivery. Maintains customer loyalty by delivering service excellence throughout each customer experience. Processes business correspondence and creates contracts and other related booking documentation as required. Demonstrates excellent selling skills, strong communication skills, and a detailed understanding of property operations, food and beverage, and planning.

CANDIDATE PROFILE

Education and Experience

Required:

  • 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.

Preferred:

  • 2 years experience selling group business, either at a property or in a sales office.

  • Knowledge of property operations, F&B.

  • Knowledge of the group sales process for all brands and how to close a sale.

  • Team-based selling experience.

  • Hospitality Management Degree.

CORE WORK ACTIVITIES

Managing Sales Activities

  • Handles customer inquiries and leads requests for groups (e.g., local catering, rooms only through phone and m.com) within predefined parameters.

  • Refers opportunities to appropriate sales associate if business is outside these parameters.

  • Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.

  • Verifies that business is turned over properly and in a timely fashion for quality service delivery.

  • Maintains customer loyalty by delivering service excellence throughout each customer experience.

  • Processes business correspondence and creates contracts and other related booking documentation as required.

  • Demonstrates excellent selling skills, strong communication skills, and a detailed understanding of property operations, food and beverage, and planning.

  • Works collaboratively with other sales channels (e.g., Area Sales, on-property resources) to verify sales efforts are coordinated, complementary, and not duplicative.

  • Understands the overall market (e.g., competitors' strengths and weaknesses, economic trends, supply and demand) and how to sell against them.

  • Verifies that business booked is within hotel parameters.

  • Closes the best opportunities for each property based on market conditions and individual property needs.

  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

  • Transfers accurate, complete, and timely information to property in accordance with brand standards.

  • Actively up-sells each business opportunity to maximize revenue for individual properties.

  • Understands and actively utilizes company marketing initiative/incentives to close on business.

  • Implements process improvements and best practices.

  • Effectively leverages other Group Sales resources and administrative/support staff to achieve personal and team related revenue goals.

  • Performs other duties, as assigned, to meet business needs.

Building Successful Relationships that Generate Sales Opportunities

  • Works collaboratively with other sales channels (e.g., Area Sales, on-property resources) to verify sales efforts are coordinated, complementary, and not duplicative.

  • Builds and strengthens relationships with existing and new customers to expand customer base for group/catering sales opportunities.

  • Builds relationships with key internal and external stakeholders.

  • Establishes clear expectations for customers and properties throughout the sales process.

Conducting Daily Sales Activities that Achieve Department Goals

  • Develops a working knowledge of how to handle customer inquiries and leads requests for groups within predefined parameters.

  • Responds to incoming group/catering opportunities for the property that are within predefined parameters. Refers opportunities to appropriate sales associate if business is outside these parameters.

  • Follows up on opportunities uncovered by other sales channels.

  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

  • Actively up-sells each business opportunity to maximize revenue for individual properties.

  • Learns how to work with customers to align customer preferences with brand needs and to drive customer loyalty by using Customer Focused Sales Call Process.

  • Gains understanding of property revenue goals and how to achieve personal and team related revenue goals.

  • Leverages sales resources and administrative/support staff effectively to achieve personal and team goals.

  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

  • Learns how to leverage the enterprise systems (e.g. SFAWeb|CI/TY, GPO, etc.) to process business correspondence, create contracts, and other related booking documentation.

  • Verifies that business is turned over properly and in a timely fashion for quality service delivery

  • Transfers accurate, complete, and timely information to property in accordance with brand standards.

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

  • Understands the overall market (e.g., competitors' strengths and weaknesses, economic trends, supply and demand) and knows how to sell against them.

  • Closes the best opportunities for the property based on market conditions and property needs.

  • Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solutions.

Providing Exceptional Customer Service to all Guests and Customers

  • Executes exemplary customer service to drive customer satisfaction and loyalty by understanding customer's needs and recommending appropriate features and services that best meet their needs.

  • Supports the company's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

  • Resolves guest issues that arise as a result of the sales process. Brings issues to the attention of the property and Sales Office leadership team, as appropriate.

  • Provides exceptional service to our customers in order to grow share of the account.

Additional Sales and Marketing Responsibilities

  • Utilizes intranet for resources and information.

  • Completes property site inspections to learn unique selling points of various properties.

  • Attends and completes all appropriate training courses as designated to learn Sales Business Processes and use of various systems.

  • Perform other duties, as assigned, to meet business needs.

Marriott International is an equal opportunity employer committed to hiring a diverse workforce and sustaining an inclusive culture. Marriott International does not discriminate on the basis of disability, veteran status or any other basis protected under federal, state or local laws.


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Sales Manager, Segment Team

Marriott International