Manages the development of astrategic account plan for the demand generators in themarket.
Manages theproperty's reactive and proactive sales efforts.
Determines and develops marketingcommunication activities, in conjunction with Regional MarketingCommunications.
Provides customer intelligence in evaluating the marketand economic trends that may lead to changes in sales strategy tomeet or exceed customer expectations.
Reviews the Strategic Alignment Review (STAR)report, competitive shopping reports and uses other resources tomaintain an awareness of the hotel’s marketposition.
Researchescompetitor’s sales team strategies to identify ways togrow occupancy and RevPAR and increase market share.
Attends sales strategy meetings toprovide input on weekly and overall sales strategy.
Suggests innovative marketingideas and develops deployment strategies to continue to grow marketshare.
Evaluates andsupports participation and account deployment with Area Sales andGroup Sales within the Sales Office.
Serves as the sales contact for the GeneralManager, property leadership team, Group Sales and Area Salesleaders.
Serves as thesales contact for customers; serves as the customeradvocate.
Serves ashotel authority on sales processes and sales contracts.
Serves as the property salesliaison with Area Sales, Group Sales, Revenue Management, EventManagement, Regional Marketing Communications and other hoteldepartments as appropriate.
Participates in sales calls with members of the Sales andMarketing team to acquire new business and / or close onbusiness.
Identifiespublic relations opportunities and coordinates activities toaugment the overall marketing communication strategy.
Supports the General Manager bycoordinating crisis communications.
Executes and supports Marriott’sCustomer Service Standards and hotel’s BrandStandards.
Executes andsupports the operational aspects of business booked (e.g.,generating proposal, writing contract, customercorrespondence).
Participates in and practices daily service basics of thebrand (e.g., , Marriott Hotels and Resorts (MHR) Spirit to ServeDaily Basics, Renaissance Hotels and Resorts (RHR) Savvy ServiceBasics, Courtyard, SpringHill Suites, Fairfield Inn Basics of theDay, Residence Inn Daily Huddle, or TownePlace Suites MorningMeeting).
Implements aseamless turnover from sales to operations and back to sales whileconsistently delivering high level of service.
Monitors the effective resolutionof guest issues that arise as a result of the sales process bycreating mechanisms to channel issues to property leadership and / orother appropriate stakeholders.
Maintains successful performance by increasing revenues,controlling expenses and providing a return on investment for theowner and Marriott International.
Implements the brand’s service strategy andapplicable brand initiatives in all aspects of the sales processand focuses on building long-term, value-based customerrelationships that enable achievement of thehotel’s’ sales objectives.
Interfaces with regional marketingcommunications for regional and national promotions pullthrough.
Performs otherduties, as assigned, to meet business needs.
Develops strong partnerships with local organizations tofurther increase brand / product awareness.
Develops and manages internal key stakeholderrelationships.
Developsstrong community and public relations by maintaining propertyparticipation in local, regional and national tradeshows and clientevents.
Executesexemplary customer service to drive customer satisfaction andloyalty by assisting the customer and monitoring their satisfactionbefore and during their program / event.
Serves the customer by understanding theirneeds and recommending the appropriate features and services thatbest meet their needs and exceed their expectations, while buildinga relationship and loyalty to Marriott.
Gains understanding of the hotel’sprimary target customer and service expectations; serves thecustomer by understanding their business, business issues andconcerns, to offer better business solution both prior to, andduring the program / event.
Functions as the leader of theproperty’s sales department for properties with bookingsover 300 peak rooms and significant local cateringrevenue.
Develops salesgoals and strategies and verifies alignment with the brand businessstrategy.
Executes thesales strategy in order to meet individual booking goals for bothself and staff.
Coachesleaders of revenue generating departments in developing effectiverevenue strategies and setting aggressive goals that will drive theproperty'
s financial performance.
Verifies Sales team understands and isleveraging Marriott International (MI) demand engines to fullpotential.
Works withHuman Resources, Engineering and Loss Prevention to monitorcompliance with local, state and federal regulations and / or unionrequirements.
Partnerswith Human Resources to attract, develop and retain the rightpeople in order to support the strategic priorities of themarket.
Createseffective structures, processes, jobs and performance managementsystems are in place.
Sets goals and expectations for direct reports using theLeadership Performance Process (LPP), aligns performance andrewards, addresses performance issues and holds staff accountablefor successful results.
Forecasts talent needs and manages talent acquisitionstrategy with Human Resources (HR) to minimize lost time due toturnover.
Maintains anactive list of the competition’s best sales people andexecutes a recruitment and acquisition plan with HR.
Supports tools and trainingresources to educate sales associates on winning cateringsolutions.
Championsleadership development and workforce planning priorities byassessing, selecting, retaining and developing diverse,high-caliber talent that can lead the organization today andstrengthen the leadership bench for the future;
continues toupgrade the sales & marketing talent; works with HR toanticipate future talent needs based on business growthplans.
Identifies,trains and mentors group sales associates; utilizes all availableon the job training tools for associates.
Transfers functional knowledge and developsgroup sales skills of other discipline managers.
Provides day to day leadership tosales associates to achieve property sales objectives with overallresponsibility for achieving booking goals and propertyrevenues.
Evaluates theproperty’s participation in the various sales channels(e.g., Area Sales, Group Sales within the Sales Office, electroniclead channels, etc.
and develops strong working relationships toproactively position and market the property.
Manages the marketing budget toenable development of property specific campaigns, promotions andcollateral to drive revenue and meet propertyobjectives.