Cluster Sales Executive (Proactive)

POSTION SUMMARY

The position is accountable for proactively soliciting and handling sales opportunities for cluster properties. Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Provides total account management support for cluster properties’ accounts. Executes the overall account strategy for assigned accounts to generate and maximize business for the property. Partners with Sales and Marketing leadership, and the property Leadership team, to develop a comprehensive strategic plan to grow market share from assigned accounts. Focuses specifically on growing market share from transient and group revenue. Achieves personal sales goals.

 

CANDIDATE PROFILE 

Education and Experience

• 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.

 

Desired Skills

• Possess good sales techniques and negotiation skills.
• Be passionate and have the drive and determination to meet/exceed set goals.
• Good communication skills
• Proficient in common Microsoft software such Word and Excel.
• Possess customer-handling techniques.
• Able to co-ordinate work processes in a systematic manner.
• Able to react fast but calmly in the midst of any co-ordination problems.
• Must possess a patient, pleasant personality.
• Comfortable in dealing with all levels of people.
• Must be able to read and write to facilitate the communication process.   
• Requires excellent communication skills, both verbal and written. 
• Knowledge of the city and market segmentation for business.
• Delphi Sales & Catering System, Opera/Galaxy PMS, all Microsoft Programs.
• Convey a high level of understanding of the importance of attention to detail.
• Ensure accuracy by verifying work against standards or input of others.
• Handle challenging situations with guests, in accordance with brand teachings
• Take extra steps to ensure work is completed on time.
• Pursue increased responsibility.
• Maintain a high level of output and quality regardless of the task load.
• Take initiative and act quickly to deliver projects in a professional manner.
• Take action to ensure overall success of department / organization.
• High Organization, Co-ordination Ability.                                   
• Actively participate as a team player to ensure unit cohesion.
• Present one-self in an appropriate manner i.e. dress code and personal hygiene.
• Being able to use appropriate choice of words and actions when dealing with both internal and external customers. 

 

Licenses or certificates: Not Applicable

 

Grooming: All employees must maintain a neat, clean and well groomed appearance (specific standards available).

Other: Additional language ability preferred; pre-opening experience of a hotel and related hospitality industry experience is an added advantage.        

 

 

CORE WORK ACTIVITIES

Supporting Developing & Executing Sales Strategies

• Works with Cluster DOS to ensure understanding of sales strategy and effective implementation of this strategy for the segment in order to create a strong and disciplined sales team, and to achieve the sales goal.
• Works with management team to develop and implement a strategic sales plan addressing revenue, customers and the market for the segment led by Cluster DOS.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.

 

Maximizing Revenue

• Evaluates and supports market sales account deployment.
• Provides positive and aggressive leadership to ensure maximum revenue potential 
• Evaluates all the key sales accounts management based on sales account analysis and makes strategy for pricing, inventory, and sales resource allocation.
• Understands and leverage customer/guest demand engines to full potential.
• Involve management in aspects of decision making for your accounts by participating actively in all meetings and get their input into winning & negotiating business.
• Adhere to the Hotel credit policy and procedures. 
• Manages and directs the cluster properties’ sales effort to achieve hotel revenue goals by proactively targeting current and new high value accounts in the market and implementing effective sales deployment strategies to grow market share. 
• Be responsible for a designated account base and targeted industry or geographic segment(s) for new business targeting.

 

Managing Sales Activities

• Executes day to day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives
• Participate in WOW site inspection.
• Solicits, books and develops group business. 
• Monitor and manage booking properties’ goals for self.
• Works with management team to create and implement a sales/marketing plan addressing revenue, customers and market.
• Assists with selling, implementation and follow-through of group sales promotions.    
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.   
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process.
• Performs other duties, as assigned, to meet business needs.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Executes and drive creative activities to support strong guest relationship (eg. Account Appreciation Week, GM Cocktail, Morning MOD duty)
• Executes best practices to drive lead generations. (eg conduct “War Room”) 
• Promote Marriott Rewards enrolments through daily sales activities
• Display creativity and initiative and display leadership skills by being able to operate with minimum supervision. 
• Maintains successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International. 

 

Ensuring Exceptional Customer Service

• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Interacts with guests to obtain feedback on product quality and service levels.
• Executes and supports the company’s Customer Service Standards and property’s Brand Standards.
• Participates in and practices daily service basics of the brand.
• Work cohesively with Sales Center to 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.
• 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 solution both prior to, and during the program/event.
• Monitor guest / clients services and operational requirements in order to identify short falls in the operation.

 

Building Successful Relationships

• Align working practices and conduct with Hotel’s Vision; consistently strive to meet and exceed the expectations of both internal and external guests.
• Works collaboratively with off-property sales channels (e.g., Group Sales with the Sales Office, Area Sales, Global Sales Organization (GSO), etc.) to verify the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program/event.
• Serves 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 Marriott.
• Develops a close working relationship with operations to execute strategies at the hotel level.
• Ensure compliance with local, state and federal regulations and/or union requirements during any execution of sales activities.
• Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers.

 

Leadership

• Partners with Human Resources to attract, develop and retain the right people in order to support the strategic priorities of the market. 
• Creates effective structures, processes, jobs and performance management systems are in place. 
• Supports tools and training resources to educate sales associates/ peers on winning business solutions. 
• Shares responsibility for achieving room revenue goals, guest and associate satisfaction.
• Executes and promote the value of attending trainings for employees. 
• Ensure attendance at training, ensure you practice team spirit with new staff, orienting them as they arrive to the department
• Align management style, working practices and conduct with Hotel’s Vision, Corporate Values and policies. To comply with Marriott’s Code of Conduct at all times.
• Completely understand, implement and ensure adherence to Local Labor Laws and Marriott policies. 
• Be well versed and knowledgeable of Fire and Evacuation procedures as well as health and safety requirements in the Workplace.  Ensure associates are aware of their duty of care as determined by legislation and that they maintain complete familiarity.
• Participate in Hotel Associate Engagement Survey
• Lead the Marriott culture and promote by example.
• Actively create and support a culture of “care” and “well-being” of our internal and external guests.

 

 

JW Marriott is part of Marriott International’s luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.