Multi-Property Sales Executive- Corporate Sales

Job Description

Additional Information Multi-Property Sales Executive- Corporate SalesJOB SUMMARY As the multi-property sales contact for corporate customers, the Multi-Property Sales Executive - Corporate is responsible for proactively soliciting and handling all revenue-related opportunities in this corporate segment (group, catering, transient) for JW Marriott Marquis Hotel Dubai, Le Meridien Al Aqah Beach Resort Fujairah and Al Maha, a Luxury Collection Desert Resort and Spa. Actively upsells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Marriott International / JW Marriott Operating Standards to maintain brand integrity. SCOPE / BUSINESS CONTEXT .A Full Time position based at JW Marriott Marquis Dubai .Number of Direct Reports - 0 .Titles of Direct Reports - Not applicable CANDIDATE PROFILE Experience: Must have (1+) year sales & admin experience, ideally in the International market and ability to demonstrate strong client relationships in the corporate driving corporate catering and corporate group business. Solid sales & account management skills are essential, with a strong knowledge of corporate market and business trends. A good researcher, negotiator and client focused approach is required. The candidate should be able to show strong knowledge of constructing and executing sales & client action plans. There should be excellent communication (verbal & written) skills, confident presentation ability and a second language would be an advantage. Direct sales experience is essential (including skills in dealing with travel/event decision makers), with experience in the group/banqueting sales market a desirable asset. Skills and Knowledge .Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio .Possesses software knowledge (Microsoft Office, etc.) .Possesses systems knowledge (OPERA Sales & Catering) .Must be able to Knock on doors to get the business .Knows how to conduct research on the Internet .Weekly prospecting and soliciting goals .Uncovering new customers (local and social) .Effective sales skills to up-sell products and services .Ability to manage guest room and meeting space inventories .Broad understanding of facility management (sanitation, maintenance, operations) .Strong customer development and relationship management skills .Knowledge of overall hotel operations as they affect department .Knowledge of Event Technology products and services .Knowledge of contract management and legalities .Strong communication skills (verbal, listening, writing) .Strong problem-solving skills .Strong customer and associate relation skills .Strong presentation and platform skills .Strong organization skills .Strong Closing skills .Effective decision-making skills Education or Certification .High School/College degree preferred SPECIFIC DUTIES The following are specific responsibilities and contributions critical to the successful performance of the position: BUSINESS RESULTS Sales & Revenue Management .Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Director of Sales & Marketing. .Identifies revenue opportunities for the hotel based on the client profile. .Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet the customers needs and identifies opportunities to up-sell products and services throughout the sales process. .Exceeds company minimum standards with the SFA sales process and acts as a mentor for others within this area. .Understands the overall market in which they sell - competitors strengths and weaknesses, market trends, supply and demand, etc. .Builds and strengthens relationships with existing and new customers to include business trips, sales calls, entertainment, FAM trips, etc. and effectively conducts customer site inspections .Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue. .Responds to incoming inquiries within their market segment in a timely manner. .Proactively solicit and target corporate companies located in the local area. .Closes the best opportunities for the hotel based on market conditions and hotel needs. .Creates sales contracts as required. .Comprehends budgets as needed to assist in the financial management of the department. Understands the impact of departments role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals. Guest Satisfaction .Ensures a high level of customer satisfaction and builds long term mutually beneficial customer relationships to support future revenue growth. .Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event. .Makes presence known to customer at all times during this process. Greets customer during the event phase and hands-off to the catering & conference services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements. .Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share. .Sets a positive example for guest relations. .Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints. .Empowers associates to provide excellent customer service. Ensures associates understand expectations and parameters. .Reviews comment cards and guest satisfaction results with leaders. Participates in the development and implementation of corrective action plans. .Emphas guest satisfaction during all departmental meetings and focuses on continuous improvement. Technical Expertise .Regularly share market Intel and relevant updates on managed and prospect accounts. .Conducts regular competition check on corporate business and meetings/events. .Solicit new special corporate accounts and conduct sales and tele sales calls. .Prepares reports on a regular basis (e.g. SFA Reports, Acc0unts Productivity Reports, etc.) 5) Attend groups and strategy meetings on weekly basis. 6) Understands reports and hotel strategies to effectively respond to clients special requests 7) Responds to corporate rates inquiries within the standard time frame. COMPETENCIES BUILDING RELATIONSHIPS Personally building productive relationships and fostering a positive climate for teamwork. .Treats people fairly, with dignity and respect. .Works to meet goals in a manner that does not disadvantage other employees or groups. .Demonstrates business ethics and personal integrity, i.e., is widely trusted is seen as a direct, truthful individual. 4) Listens and responds to others. 5) Is interested in others views even if they counter own views. GENERATING TALENT AND ORGANIZATIONAL CAPABILITY Building the organizations capability through effective talent management and organizational capability practices. 1) Discusses problems immediately with others before they are forgotten or get out of control. .Actively pursues self-development. .Explains own rationale and thought processes to help employees improve their skills. .Performs all technical/procedural requirements of the job. .Effectively manages resources. LEADERSHIP Generating profitable business strategies and motivating the team in the desired direction. .Demonstrates commitment to JW Marriott operating principles and philosophies. .Holds self and others accountable for achieving results. .Addresses conflict in a timely manner. .Contributes to team results. .Deals with change effectively. .Makes decisions, including employees/team and commits to a course of action with available information. LEARNING AND APPLYING PROFESSIONAL EXPERTISE Actively pursuing learning to build own capacity and to apply learning. .Acts independently to improve and increase skills and knowledge. .Demonstrates an awareness of personal strengths and areas for professional improvement. .Shares learnings, innovations, and best practices with others. .Is willing to learn from others. MANAGING WORK EXECUTIONAligning accountability, authority, resources, and control systems. .Adheres to all standards, policies, and procedures (SOPs, etc.). .Effectively uses sales resources and administrative/support staff. .Approaches work with a sense of urgency and purpose. .Allocates time and resources effectively when faced with competing demands. .Overcomes obstacles to accomplish challenging objectives. .Follows through on inquiries, requests, and complaints. OTHER Safety and Security .Reports work-related accidents, or other injuries immediately upon occurrence to manager/supervisor .Follows company and department safety and security policies and procedures to ensure a clean, safe, and secure environment 3) Notifies Loss Prevention/Security of any guest reports of theft Policies and Procedures .Follows company, hotel and department policies and procedures .Follows Marriott International Hotels Limited Regional Office policies and procedures .Protects the privacy and security of guests and coworkers .Maintains confidentiality of proprietary materials and information .Ensures uniform, nametags, and personal appearance are clean, hygienic, professional and in compliance with company policies and procedures .Protects company tools, equipment, machines, or other assets in accordance with company policies and procedures .Performs other reasonable job duties as requested by Supervisors and Management .Working hours as required to do your job but normally not less than 48 hours per week Guest Relations .Actively listens and responds positively to guest questions, concerns, and requests using brand or property specific process (e.g., LEARN, JW Symphony of Service) to resolve issues, delight, and build trust .Assists other employees to ensure proper coverage and prompt guest service .Anticipates guests service needs, including asking questions of guests to better understand their needs and watching/listening to guest preferences and acting on them whenever possible .Addresses guests service needs in a professional, positive, and timely manner .Engages guests in conversation regarding their stay, property services, and area attractions/offerings .Thanks guests with genuine appreciation and provide a fond farewell .Welcomes and acknowledges each and every guest with a smile, eye contact, and a friendly verbal greeting, using the guests name when possible .Supplies guests/residents with directions and information regarding property amenities, services, and hours of operation, and local areas of interest and activities Communication .Answers telephones using appropriate etiquette including answering the phone within 3 rings, answering with a smile in ones voice, using the callers name, transferring calls to appropriate person/department, requesting permission before placing the caller on hold, taking and relaying messages, and allowing the caller to end the call .Speaks to guests and co-workers using clear, appropriate and professional language .Talk with and listen to other employees to effectively exchange information Working with Others .Supports all co-workers and treat them with dignity and respect .Handles sensitive issues with employees and/or guests with tact, respect, diplomacy, and confidentiality .Develops and maintains positive and productive working relationships with other employees and departments .Partners with and assist others to promote an environment of teamwork and achieve common goals Quality Assurance/Quality Improvement 1) Complies with quality assurance expectations and standards, e.g. GuestVoice and JW Marriott Brand Standard Audit Physical Tasks 2) Enters and locates work-related information using computers and/or point of sale systems 3) Stands, sits, or walks for an extended period of time or for an entire work shift 4) Reads and visually verifies information in a variety of formats (e.g., small print). 5) Moves, lifts, carries, pushes, pulls, and places objects weighing less than or equal to 10 pounds without assistance Marriott International is an equal opportunity employer.We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture.We are committed to non-discrimination onanyprotectedbasis, such as disability and veteran status, or any other basis covered under applicable law.

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About Company

Marriott Hotels & Resorts is Marriott Internationals brand of full-service hotels and resorts based in Bethesda, Maryland. As of June 30, 2020, there were 582 hotels and resorts with 205,053 rooms operating under the brand, in addition to 160 hotels with 47,765 rooms planned for development