Group and Catering Sales Leader

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JOB SUMMARY

Directs the day to day operations for a team of group sales managers selling for full service hotels at the 10-100 peak room night parameters. Works in partnership with the Director of Sales/Director of Sales 2, Group and Catering to maintain the effectiveness, quality, and productivity of their opportunity management team. Partners closely with the Area Sales leadership and the hotels to successfully execute the sales strategy by focusing on transactional excellence for customer accounts served in the market. Handles incoming leads for group business, aligns customer preferences with brand needs, and actively up-sells each business opportunity to maximize revenues and drive customer loyalty. Maintains knowledge of group transactions and a detailed understanding of property operations, food and beverage, and planning. Builds and maintains strong working relationships internally to enable cross-functional communication and opportunity development.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 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; 2 years experience in the sales and marketing or related professional area.

Preferred:

• 4 year college degree.
• Supervisory experience.
• Experience selling group business, either at a property or in a sales office.
• Knowledge of property operations, Food and Beverage (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

• Directs the day to day operations for a team of group sales managers selling for full service hotels at the 10-100 peak room night parameters.
• Partners with Area leaders and properties to execute sales strategies and close group and catering business within the parameters handled by the Sales Office.
• Manages and deploys sales resources to close the best opportunities for each property based on market conditions and individual property needs.
• Manages the execution of activities to drive financial results, guest satisfaction, human capital index and market share.
• Interprets market data to assist team members execute group sales strategies.
• Establishes transfer of accurate, complete, and timely information to Sales and Event Management resources.
• Understands and uses property Event Satisfaction Survey (ESS) to analyze opportunities for improved customer service. Identifies and implements improvements to drive continuous improvement in ESS scores.
• Serves as an authority on sales processes and sales contracts.
• Implements process improvements and best practices.
• Works in partnership with Director of Sales, Group & Catering and with Revenue Management to maintain proper pricing, appropriate transient and group mix, and implementation of sales strategy.
• Responds in a timely manner to incoming group/catering opportunities that are within the parameters of the Sales Office.
• Refers opportunities to appropriate sales associate if business is outside the Sales Office parameters.
• Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. 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.
• Up-sells each business opportunity to maximize revenue for individual properties.
• Understands and utilizes company marketing initiative/incentives to close on business.
• Follows up on opportunities uncovered by Sales Executvies.
• Leverages other Sales Office resources and administrative/support staff to achieve personal and team related revenue goals.
• Handles incoming leads for group business, aligns customer preferences with brand needs, and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.
• Partners closely with the Area Sales leadership and the hotels to successfully execute the sales strategy by focusing on transactional excellence for customer accounts served in the market.
• Maintains knowledge and experience of group transactions and a detailed understanding of property operations, food and beverage, and planning.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Builds and maintains strong working relationships internally to enable cross-functional communication and opportunity development.
• Drives customer loyalty through excellent customer service throughout the sales process.
• Effectively resolves guest issues that arise as a result of the sales process and brings issues to the attention of property leadership team as appropriate
• Identifies and addresses Customer and Guest Satisfaction issues with sales team in order to improve results, create customer loyalty and increase market share.
• Works collaboratively with other sales channels (e.g., Area Sales, on-property resources) to establish coordinated sales efforts that are complementary and not duplicative.
• Drives customer loyalty through excellent customer service throughout the sales process. Serves the customer by understanding their needs and recommending appropriate features and services that best meet their needs.
• Builds and strengthens relationships with existing and new customers to enable future bookings.
• Builds and maintains strong working relationships with key internal and external stakeholders.
• Creates clear expectations for customers and properties throughout the sales process.
• Resolves guest issues that arise as a result of the sales process.
• Brings issues to the attention of property and Sales Office leadership team as appropriate.

Leadership

• Directs the day to day operations of the Group Sales team and verifies the team achieves and/or exceeds targeted revenue and booking objectives.
• Verifies that team members establish clear expectations for customers and properties throughout the sales process.
• Manages and deploys sales resources within their "pod" to close the best opportunities for each property based on market conditions and individual property needs.
• Establishes individual performance objectives for team members based on the group's goals and tracks progress regularly against these objectives.
• Oversees the group pod's performance (revenue, operational excellence, customer satisfaction) and manages the group's operating budget.
• Partners with Human Resources (HR) to attract, develop and retain the right people in order to support the strategic priorities of the Group Sales team.
• Createseffective structures, processes, jobs and performance management systems are in place.
• Sets goals and expectations for direct reports using the Leadership Performance Process (LPP), aligns performance and rewards, addresses performance issues and holds staff accountable for successful results.
• Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent that can lead the organization today and strengthen the leadership bench for the future; continues to upgrade the sales & marketing talent; works with HR to anticipate future talent needs based on business growth plans.
• Creates and sustains a work environment that focuses on fair and equitable treatment and associate satisfaction to enable business success.
• Coaches and develops the group pod's sales skills.

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.