Senior Group Sales Executive

3 days ago

Nashville, Tennessee, United States Marriott International Full time
Job Number
Job Category Sales & Marketing
Location Gaylord Opryland Resort & Convention Center, 2800 Opryland Drive, Nashville, Tennessee, United States VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? Y
Position Type Management

JOB SUMMARY
Acts as the on-property liaison for group sales within the pre-defined peak room parameters for Property Sales. Contracts and closes group business in addition to conducting site inspections. Verifies business is turned over properly and in a timely fashion for quality service delivery. Achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity.

Implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.


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:

  • Large group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

  • Achieves group revenue goals by responding to incoming group/catering opportunities for the property that are within the pre-defined peak room parameters.
  • Understands the overall market (e.g., competitors' strengths and weaknesses, economic trends, supply and demand etc.) and knows how to sell against them.
  • Closes the best opportunities for the property based on market conditions and property needs.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
  • Achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity.
  • Partners with Area Sales to identify new group/catering business and achieve personal and property revenue goals.
  • Acts as the on-property liaison for group events over the Group Sales peak room parameters of the Sales Office.
  • Develops group sales revenue and operation budgets, and provides forecasting reports.
  • Works with the management team to create and implement a group sales/marketing plan addressing revenue, customers, and market.
  • Assists with selling, implementation, and follow-through of group sales promotions.
  • Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, and overall satisfaction.
  • Provides accurate, complete, and effective turnover to Event Management.
  • Executes and supports Marriott's Customer Service Standards and hotel's Brand Standards.
  • Conducts site inspections, as required.
  • Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
  • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
  • Participates in and practices daily service basics of the brand (e.g.,., MHR Spirit to Serve Daily Basics, RHR Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
  • Verifies that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
  • 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.
  • Verifies successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
  • Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

  • Builds and strengthens relationships with existing and new customers to enable future bookings through sales calls, entertainment, FAM trips, trade shows, etc.
  • Develops relationships within the community to strengthen and expand customer base for group/catering sales opportunities.
  • Works collaboratively with off-property sales channels (e.g., Group Sales within the Sales Office, Area Sales, EST) to verify the property needs are being achieved and the sales efforts are complementary, not duplicative.
  • Partners with Event Management and/or Operations in providing a customer experience that exceeds the customer's expectations.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and verifying their satisfaction before and during their program/event.

  • Implements the brand's service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

  • 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.
  • 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.
The hourly pay range for this position is $38.94 to $58.65.

Marriott offers a bonus program, comprehensive health care benefits, 401(k) plan with up to 5% company match, employee stock purchase plan at 15% discount, accrued paid time off (including sick leave where applicable), life insurance, group disability insurance, travel discounts, adoption assistance, paid parental leave, health savings account (except for positions based out of or performed in Hawaii), flexible spending accounts, tuition assistance, pre-tax commuter benefits, and other life and work wellness benefits.

Benefits may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions.

The compensation and benefits information is provided as of the date of this posting.

Marriott reserves the right to modify compensation and benefits at any time, with or without notice, subject to applicable law.

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 on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.


Why have less when you can have MORE - all under one roof? Rooted in our expertise and leadership in meetings and experiences, Gaylord Hotels intentionally deliver environments, services and programming that bring people together in an extraordinary way.

The heart of our brand are STARs, who are creative, entrepreneurial and dedicated to providing thoughtful, big-hearted service to guests.

At Gaylord, we provide STARs with opportunities well beyond that of a traditional hotel-offering you endless career opportunities, the extras, and MORE.

In joining Gaylord, 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.

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