Business Development Manager

Additional Information Remote Based Position

Job Number

Job Category Sales & Marketing

Location Sales Support East, 7750 Wisconsin Avenue, Bethesda, Maryland, United States

Schedule Full-Time

Located Remotely? Y

Relocation? N

Position Type Management

JOB SUMMARY

This role proactively researches, solicits, and sources new accounts as well as qualifies new business opportunities by contacting and developing relationships with potential customers to drive long-term business growth and development. Key responsibilities include providing the sales team with information on accounts to generate new business opportunities. This role develops leads from marketing campaigns and trade shows, partners with analytics team, and solicit leads utilizing relevant databases, resources and tools. Additional responsibilities include leveraging excellent communication skills to cultivate strong relationships with customers from first contact until account is transitioned to the appropriate sales team; verifying accurate and timely lead/account turnover to members of the appropriate sales team; and creating, maintaining and/or updating databases, spreadsheets, and all other systems related to Sales and Marketing activities.

CANDIDATE PROFILE

Education and Experience

Required:

• 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.

Preferred:

• 4-year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of property-specific business segments (e.g., group, catering, transient); knowledge of the hospitality industry.
• Proven work experience as a new business development sales manager, sales account executive or sales manager.
• Hands-on experience with multiple sales techniques, including cold calls.
• Track record of achieving sales goals.

CORE WORK ACTIVITIES

Managing Sales Activities

• Qualify leads from marketing campaigns and other sales tools and programming to uncover sales opportunities.
• Contact potential clients through cold calls and emails.
• Present key aspects of the company to potential clients.
• Build trusting relationships with clients.
• Proactively seek new business opportunities in the market.
• Set up meetings or calls between clients or prospective clients and appropriate sales team.
• Maintain up-to-date knowledge of company products/services.
• Create, maintain, and/or update databases, spreadsheets, and other systems related to sales and marketing activities.
• Leverage Account Sales reporting and subscription resources.

New Business Development

• Identify, research, and qualify new business accounts from the "top account" lists and business opportunities from external resources.
• Validate deployment status of account, verify account information in relevant sales booking and opportunity management systems and determine booking history with various locations.
• Locate contact information for the accounts and determine booking agents and decision makers for the company.
• Research company website external sources to gather business activity within market and gauge business potential.
• Research neighborhood targets (e.g., undeployed accounts) from account list developed by partner teams and analysts.
• Leverage business intelligence from tools/reports to find potential accounts in top five need markets.
• Verify accurate and timely turnover to appropriate sales team or sales channel to gain efficiencies.
• Work collaboratively with the appropriate sales teams regarding the direct follow up effort with small business accounts.
• Build and maintain rapport with account sales and property sales teams to uncover new business accounts.
• Assume additional reasonable responsibilities as requested by management.

Reports and Documentation

• Establish and maintain complete and up-to-date research information on each researched account in relevant systems to verify data integrity, ease of access, and accurate reporting.
• Provide account research for non-deployed accounts by leveraging systems, tools, resources, and industry affiliations to drive new potential accounts and drive volume to focus need markets.
• Maintain tracking spreadsheets with account research and provide to leaders for prioritization.
• Prepare reports (e.g., production, business opportunity, period-end and/or month-end) as requested by managers.

Building Successful Relationships

• Build and maintain strong working relationships to enable cross-functional communication.
• Seek opportunities to network with colleagues, solicit feedback, and exchange ideas.
• Resolve internal sales support process issues that arise and bring issues to the attention of leadership team as appropriate.
• Work collaboratively with other sales channels to establish coordinated sales efforts that are complementary.
• Build and strengthens relationships with leaders and associates.
• Partner with and assists others to promote an environment of teamwork and achieve common goals.
• Listens to and consider the concerns of all associates, responding appropriately and effectively.
• Maintain a network in the defined sales channel and markets as applicable.

MANAGEMENT COMPETENCIES

Leadership

• Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
• Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
• Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
• Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

• Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals.
• Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
• Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

• Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
• Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company's service standards.
• Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

• Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
• Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

• Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.
• Business Acumen - Understands and utilizes business information to manage everyday operations.
• Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
• Sales Ability - Persuasiveness-Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
• Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
• Sales Implementations Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
• Basic Competencies - Fundamental competencies required for accomplishing basic work activities.
• Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
• Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
• Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
• Writing - Communicates effectively in writing as appropriate for the needs of the audience.

The pay range for this position is $26.43 to $47.58 per hour. In addition, the position is eligible for a quarterly bonus.

Washington Applicants Only: Employees will accrue PTO balance for every hour worked and eligible to receive minimum of 7 holidays annually.

All locations offer coverage for medical, dental, vision, health care flexible spending account, dependent care flexible spending account, life insurance, disability insurance, accident insurance, adoption expense reimbursements, paid parental leave, educational assistance, 401(k) plan, stock purchase plan, discounts at Marriott properties, commuter benefits, employee assistance plan, and childcare discounts. Benefits are subject to terms and conditions, which may include rules regarding eligibility, enrollment, waiting period, contribution, benefit limits, election changes, benefit exclusions, and others.

The application deadline for this position is 12 days after the date of this posting, August 14, 2024.

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.

Marriott International is the world's largest hotel company, with more brands, more hotels and more opportunities for associates to grow and succeed. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.