Sales Leader Mid Atlantic MHS

JOB SUMMARY

Direct day-to-day operations for a team of group sales managers selling for full service and select service/extended stay properties at the 10-99 Group Sales peak room night parameters for the defined market. Work in partnership with the Multi-Hotel Sales leadership team to maintain the effectiveness, quality, and productivity of their opportunity management team. Partner closely with property sales leadership to successfully execute the sales strategy by focusing on transactional excellence for customer accounts served in the market. May participate in property engagement meetings focused on 10-99 sales efforts including attainment performance review, strategy connectivity and business evaluation. Handle incoming leads for group business, align customer preferences with brand needs, and actively up-sells each business opportunity to maximize revenues and drive customer loyalty. Maintain knowledge of group transactions and a detailed understanding of property operations, food and beverage, and planning. Build and maintain strong working relationships internally to enable cross-functional communication and opportunity development.

Must Reside in MD, GA, NC, VA.

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.

• Previous 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

• Direct the day-to-day operations for a team of group sales managers selling for full service and select service/extended stay properties at the 10-99 peak room night parameters for the defined market.

• Partner with area leaders and properties to execute sales strategies and close group and catering business within the parameters handled by the Multi-Hotel Sales team.

• Work in partnership with the Director Sales, MHS and Assistant Director of Sales, MHS / to maintain the effectiveness, quality, and productivity of their opportunity management team.

• Participate as requested in property engagement meetings focused on 10-99 sales efforts including attainment performance review, strategy connectivity, and business evaluation.

• Manage and deploy sales resources to close the best opportunities for each property based on market conditions and individual property needs.

• Interpret market data to assist team members execute group sales strategies.

• Monitor the transfer of accurate, complete, and timely information to Sales and Event Management resources.

• Serve as an authority on sales processes and sales contracts.

• Implement process improvements and best practices.

• Work in partnership with Multi-Hotel Sales and Revenue Management leadership to maintain proper pricing, appropriate transient and group mix, and implementation of sales strategy.

• Respond in a timely manner to incoming group/catering opportunities that are within the parameters of the Multi-Hotel Sales team.

• Refer opportunities to appropriate sales associate if business is outside the Multi-Hotel Sales parameters.

• Understand the overall market ., competitors’ strengths and weaknesses, economic trends, supply and demand) and how to sell against them.

• Verify business booked is within property parameters.

• Execute and support the operational aspects of business booked (., generating proposal, writing contract, customer correspondence), and transfers accurate, complete, and timely information to property in accordance with brand standards.

• Understand and utilize company marketing initiative/incentives to close on business.

• Implements process improvements and best practices.

• Leverage other Multi-Hotel Sales resources and administrative/support staff to achieve personal and team related revenue goals.

• Handle incoming leads for group business as needed, align customer preferences with brand needs, and actively up-sell each business opportunity to maximize revenues and drive customer loyalty.

• Partner closely with the Area Sales leadership and the properties to successfully execute the sales strategy by focusing on transactional excellence for customer accounts served in the market.

• Create clear expectations for customers and properties throughout the sales process.

• Maintain knowledge and experience of group transactions and a detailed understanding of property operations, food and beverage, and planning.

• Perform other reasonable duties, as assigned, to meet business needs.

Building Successful Relationships

• Build and maintain strong working relationships internally to enable cross-functional communication and opportunity development.

• Drive customer loyalty through excellent customer service throughout the sales process.

• Demonstrate an ability to develop and foster internal and external relationships.

• Resolve guest issues effectively that arise as a result of the sales process and bring issues to the attention of property leadership team as appropriate.

• Identify and address customer and guest satisfaction issues with sales team in order to improve results, create customer loyalty, and increase market share.

• Work collaboratively with other sales channels (., Area Sales, on-property resources) to verify that sales efforts are coordinated, complementary and not duplicative.

• Serve the customer by understanding their needs and recommending appropriate features and services that best meet their needs.

• Build and strengthen relationships with existing and new customers to enable future bookings, and key internal and external stakeholders.

• Bring issues to the attention of property and Multi-Hotel Sales leadership team as appropriate.

Leadership

• Manage the execution of activities to drive financial results, guest satisfaction, human capital index, and market share.

• Verify that team members establish clear expectations for customers and properties throughout the sales process.

• Manage and deploy sales resources within their “pod” to close the best opportunities for each property based on market conditions and individual property needs.

• Create individual performance objectives for team members based on the group’s goals and tracks progress regularly against these objectives.

• Manage the group pod’s performance (., revenue, operational excellence, customer satisfaction) and manage the group’s operating budget.

• Partner with Human Resources (HR) to attract, develop, and retain the right people in order to support the strategic priorities.

• Create effective structures, processes, and jobs, and adheres to performance management systems.

• Set goals and expectations for direct reports using the Leadership Performance Acceleration (LPA), aligns performance and rewards, addresses performance issues, and holds staff accountable for successful results.

• Champion 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.

• Continue to develop the sales & marketing talent and work with HR to anticipate future talent needs based on business growth plans.

• Create and sustain a work environment that focuses on fair and equitable treatment and associate satisfaction and business success.

• Complete required leadership training courses as needed.

• Coach and develop the pod’s sales skills.

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.