Destination Sales Manager

JOB SUMMARY

Partners with the property sales team and above property sales channels to secure group business for the hotel. Works with key department heads to coordinate and execute a curated site inspection experience. Supports group revenue goal attainment by actively up-selling each business opportunity to maximize revenue. 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 interaction.

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 considered a plus.

CORE WORK ACTIVITIES

Managing Sales Activities

• Works with sales team, key department heads, and General Manager to execute curated site inspections.

• Pulls through group business and drives sales team revenue goal attainment with a focus on site inspection closure.

• Conducts site inspections as directed by Director of Sales & Marketing for Sales Managers based on hotel needs.

• Partners with hotel Sales Team, GSO and US Acoount Sales team to identify new group/catering business to achieve property revenue goals.

• Up-sells products and services, with the ability to bring the sale to closure.

• Engages in proactive selling of all of facilities (e.g., Spa, Golf, Restaurants) to all of leisure guests as well as group planners

• Assists with creating, promoting, and implementation of group sales promotions.

• Provides recommendations to sales associates regarding the potential to reallocate function space as needed.

• Coordinates and plans all Familiarization Tours (FAM) t and in-market customer events.

• Represents sales department at staff meetings and stand up meetings to coordinate total hotel involvement in the site inspection process.

• Coordinates site visits and partners when appropriate for in-market sales managers.

• Gathers all important customer data from account/selling manager in order to plan appropriately (e.g. customers goals, specific needs, key account info, etc.).

• Develops site standards and pricing guidelines in order to control Department 47 expenses and allow for accurate projecting.

• Understands competitor’s strengths and weaknesses in order to differentiate hotel from the competition during the site visit.

• Understands the overall market (e.g., competition, economic trends, seasonability, supply and demand, etc.) and implements appropriate sell

• Provides expert knowledge on local destination (e.g., local attractions, events, etc.)

• Tracks bookings and leads generated from site visits.

• Executes and supports Customer Service Standards and property ‘s Brand Standards.

• 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.

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Gets involved in community-based organizations in order to position property for group/catering sales opportunities.

• Meets with walk-in clients and qualifies lead for account/sales manager.

• Builds and strengthens relationships with existing and new customers to enable future bookings.

• Greets site clients and escorts overnight guests to their rooms

• Acts as Personal Concierge to client while on site to help coordinate any special requests.

• Assists with all transportation requests for sites and meets client upon arrival.

• Entertains customers by showing them the property and key locations surrounding the property

• Provides after-hours entertaining for customers

• Coordinates and delivers amenities and welcome note t to guest rooms

• Partners with Event Management and/or Operations in providing a customer experience that exceeds the customer’s expectations.

• Participates in and practices daily service basics of the brand

• 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.