Driving Revenue and Sales Performance

Managing Sales Activities

• Develops and implements a proactive solicitation strategy to increase revenue within assigned segment.
• Conducts regular account reviews and develops strategies to grow key accounts.
• Keeps and maintains an updated database and provides weekly, monthly and quarterly reports.
• Maintains accurate forecasting and sales reporting within Marriott systems.
• Monitors market trends, competitor activity and customer demand to identify opportunities for revenue growth.
• Enhances client relationships, and ensures timely feedback (within Marriott guidelines)
• Collaborates with Marketing to develop promotional initiatives targeting entertainment clients.
• Works closely with the Events and Operations teams to ensure seamless execution of client stays and events
• Proactively solicits new business within the Groups/MICE Segment to achieve individual and hotel revenue goals.
• Develops and manages a portfolio of key Groups/MICE accounts including TMC, Corporate, Event companies
• Achieves assigned room night, revenue and account production targets Monthly, Quarterly and Yearly.
• Conducts off site sales calls, client meetings, presentations and site inspections to secure business.
• Conducts weekly on site inspections and fam trips at the hotel to secure business and showcase the hotel and showcase the hotel’s facilities and services.
• Prepares and executes sales plans for assigned market segments.
• Utilizes Marriott sales systems including SFA, CVENT knowledge Mar RFP is helpful and Salesforce to manage leads, track production and maintain account activity.
• Works with Revenue Management to support pricing strategies and optimize the mix of business across the entertainment and group segments.
• Participates in trade shows, networking events and industry activities to promote the hotel and develop new client relationships.

Building Successful Relationships

• Builds and maintains strong relationships with key clients within the Groups and Mice Segment. Establishes effective partnerships with internal stakeholders including Revenue Management, Event Management and Operations teams.
• Collaborates with Marriott above-property sales teams including Market Sales Offices and Global Sales Organization to maximize sales opportunities.
• Ensures strong client communication throughout sales and event lifecycle ensuring Exceptional Guest Experience
• Ensures all client expectations are clearly communicated to operational departments.
• Works closely with event and operations teams to ensure successful delivery of client events
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities, effectively manages and develops relationships with key internal and external stakeholders.

Ensuring Exceptional Guest Experience

• Ensures all client expectations are clearly communicated to operational departments.
• Works closely with event and operations teams to ensure successful delivery of client events
• Conducts site inspections and familiarization trips to showcase the hotel’s facilities and services.
• Obtains client feedback to ensure high levels of satisfaction and identify opportunities for improvement.
• Getting your finances in order:
• Comprehend budgets and operating reports as needed to assist in the financial management of Event Management.
• Carries out all financial tasks in the absence of the Director of Event Management.
• Participate in the management of department's controllable expenses to achieve or exceed budgeted goals
• Comply with all Marriott International policies and procedures, specifically in relation to financial reporting, sign-offs and procedures
• You know you’re doing a great job when you Achieves a minimum of a P rating in annual performance review
• Is being recognized by guests for extraordinary hospitality and product knowledge ESS scores are improving
• It’s important that you:
• Perform other related tasks as assigned by leadership.
• Comply with Marriott International Hotels Limited policies and procedures.
• Work the hours as required to do your job but normally not less than your contracted hours.

Guest / Client Satisfaction

• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for the wider sales team. Supporting Departmental and Organizational Goals
• Supports the Sales & Marketing team in achieving overall departmental revenue goals.
• Participates in the annual budgeting and sales planning process.
• Maintains compliance with brand standards and Marriott International policies and procedures.
• Demonstrates the values of Marriott’s service culture and supports the company’s customer service standards.
• Doing your bit for the people around you:
• Support a departmental orientation program for new starters to receive the appropriate new hiring training to successfully perform their job.
• Ensure ambassadors are cross-trained to support successful daily operations.
• Use all available on the job training tools for ambassadors; supervises on-going training initiatives and conducts training when appropriate.
• Establish and maintain open, collaborative relationships with ambassadors and ensures ambassadors do the same within the team

Key Performance Indicators (KPIs)

• Achievement of assigned room night and revenue targets
• Growth of Group/ MICE account production
• Conversion of RFP opportunities and new business leads
• Sales activity metrics including sales calls, site inspections and client engagements
• Client satisfaction and repeat business levels
• Contribution to overall hotel RevPAR and market share performance

Other Responsibilities

• Attends departmental and commercial strategy meetings as required as well as prepares reports for Commercial/ Strategy Meetings
• Maintains accurate records within Marriott sales systems.
• Performs other duties as assigned to meet business needs.
• Comprehend budgets and operating reports as needed to assist in the financial management of Event Management. Carries out all financial tasks in the absence of the Director of Event Management.