Senior Sales Manager - Pune - Marriott

    Marriott
    Marriott Pune

    2 days ago

    Full time
    Description

    Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential.

    Key Responsibilities

    • Manages group/catering opportunities not handled by an Event Booking Center (EBC).
    • Actively up-sells each business opportunity to maximize revenue opportunity.
    • Achieves personal and team related revenue goals.
    • Verifies business is turned over properly and in a timely fashion for proper service delivery.
    • Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience.
    • Provides service to customers in order to grow the account on behalf of the company.

    Candidate Profile

    Education and Experience

    • 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.

    Core Work Activities

    Understanding Market Opportunities Driving Revenue

    • Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
    • Partners with group/catering counterpart to effectively manage the business opportunity.
    • Responds to incoming group/catering opportunities for the property that are outside parameters of the EBC.
    • Handles all opportunities if property does not participate in an EBC.
    • Identifies, qualifies and solicits new group/catering business to achieve personal and each property's revenue goals.
    • Focuses efforts on group/catering accounts with significant potential sales revenue.
    • Develops effective group/catering sales plans and actions.
    • Designs, develops and sells creative catered events.
    • Maximizes revenue by upselling packages and creative food and beverage.
    • Understands the overall market—competitors' strengths and weaknesses, economic trends, supply and demand—and knows how to sell against them.
    • Closes the best opportunities for each property based on market conditions and individual property needs.
    • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

    Providing Exceptional Customer Service

    • Handles complex business with significant revenue potential as well as significant customer expectations.
    • Builds and strengthens relationships with existing and new customers to enable future bookings.
    • Activities include sales calls, entertainment, FAM trips, trade shows, etc.
    • Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
    • Supports brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
    • Provides excellent customer service in order to grow share of the account.
    • Executes brand's Customer Service Standards and property's Brand Standards.
    • Executes and supports the business Customer Service Standards and property's Brand Standards.
    • Participates in and practices daily service basics of the brand.
    • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
    • 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 the property and brand.
    • 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.

    Building Successful Relationships

    • Works collaboratively with off-property sales channels (e.g., Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
    • Manages and develops relationships with key internal and external stakeholders.
    • Uses sales resources and administrative/support staff.

    Additional Responsibilities

    • Utilizes intranet for resources and information.
    • Conducts site inspections.
    • Creates contracts as required.
    • Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
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