Sales Manager

The Sales Manager functions as business leader of the property s Sales department and develops strong relationships to proactively position and market the property. Provides day to day leadership to a small team of on-property Sales associates (e.g., Sales Coordinators). The Manager implements the brand s strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel s sales objectives.

• Executes the sales strategy and verifies that individual booking goals are met for the on-property Sales team.
• Serves as the Sales contact for the General Manager, Revenue Management, Sales Support team, and Catering Sales leaders.
• Serves as the Sales contact for customers; serves as the customer advocate.
• Serves as the property Sales liaison with Marriott National Group Sales and National Accounts.
• Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.
• Reviews the Smith Travel Research STAR report, competitive shopping reports, and uses other resources to maintain an awareness of the hotel s market position.
• Researches competitor s Sales team strategies to identify ways to grow RevPAR and increase market share.
• Attends Sales strategy meetings to provide input on weekly and overall sales strategy.
• Participates in business planning with the Revenue Management and Sales Support team.
• Suggests innovative Sales and Marketing ideas and proactively develops deployment strategies to continue to grow market share.
• Proactively participates in hotel direct sales effort by conducting sales calls for assigned accounts and with members of the on-property Sales team.
• Evaluates the property s participation in the various sales channels (OTA, Group, , RFP, etc.).
• Executes and supports Marriott s brand standards.
• Executes and supports the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
• Participates in and practices daily service basics of the brand.
• Verifies that the property implements a seamless turnover from Sales to Operations.
• Maintains successful performance by increasing revenues and controlling expenses.
• Interfaces with Revenue Management and Sales Support team to execute the PSR and Sales and Marketing quarterly action plans.
• Develops strong partnerships with local organizations to further increase brand and product awareness.
• Develops and manages internal key stakeholder relationships.
• Develops strong community and public relations by obtaining property participation in local, regional, and national trade shows and client events.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program or event.
• Serves the customer by understanding their needs and recommending the appropriate features and services to best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
• Gains understanding of the hotel 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 or event.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property.
• Functions as the business leader of the property s Sales department with overall responsibility for achieving booking goals and property revenue.
• Develops quarterly bonus Key Sales Objectives (KSO) and sales action plans.
• Verifies the Sales team is leveraging Marriott demand engines to full potential.
• Verifies that effective structures, processes, jobs and performance management systems are in place.
• Sets career development goals and reviews performance for direct reports using
• Addresses performance issues and holds team accountable for successful results.
• Forecasts talent needs and manages talent acquisition strategy to minimize lost time due to turnover.
• Keeps an active list of the competition s best sales people and executes a recruitment and acquisition…