Complex Sales Manager -Residence

Role Overview

Complex Sales Manager - Residence at Marriott International, based at a residential property location.

Company Overview

Marriott International is a global hospitality company dedicated to equal opportunity employment and fostering an inclusive environment where associates' unique backgrounds are valued. Le Méridien, part of the Marriott portfolio, celebrates glamorous travel and European culture, delivering authentic, chic and memorable service to cosmopolitan culture-seeking guests.

Role Purpose

Proactively solicit and manage large group and catering opportunities with significant revenue potential. Drive customer and guest loyalty through service excellence, maximize revenue per business opportunity, and ensure proper handoff for service delivery.

Key Responsibilities

Market Opportunities & Revenue Generation

• Target group and catering accounts, markets or segments with emphasis on proactive solicitation and account saturation.
• Identify, qualify and solicit new group and catering business to achieve personal and property revenue goals.
• Focus efforts on group and catering accounts with significant potential sales revenue.
• Develop effective group and catering sales plans and actions.
• Design, develop and sell creative catered events.
• Maximize revenue by upselling packages and creative food and beverage offerings.
• Understand the overall market, including competitors' strengths and weaknesses, economic trends, and supply and demand dynamics.
• Sell effectively against market competition.
• Close the best opportunities for each property based on market conditions and individual property needs.
• Use negotiating skills and creative selling abilities to close business and negotiate contracts.
• Respond to incoming group and catering opportunities for the property that are outside Event Booking Center (EBC) parameters.
• Handle all opportunities if the property does not participate in an EBC.
• Partner with group and catering counterparts to effectively manage business opportunities.

Customer Service & Relationship Management

• Handle complex business with significant revenue potential and significant customer expectations.
• Build and strengthen relationships with existing and new customers to enable future bookings through sales calls, entertainment, familiarization trips and trade shows.
• Develop relationships within the community to strengthen and expand the customer base for group and catering sales opportunities.
• Support the brand's Service and Relationship Strategy by driving customer loyalty through service excellence throughout each customer experience.
• Provide excellent customer service to grow share of the account.
• Execute the brand's Customer Service Standards and property's Brand Standards.
• Participate in and practice daily service basics of the brand.
• Execute exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program or event.
• Serve the customer by understanding their needs and recommending appropriate features and services that best meet their needs and exceed expectations while building relationship and loyalty to the property and brand.
• Gain understanding of the property's primary target customer and service expectations.
• Serve the customer by understanding their business, business issues and concerns, to offer better business solutions before and during the program or event.

Stakeholder Collaboration

• Work collaboratively with off-property sales channels, including Market Sales and Strategic Accounts, to ensure sales efforts are coordinated, complementary and not duplicative.
• Manage and develop relationships with key internal and external stakeholders.
• Use sales resources and administrative and support staff effectively.

Operations & Administration

• Conduct site inspections.
• Create contracts as required.
• Execute and support operational aspects of booked business, including generating proposals, writing contracts and managing customer correspondence.
• Verify business is turned over properly and in a timely fashion for proper service delivery.
• Utilize intranet for resources and information.

Qualifications & Experience

• High school diploma or GED and 2 years of experience in 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.

Additional Information

Marriott International is an equal opportunity employer committed to non-discrimination on any protected basis, including disability, veteran status or other basis protected by applicable law.