About the Role
This position is responsible for proactively soliciting business and handling large group or other customer segments related to opportunities with significant revenue potential. The candidate will actively up-sell each business opportunity to maximize revenue for individual properties and align customer profiles with the appropriate product. Success will be measured by achieving personal and team-related revenue goals, ensuring timely and proper service delivery in alignment with brand standards, and creating opportunities to grow the account base through customer interactions.
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Candidate Profile
Education and Experience
Required:
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 5 years of experience in sales and marketing or related professional area.
- OR
- 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years of experience in sales and marketing or related professional area.
Core Work Activities
Understanding Market Opportunities and Driving Revenue
- Targets accounts, markets, or segments focusing on proactive solicitation and account saturation.
- Partners with counterparts to effectively manage business opportunities.
- Responds to and manages larger and more complex incoming opportunities for the property.
- Identifies, qualifies, and solicits new business to achieve personal and property revenue goals.
- Develops effective sales plans and actions focusing on accounts with significant potential sales revenue.
- Works with partners to develop creative ideas and proposals for events.
- Maximizes revenue by upselling packages.
- Understands overall market including competitors’ strengths and weaknesses, economic trends, and supply and demand, knowing how to sell against them.
- Closes the best opportunities based on market conditions and individual property needs.
- Utilizes negotiating skills and creative selling abilities to close business and negotiate contracts.
- Manages complex business with significant revenue potential and customer expectations.
Building Successful Relationships
- Builds and strengthens relationships with existing and new customers to enable future bookings, including sales calls, entertainment, FAM trips, trade shows, etc.
- Develops relationships within the community to strengthen and expand the customer base for sales opportunities.
- Provides excellent customer sales service to grow the share of the account.
- Manages and develops relationships with key internal and external stakeholders.
Additional Responsibilities
- Utilizes intranet for resources, templates, and information.
- Participates in site visits.
- Develops and facilitates execution of contracts as required.
- Executes and supports the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
- Executes the brand’s Customer Service Standards and property’s Brand Standards through the sales process.
