About the Role
This position assists in leading the property’s segmented sales effort—across various categories such as group, transient, association, and corporate. The role involves implementing the segment sales strategy to achieve both segment revenue goals and broader property revenue goals, while ensuring guest and employee satisfaction. The candidate will conduct day-to-day sales activities with a primary focus on building long-term, value-based customer relationships that support the property’s sales objectives and contributes to personal booking goals.
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Education and Experience
- A 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major, along with 3 years of experience in sales and marketing or a related professional area;
OR
- A 4-year bachelor’s degree in the same fields, accompanied by 1 year of experience in sales and marketing or a related professional environment.
Core Work Activities
Developing & Executing Sales Strategies
- Collaborates with the sales leader to ensure understanding and effective implementation of the sales strategy for designated segments.
- Assists in developing, implementing, and maintaining an aggressive solicitation program to increase business.
- Partners with the management team to create and implement a sales plan aimed at addressing revenue, customer needs, and market opportunities for the segment.
- Aids in developing and executing both internal and external promotions.
Maximizing Revenue
- Provides positive leadership to ensure maximum revenue potential by exemplifying personal booking goals.
- Recommends booking goals for sales team members.
Managing Sales Activities
- Approves space release for catering to maximize revenue in the absence of a Business Evaluation Manager.
- Participates in sales calls with team members to acquire new business and/or close deals.
- Executes and supports operational aspects of business bookings, including generating proposals, writing contracts, and managing customer correspondence.
Analyzing & Reporting on Sales and Financial Data
- Utilizes sales systems to analyze market information and implement strategies to meet the property’s financial room and catering objectives.
- Assists Revenue Management in completing accurate six-period projections.
- Reviews sales and catering guest satisfaction results to pinpoint areas needing improvement.
Ensuring Exceptional Customer Service
- Displays leadership in guest hospitality and customer service to create a positive example for guest relations.
- Engages with guests to gather feedback on product quality and service performances.
- Meets with guests during pre- and post-convention meetings to obtain feedback regarding product quality, service execution, and overall satisfaction.
- Empowers employees to provide outstanding customer service.
- Observes service behaviors of employees and provides actionable feedback to individuals or managers.
- Incorporates guest satisfaction metrics as a focal point in department meetings, aimed at continuous improvement.
- Ensures a customer recognition program is effectively implemented throughout the sales department.
- Facilitates adherence to the company’s Customer Service Standards and the property’s Brand Standards.
- Participates in daily service basics aligned with the brand ethos.
- Provides exemplary customer service to enhance customer satisfaction and loyalty by addressing customer needs, ensuring satisfaction before and during events.
- Understands the property’s primary target customer and their service expectations to effectively meet and exceed their business needs during their events.
Building Successful Relationships
- Develops and manages relationships with essential internal and external stakeholders.
- Works collaboratively with off-property sales channels to ensure that property needs are met and sales efforts are complementary.
- Coordinates with Human Resources, Engineering, and Loss Prevention teams to ensure compliance with local, state, and federal regulations.
- Attends customer events, trade shows, and sales missions to strengthen relationships with Global Sales Organization (GSO) Managers and customers.
