About the Role
This position is focused on providing total account management support for assigned property accounts. The key responsibilities include executing overall account strategies to generate and maximize business for the property, developing strong partnerships with buyers to increase market share, and driving sales from transient and group revenue. Depending on the size of the property, the role may also involve day-to-day supervision of Account Sales associates.
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Candidate Profile
Education and Experience
- High school diploma or GED; 2 years experience in sales and marketing, guest services, front desk, or a related professional area.
OR
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major; no work experience required.
Core Work Activities
Maximizing Revenue & Managing Profitability
- Develops and implements the overall account strategy for assigned accounts.
- Retains, expands, and grows account revenue through total account penetration, margin management, and sales and marketing initiatives.
- Explores opportunities for group, transient, extended stay, and catering sales business.
- Identifies and solicits new accounts in collaboration with colleagues.
- Develops and implements strategic sales plans.
- Builds and strengthens relationships with existing and new customers, industry organizations, and brand networks.
- Understands overall market dynamics—including competitors' strengths and weaknesses—and sells to assigned accounts.
- Identifies emerging business opportunities and risks within assigned accounts.
- Promotes accountability to drive superior business results, achieving account revenue and sales goals.
- Engages in property-related events to support the development of existing and new accounts.
Managing Sales Activities
- Executes sales strategy to achieve property goals.
- Maintains current business accounts for new business acquisition.
- Supports operational aspects of booked business, including generating proposals, writing contracts, and managing customer correspondence.
- Ensures accurate and up-to-date records in Opera Sales and Catering systems.
- Executes Customer Service Standards and hotel Brand Standards.
- Participates in daily service basics of the brand.
Building Successful Relationships
- Collaborates with third parties for individual travel or group planning needs.
- Acts as the account’s “local service guarantee,” ensuring outstanding service delivery and timely issue resolution.
- Leverages property leadership to implement account strategies at the local level.
- Works closely with Operations to ensure execution of strategies at the hotel.
Providing Exceptional Customer Service
- Understands the hotel’s primary target customers and service expectations.
- Acts as the customer’s advocate through understanding needs and opportunities.
- Resolves guest issues that arise during the sales process.
- Delivers exemplary customer service to enhance customer satisfaction and loyalty.
Additional Responsibilities
- Conducts and coordinates site inspections for hotels, as required.
- Performs other duties as assigned to meet business needs.
