Account Sales Executive

Job description

POSITION SUMMARY

The position is accountable for proactively soliciting and handling sales opportunities. Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal sales goals.

Promote awareness of brand image internally and externally. Use sales techniques that maximize revenue while maintaining existing guest loyalty to Marriott. Recognize opportunities to up-sell the customer and sell enhancements to create a better Marriott experience or event. Answer guest questions about property facilities/services. Receive, record, and relay messages accurately, completely, and legibly.

Follow all company policies and procedures; ensure uniform and personal appearance are clean and professional; maintain confidentiality of proprietary information; protect company assets. Develop and maintain positive working relationships with others; support team to reach common goals; listen and respond appropriately to the concerns of other employees. Comply with quality assurance expectations and standards. Move, lift, carry, push, pull, and place objects weighing less than or equal to 10 pounds without assistance; stand, sit, or walk for an extended period of time. Perform other reasonable job duties as requested by Supervisors.

 

The Account Sales Executive will execute the overall account strategy for prospective accounts to generate and maximize business for the property.  Overall, the position is accountable for the following:

Account Management

·  Develop and implement the overall account strategy for assigned accounts.  Execute sales strategy to achieve property goals.
·  Retain, expand and grow account revenue of existing accounts through total account penetration, margin management, and implementation of sales and marketing initiatives.  Penetrate assigned accounts for group and transient, as well as exploring opportunities for extended stay and catering sales business.  Maintain current business Accounts for new business within accounts.
·  Identify and aggressively solicit new accounts to grow transient and group business.
·  Gain understanding of the hotel’s primary target customer and service expectations; serve the customer by understanding their business, business issues and concerns, to offer better business solutions both prior to, and during the program/event.
·  Develop and implement strategic sales plans. Execute designated sales strategies to develop and solicit specific accounts to achieve revenue goals.
·  Collaborate and engage third parties that are sourced through the organization for their individual travel or group planning needs.
·  Serve as the account’s “local service guarantee” by ensuring that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction. 
·  Build and strengthen Accounts with existing and new customers, industry organizations and brand network to enable future bookings. Activities include sales calls and teleprospecting etc
·  Submit weekly report of previous week’s sales calls to management team
·  Understand the overall market dynamics - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell to assigned accounts. Act as the customer’s advocate through understanding account needs and opportunities.  Identify emerging business opportunities and risks within assigned accounts and provide feedback to key stakeholders (i.e. property Leadership). 
·  Conduct and coordinate site inspections for hotels, as required. 
·  Establish and maintain accurate and up-to-date customer, account information/database using call cards etc
·  Execute and support Marriott’s Customer Service Standards and hotel’s Brand Standards. 
·  Serve the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a Account and loyalty to Marriott International.
·  Perform other duties, as assigned, to meet business needs

Operational Excellence

·  Achieve account revenue and sales goals as defined by Leadership. 
·  Leverage methodologies, technical and business knowledge across the market. 
·  Anticipate and identify business opportunities and challenges and respond with a profitable strategy that aligns with overall business direction. 
·  Increase local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.
·  Engage in property related events that support the development of existing and new accounts

 

PREFERRED QUALIFICATIONS

Education:                               Associate's Degree in related field

Related Work Experience:      At least 2 years of related work experience.

Supervisory Experience:         At least 1 year of supervisory experience.

 

 

Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.

At Courtyard, we’re passionate about better serving the needs of travelers everywhere. It’s what inspired us to create the first hotel designed specifically for business travelers, and it’s why the Courtyard experience today empowers our guests, no matter the purpose of their trip. We’re looking for achievers who are passionate about providing a guest experience that goes above and beyond, enjoy being part of a small yet ambitious team, and love learning how to always improve – all while having fun.

In joining Courtyard, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin  your purpose,  belong  to an amazing global​ team, and  become  the best version of you.