Ejecutivo de Ventas

Job description

JOB SUMMARY

Responsible for proactively soliciting and managing group and catering sales opportunities. Manages the hotel’s segment sales effort. Actively up-sells each business opportunity to maximize revenue opportunity. Manages daily activities related to group and catering sales objectives. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow the account on behalf of the company.

CANDIDATE PROFILE

Education and Experience

· 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 4 years experience in the sales and marketing or related professional area.

OR

· 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

CORE WORK ACTIVITIES

Building Successful Relationships that Generate Sales Opportunities

· Works collaboratively with off-property sales channels to ensure group and transient sales efforts are coordinated, complementary and not duplicative.

· Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

· Develops relationships within community and existing customers to strengthen and expand customer base for group and catering sales opportunities.

· Manages and develops relationships with key internal and external stakeholders.

· Provides accurate, complete and effective turnover to Event Management.

Conducting Daily Sales Activities that Achieve Department Goals

· Responds to incoming group and catering opportunities for the properties.

· Manages departmental budget, including group and catering sales.

· Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

· Uses sales resources effectively.

· Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

· Conducts data analysis and sharing of information on market conditions, competitors, client and industry changes, economic forecasts and trends.

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue

· Identifies new group and catering business to achieve personal and property revenue goals.

· Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

· Closes the best opportunities for the property based on market conditions and property needs.

· Monitors same day selling procedures to maximize room revenue and control property occupancy.

· Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

· Maximizes total hotel revenue by working closely with Rooms, Events and Banquet departments.

Providing Exceptional Customer Service to all Guests and Customers

· Supports customer loyalty to company by delivering service excellence throughout each customer experience.

· Services our customers in order to grow share of the account.

· Executes and supports customer service standards and property’s brand standards.

· Provides excellent customer service consistent with the daily service basics of the brand.

· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

· Partners with Event Management and/or Operations in providing a customer experience that exceeds the customer’s expectations.

· Sets a positive example for guest relations.

· Interacts with guests to obtain feedback on product quality and service levels.

· Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.

· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

· Serves 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 relationship and loyalty to company.

Additional Sales and Marketing Responsibilities

· Utilizes intranet for resources and information.

· Conducts site inspections.

· Creates contracts as required.

· Participates in and practices daily service basics of the brand.

MANAGEMENT COMPETENCIES

Leadership

· Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace.

· Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.

· Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares

information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose

a course of action.

· Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first

impression and represents the company in alignment with its values.

Managing Execution

· Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of

goals.

· Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates,

focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond

what is required.

· Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and

arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

· Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational

goals and lasting relationships.

· Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions

consistent with the company’s service standards.

· Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives;

utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability

· Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes

to best fit the needs and/or support the goals of an organizational unit.

· Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others.

Business Acumen - Understands and utilizes business information to manage everyday operations.

Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct.

Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities; taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.

Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers’ cues.

Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.

Sales Opportunity Analysis - Understanding and utilizing economic, financial, industry, and organizational data; accurately diagnosing customers’ business strengths, weaknesses, and key issues that can inform sales strategies and plans. 

Basic Competencies - Fundamental competencies required for accomplishing basic work activities.

Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing

software, Internet browsers, etc.).

Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.

Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.

Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related

documents.

Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Nota: pasaporte y VISA vigente indispensable debido a la necesidad del puesto. 

 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.

Marriott Hotels strive to elevate the art of hospitality, innovating at every opportunity while keeping the comfort of the oh-so-familiar all around the globe. As a host with Marriott Hotels, you will help keep the promise of “Wonderful Hospitality. Always.” by delivering thoughtful, heartfelt, forward-thinking service that upholds and builds upon this living legacy. With the name that’s synonymous with hospitality the world over, we are proud to welcome you to explore a career with Marriott Hotels. In joining Marriott Hotels, 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.

JW Marriott is part of Marriott International's luxury portfolio and consists of more than 100 beautiful properties in gateway cities and distinctive resort locations around the world. JW believes our associates come first. Because if you’re happy, our guests will be happy. JW Marriott associates are confident, innovative, genuine, intuitive, and carry on the legacy of the brand’s namesake and company founder, J.Willard Marriott. Our hotels offer a work experience unlike any other, where you’ll be part of a community and enjoy true camaraderie with a diverse group of co-workers. JW creates opportunities for training, development, recognition and most importantly, a place where you can pursue your passions in a luxury environment with a focus on holistic well-being. Treating guests exceptionally starts with the way we take care of our associates. That’s The JW Treatment™. In joining JW Marriott, 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.