Sales Executive

Job description

Additional Information Hybrid/Remote requiring regular property visits Job Number 23012111 Job Category Sales & Marketing Location The Westin Los Angeles Airport, 5400 West Century Boulevard, Los Angeles, California, United States VIEW ON MAP Schedule Full-Time Located Remotely? N Relocation? N Position Type Management JOB SUMMARY Drives revenue to achieve Hotel\u2019s topline goals for each of their represented hotels by proactively soliciting all business segments; to include new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. Focuses on properties BT Pricing strategy. Provides property support by coo dinating and executing property internal mining efforts at assigned hotels. Partners with Leadership to ensure competitive sales strategies are in place for the hotel and stay competitive within the market by aligning on sales activities to generate business and communicate real-time competitor intel. Reports directly to Property Sales Leader (ASL or DOS/DOSM) and works closely with the hotel General Managers, focuses on sales driven tasks. May work with Local Sales and U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented market place. CANDIDATE PROFILE Education and Experience Required: \u2022 High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional area. OR \u2022 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required. Preferred: \u2022 4-year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of property-specific business segments (e.g. group, catering, transient); knowledge the hospitality industry. CORE WORK ACTIVITIES Managing Sales Activities \u2022 Works with Property Sales Leader (ASL or DOS/DOSM) in identifying the top accounts of each stakeholder hotel, determine account deployment structure, identify key buyers within each account, and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels. \u2022 Assist Property Sales Leader in identifying share shift targets. \u2022 Ensures effective and efficient funnel management through available systems and collaborating with Multi-Hotel Sales. \u2022 Manages daily Status Change reports to help close on hotel business. \u2022 May work with Local Sales, U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented market place. \u2022 Provides property support by coordination and executing property internal mining efforts to assigned hotels \u2022 Solicits new business from non-deployed small business accounts, reader boards, and leads sent through internal referral mechanisms. \u2022 Solicits potential new accounts or business opportunities by leveraging business intelligence provided by Sales & Marketing Planning and Support or other third-party data sources to generate leads. \u2022 Utilizes internal lead referral tools (e.g., eProspecting Portal) to solicit new business opportunities and contacts. \u2022 Ensure Hotel has property lead generation program to identify new business. \u2022 Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate. \u2022 Drives customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, account calls, site inspections, new business calls, face to face activities, etc.). \u2022 Conducts customer facing sales activities on behalf of the hotels in partnership with Property Coordinator/Resource as appropriate. (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) Activities, etc.). \u2022 Conducts site inspections for customer accounts as appropriate. \u2022 Maintains complete and up-to-date lead information on each account in CI/TY SFA Web and EMPOWER to verify accurate reporting and customer base information. \u2022 Qualifies and maintains customer\u2019s long-term business potential and refers customers to market, field, hotel or national sales office, as required. \u2022 Verifies accurate and timely lead turnover to other Sales Channels and partners closely with the Multi-Hotel Sales to ensure qualified leads are entered into CI/TY SFAWeb. \u2022 Leverages MI Leads for Out of Org, Non-Deployed Accounts. \u2022 Presents stakeholder hotel benefits and features based on customer needs. \u2022 Understands and utilizes all business processes written in support of the sales organization. \u2022 Utilizes negotiation skills and creative selling abilities to uncover new business. \u2022 Uses all information systems (e.g., CI/TY SFA Web, MRDW, MarRFP-SAPP, Hoteligence, Account Relationship Management (ARM) to research the deployment and value of the accounts deemed important for stakeholder hotels. \u2022 Understands the overall market (e.g., competitors\u2019 strengths and weaknesses, economic trends, supply and demand etc.) to sell effectively against the competition. \u2022 Communicates trends, opportunities, and market changes to appropriate parties, as needed. \u2022 Leverages all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.), to optimize sales revenues. \u2022 Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads. \u2022 Tracks weekly activities and relationship to revenue and room night production. \u2022 Sets day-today priorities to complete assigned responsibilities \u2022 Actively participates and contributes to Sales Strategy Meetings as appropriate. \u2022 Adjusts to significant variation in daily workload through independent prioritization. \u2022 Drives revenue from local non-deployed accounts for the hotels the Sales Executive represents by proactively soliciting new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. \u2022 Activate local tactics for deployed accounts to pull-through local buyer needs. Communicate best practices for generating creative revenue opportunities. \u2022 Performs other duties as appropriate. \u2022 Building Successful Relationships \u2022 Leverage deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share. \u2022 Participates in community and hotel networking events (e.g., Rotary Clubs, RI Social Hours, Chamber of Commerce, etc). \u2022 Visits neighborhood target and local small business accounts and coordinate follow up efforts. \u2022 Coordinates with Property Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas. \u2022 Works collaboratively with all sales channels (e.g. the Multi-Hotel Sales, Account Sales and Global Sales) to establish coordinated sales efforts that are complementary, and not duplicative. \u2022 Handles customer care issues and as necessary, refers them to the appropriate owner. \u2022 Supports the company\u2019s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience. \u2022 Services customers to obtain and grow share of the account. \u2022 Executes and supports the company\u2019s customer service standards. \u2022 Engages in property related events that support the development of new accounts (e.g., General Manager (GM) Reception, Concierge Level hospitality, etc.). \u2022 Performs other duties, as assigned, to meet business needs. The salary range for this position is $64,480.00 to $102,245.00 annually. This position offers health care benefits, flexible spending accounts, 401(k) plan, accrued paid time off (including sick leave where applicable), life insurance, disability coverage, other life and work wellness benefits and may include incentive compensation. Benefits and incentive compensation may be subject to generally applicable eligibility, waiting period, contribution, and other requirements and conditions. 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. Marriott International considers for employment qualified applicants with criminal histories consistent with applicable federal, state and local law. At Westin, we are committed to empowering the well-being of our guests by providing a refreshing environment, thoughtful amenities, and revitalizing programming to help ensure that they leave feeling better than when they arrived. We recognize that travel can be disruptive to our guests\u2019 well-being, and we\u2019re energized to assist as partners in helping them maintain control and soaring above it all while on the road. Everything we do is designed to help guests be at their best, and they appreciate our supportive attitude, anticipatory service and extensive knowledge on how to best assist them throughout their stay. We are looking for dynamic people who are excited to join the team and ready to jump into any situation to give a helping hand. If you\u2019re someone who has is positive, adaptable and intuitive, and has a genuine interest in the well-being of others around you, we invite you to discover how at Westin, together we can rise.