Sales & Events Executive

POSITION SUMMARY

As the local on property sales contact for customers the Sales Manager is responsible for proactively soliciting and handling all revenue-related opportunities within the Corporate/Business Travel segment (group catering transient). Actively up sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Ritz-Carlton Operating Standards to maintain brand integrity.

RESPONSIBILITIES

BUSINESS RESULTS

Sales & Revenue Management

• Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Director of Sales & Marketing. Identifies revenue opportunities for the hotel based on the event profile.
• Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
• Exceeds company minimum standards with the ShopTalk sales process and acts as a mentor for others within this area.
• Understands the overall market in which they sell - competitors strengths and weaknesses economic trends supply and demand etc.
• Builds and strengthens relationships with existing and new customers to include sales calls entertainment FAM trips etc. Conducts customer site inspections
• Excels at proactive selling. Targets key accounts markets or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies qualifies and solicits new business to achieve personal and hotel revenue on accounts with larger potential sales revenue.
• Responds to incoming inquiries within their market segment.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Creates sales contracts as required.
• Comprehends budgets as needed to assist in the financial management of department. Understands the impact of departments role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals.

Guest Satisfaction

• Ensures a high level of customer satisfaction and builds long terms mutually beneficial customer relationships to support future revenue growth.
• Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
• Makes presence known to customer at all times during this process. Greets customer during the event phase and hands-off to the catering & conference services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
• Displays leadership in guest hospitality and ensures consistent high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations create loyalty and leads to increased market share.
• Sets a positive example for guest relations.
• Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.
• Empowers ladies and gentleman to provide excellent customer service. Ensures ladies and gentleman understand expectations and parameters.
• Reviews comment cards and guest satisfaction results with leaders. Participates in the development and implementation of corrective action plans.
• Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
• Utilizes OPERA Sales & Catering to capture and manage customer information on a daily basis.

Leadership

applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

• Demonstrates commitment to The Ritz-Carlton operating principles and philosophies.
• Holds self and others accountable for achieving results.
• Addresses conflict in a timely manner.
• Contributes to team results.
• Deals with change effectively.
• Makes decisions including employees/team and commits to a course of action with available information.

Building Relationships

eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.

• Treats people fairly with dignity and respect.
• Works to meet goals in a manner that does not disadvantage other employees or groups.
• Demonstrates business ethics and personal integrity i.e. is widely trusted; is seen as a direct truthful individual.
• Listens and responds to others.
• Is interested in others views even if they counter own views.

Managing Work Execution

proactively ensures that others have the accountability authority and resources necessary to both manage work execution and drive for results.

• Adheres to all standards policies and procedures (SOPs etc.).
• Effectively uses sales resources and administrative/support staff.
• Approaches work with a sense of urgency and purpose.
• Allocates time and resources effectively when faced with competing demands.
• Overcomes obstacles to accomplish challenging objectives.
• Follows through on inquiries requests and complaints.
• Fulfills a minimum of 25 contacts per week in the form of calls to the clients establishment 15 contacts per week in the form of telemarketing/prospecting and 2 contacts in the form of on-site entertainment and site-inspections.

Generating Talent

proactively identifies and develops talent within the organization.

• Discusses problems immediately with others before they are forgotten or get out of control.
• Actively pursues self development.
• Explains own rationale and thought processes to help employees improve their skills.

Organizational Learner

actively pursues learning and self-development to enhance personal professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

• Acts independently to improve and increase skills and knowledge.
• Demonstrates an awareness of personal strengths and areas for professional improvement.
• Shares learnings innovations and best practices with others.
• Is willing to learn from others.
• Performs all technical/procedural requirements of the job.

PROFILE

• Must have (1) years of progressive sales experience.
• Previous experience in the hospitality industry preferred; experience selling luxury brands and experiential services preferred.

Education or Certification

• High School/College degree preferred

Skills and Knowledge

• Fluent in Arabic language an advantage.
• Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio.
• Possesses software knowledge (Microsoft Office etc).
• Possesses systems knowledge (OPERA Sales & Catering).Must be able to Knock on doors to get the business
• Knows how to conduct research on the Internet.
• Weekly prospecting and soliciting goals
• Uncovering new customers (Local and social)
• Effective sales skills to up-sell products and services
• Ability to manage guest room and meeting space inventories
• Broad understanding of facility management (sanitation maintenance operations)
• Strong customer development and relationship management skills
• Knowledge of overall hotel operations as they affect department
• Knowledge of Event Technology products and services
• Knowledge of contract management and legalities
• Strong communication skills (verbal listening writing)
• Strong problem-solving skills
• Strong customer and associate relation skills
• Strong presentation and platform skills
• Strong organization skills
• Strong Closing skills
• Strong persuasion skills
• Effective decision making skills

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