Sales Manager MICE

JOB SUMMARY
Responsible for proactively soliciting and managing group and transient sales opportunities. Manages the hotels segment sales effort. Actively up-sells each business opportunity to maximize revenue opportunity. Manages daily activities related to group and transient 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.

The Sales Manager will bring strong business to the Hotel through sourcing negotiating and winning MICE Sales Accounts to generate effective revenue.

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 bachelors 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 (e.g. territory sales company sales) 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 to strengthen and expand customer base for group and transient sales opportunities.
Manages and develops relationships with key internal and external stakeholders.
Provides accurate complete and effective turnover to Event Management.
Maintain regular contact with the Marriott Sales Offices where appropriate submit sales leads within the Marriott network.

Conducting Daily Sales Activities that Achieve Department Goals
Responds to incoming group and transient opportunities for the property that are outside parameters of the Event Booking Center.
Manages departmental budget including group and transient sales.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Uses sales resources and administrative/support staff 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.
Organize and report weekly sales call plan and weekly entertainment plan to Director of Sales.

Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue
Identifies new group and transient 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 propertys 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 and Catering departments.

Providing Exceptional Customer Service to all Guests and Customers
Supports customer loyalty to company by delivering service excellence throughout each customer experience.
Sign guests to SPG and SPG Pro loyalty program.
Services our customers in order to grow share of the account.
Executes and supports customer service standards and propertys 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 customers 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.
Establish a regular core pattern for meeting with principals of target markets and conduct site inspections within the Hotel.
Creates contracts as required.
Participates in and practices daily service basics of the brand.
Input all data in ISAC system for appropriate account management follow up and tracing.

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 companys 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.
oDevising 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.
oSales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers cues.
oSales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
oSales 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.
oBasic Computer Skills - Uses basic computer hardware and software (e.g. personal computers word processing software Internet browsers etc.).
oMathematical Reasoning - Demonstrates ability to add subtract multiply or divide quickly correctly and in a way that allows one to solve work-related issues.
oOral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
oReading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
oWriting - Communicates effectively in writing as appropriate for the needs of the audience.

Client Satisfaction
enthusiastic positive helpful and respectful client communication ensuring precise and effective information transfer.
client queries within 24 hours of initial contact and follow up within 24 hours of sending proposals.
Ensure recovery calls are dealt with in appropriate manner

To summarise it is not the intention of this Job Description to limit the scope or responsibilities of the above-mentioned but to highlight the most important aspects of your position. It is essential that all associates are committed to their jobs and the success of the enterprise and maintain a willingness to accept total flexibility of jobs and duties throughout the hotel.