Description
JOB SUMMARY
ホテルの売上目標トップライン収益の達成に向けて担当ホテルのあらゆるビジネスセグメントに対し積極的な営業活動を行い新規案件の獲得を推進しますこれには中小企業アカウントからの新規ビジネス開拓新規顧客の発掘新たなターゲット市場の特定過去の見込み顧客への再アプローチが含まれます
また担当ホテルのBTBusiness Transient: 出張法人宿泊市場における料金戦略に重点を置きます担当ホテルにおいては館内営業活動Internal Miningの調整および実行を通じてホテルを支援します
ホテルのリーダーシップチームと連携し市場競争力を維持するための営業戦略の策定実施を支援しますまた営業活動を通じて新規ビジネスを創出するとともに競合他社の最新情報をリアルタイムで共有し競争優位性の確保に貢献します
レポートラインはプロパティセールスリーダーASL または DOS/DOSMとなりホテル総支配人General Managerと密接に連携しながら主に営業活動を中心とした業務を担当します
必要に応じてローカルセールスチームおよび米国アカウントセールスGSOGlobal Sales Organizationチームと協力し重点ターゲットアカウントからの売上拡大を推進しますさらに担当市場における特別法人契約Special Corporate Businessの最大化にも取り組みます
Drives revenue to achieve Hotels 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 coordinating 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
学歴経験 必須要件
以下のいずれかを満たすこと
①
または
②
Education and Experience
Required:
High school diploma or GED; 2 years experience in the sales and marketing guest services front desk or related professional area.
OR
2-year degree from an accredited university in Business Administration Marketing Hotel and Restaurant Management or related major; no work experience required.
Preferred:
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.
主な職務内容CORE WORK ACTIVITIES 営業活動の管理Managing Sales Activities
CORE WORK ACTIVITIES
Managing Sales Activities
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.
Assist Property Sales Leader in identifying share shift targets.
Ensures effective and efficient funnel management through available systems and collaborating with Multi-Hotel Sales.
Manages daily Status Change reports to help close on hotel business.
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.
Provides property support by coordination and executing property internal mining efforts to assigned hotels
Solicits new business from non-deployed small business accounts reader boards and leads sent through internal referral mechanisms.
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.
Utilizes internal lead referral tools (e.g. eProspecting Portal) to solicit new business opportunities and contacts.
Ensure Hotel has property lead generation program to identify new business.
Re-solicits non-deployed realized opportunities including turndowns lost opportunities and actualized business when appropriate.
Drives customer satisfaction through daily interactions (e.g. solicitations re-solicitations account calls site inspections new business calls face to face activities etc.).
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.).
Conducts site inspections for customer accounts as appropriate.
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.
Qualifies and maintains customers long-term business potential and refers customers to market field hotel or national sales office as required.
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.
Leverages MI Leads for Out of Org Non-Deployed Accounts.
Presents stakeholder hotel benefits and features based on customer needs.
Understands and utilizes all business processes written in support of the sales organization.
Utilizes negotiation skills and creative selling abilities to uncover new business.
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.
Understands the overall market (e.g. competitors strengths and weaknesses economic trends supply and demand etc.) to sell effectively against the competition.
Communicates trends opportunities and market changes to appropriate parties as needed.
Leverages all available sales channels (e.g. group and transient intermediaries field sales worldwide reservation offices etc.) to optimize sales revenues.
Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads.
Tracks weekly activities and relationship to revenue and room night production.
Sets day-today priorities to complete assigned responsibilities
Actively participates and contributes to Sales Strategy Meetings as appropriate.
Adjusts to significant variation in daily workload through independent prioritization.
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.
Activate local tactics for deployed accounts to pull-through local buyer needs. Communicate best practices for generating creative revenue opportunities.
Performs other duties as appropriate.
主な職務内容CORE WORK ACTIVITIES 良好な顧客関係の構築Building Successful Relationships
Building Successful Relationships
Leverage deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share.
Participates in community and hotel networking events (e.g. Rotary Clubs RI Social Hours Chamber of Commerce etc).
Visits neighborhood target and local small business accounts and coordinate follow up efforts.
Coordinates with Property Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.
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.
Handles customer care issues and as necessary refers them to the appropriate owner.
Supports the companys service and relationship strategy driving customer loyalty by delivering service excellence throughout each customer experience.
Services customers to obtain and grow share of the account.
Executes and supports the companys customer service standards.
Engages in property related events that support the development of new accounts (e.g. General Manager (GM) Reception Concierge Level hospitality etc.).
Performs other duties as assigned to meet business needs.
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 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.
Required Experience:
IC
Employment Type : Full-Time
Experience: years
Vacancy: 1
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