Sr. Sales Executive, Travel Industry CALA Market Sales (West coast based)

JOB SUMMARY

 

Provides account management support for domestic retail travel agencies focused on leisure business, located in top source markets that buy locally within the market. Partners with key Sales teams (i.e. Global Sales Organization) to verify the pull through of intermediary "segment" strategies and tools in the market, as appropriate. Develops strategic relationships with key segment buyers with the purpose of penetrating and growing local market share and driving revenue to hotels within the organization.

 

CANDIDATE PROFILE 

 

Education and Experience

 

Required:

• High school diploma or GED; 2 years experience in the sales and marketing, guest services, front desk, or related professional.
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 bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management.

• Lodging sales experience.

• Account management experience.

 

CORE WORK ACTIVITIES

 

Managing Sales Activities

• Retains, expands and grows account revenue through account growth, margin management and implementation of sales and marketing initiatives in the key buying locations.

• Partners with key Sales teams (i.e. Global Sales Organization (GSO)) to verify the pull through of intermediary segment strategies and tools in the market.

• Leverages appropriate corporate (e.g., GSO, Marketing) and market resources (e.g. property leadership) to establish pull-through and sustainment of account strategies and selling solutions at the local property level.

• Achieves local account revenue and sales goals as defined by Market leadership. Develops and achieves operating budgets and manages controllable expenses.

• Leverages methodologies, technical and business knowledge across the market.

• Anticipates and identifies business opportunities and challenges and responds with a profitable strategy that aligns with overall business direction.

• Increases local penetration of high potential accounts to optimize demand across all brands and satisfy important property needs.

• Leverages all available sales channels (e.g., industry trade shows/events, GSO, property sales teams, etc.) in an effort to optimize sales revenues.

• Performs other duties, as assigned, to meet business needs.

 

Managing Leisure Sales Activities

• Focuses on leisure opportunities from retail travel agencies.

• Partners with Global Account Executives that manage Travel Management Company (TMC) & Consortia relationships (e.g. AmEx, Carlson) to pull through leisure business from local branches.

• Works with Regional Marketing teams on market-level and property-specific strategies and initiatives. Pulls-through existing national and regional promotions with travel agency customers.

• Partners with regional team to help implement the market’s leisure strategy at key buying locations. Verifies local market strategy is in alignment with the overall account goals.

• Gains expertise in resort amenities (e.g. Golf, Spa), ‘new package offerings’ and market promotions; promotes offerings with local buyers.

• Develops complete understanding of Marriott’s value proposition to the travel agency market and all associated programs and services

• Partners with Senior Account Executive (SAE), Travel Industry Wholesale to pull through business within launch market and sustain selling solutions at the property level.

• Understands competitive market set and economic environment in order to position hotels appropriately during sales process.

• Attends appropriate trade shows, travel agency shows, and retail agency events.

• Assists with business for other source markets on behalf of travel agency customers, as a value-added service.

• Focuses on leisure transient and group opportunities from retail travel agencies.

 

Building Successful Relationships

• Serves as account’s “local service guarantee” by verifying that outstanding service delivery is maintained at every customer touch point, issues are resolved timely and to the customers’ 100% satisfaction.

• Creates strong partnerships between field and corporate by maintaining a productive dialogue and exchange of ideas.

• Acts as the customer advocate through understanding the account needs and opportunities.

• Identifies emerging business opportunities and risks in the market to determine strategic Sales and Marketing implications and provides feedback to key sta