Dual Sales Executive/Events Specialist

JOB SUMMARY

 

Drives revenue to achieve Hotel’s topline goals 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 property BT Pricing strategy. Provides property support by coordinating and executing property internal mining efforts. Partners with Leadership to verify 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. Coordinates and executes site inspections/visits for off-property sales managers. Acts as the on-property liaison for group sales within the pre-defined peak room parameters for Property Sales. Pulls through business booked by the Multi-Hotel Sales team, as well as achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity. Verifies business is turned over properly and in a timely fashion for quality service delivery. Serves as the liaison between the Multi-Hotel Sales and customer throughout the event process. Provides marketing support, in partnership with Shared Services Marketing team, for the hotel to drive revenue by fully leveraging marketing programs at the property that are integrated with the total hotel strategy. Reports directly to Area Sales Leader and works closely with the hotel General Manager. 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 marketplace.

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 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.

 

CORE WORK ACTIVITIES

 

Managing Sales, Marketing and Events Activities

• Works with Area Sales Leader to identify the top accounts of the 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 hotel.

• Assists Area Sales Leader in identifying share shift targets.

• Verifiess 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 and monitor group/event turnovers to be managed on property.

• Partners 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 marketplace, to achieve property revenue goals.

• Provides property support by coordinating 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.

• Verifies 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. (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) Activities, etc.).

• Prepares all sales and operational staff for upcoming site inspections.

• Coordinates and executes site inspections for all customer accounts as appropriate, including all site inspections/visits at the property for out-of-market and non-deployed accounts (includes site visits for Remote Senior Sales Executives and out-of-market Senior Accoun