Business Development Manager - Account Sales

JOB SUMMARY

The Business Development Manager is responsible for achieving outbound call, new account and opportunity generation goals of the Sales Office. A key focus of the job is to call potential new accounts and re-solicit past business to achieve and/or exceed targeted business development activity and opportunity development objectives. Additionally, the incumbent will ensure an accurate and timely lead turn over to the Large Group, Core Group and/or Select Service & Extended Stay Group and Catering teams in the Sales Office and/or Account Executives after converting cold leads to warm leads. This position supports Marriott’s Sales & Marketing vision and drives customer loyalty by delivering excellent customer service with each customer interaction.

 

CANDIDATE PROFILE

 

Education and Experience

 

• High school diploma or GED; 2 years’ experience in the guest services, front desk, sales and marketing, management operations, or related professional area.

OR

• 2-year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major.

 

Preferred:

• 4 year college degree.

• Previous experience in proactive lead generation required.

• Knowledge of property-specific business segments (e.g. group, catering, transient).

• Knowledge of Marriott and hospitality industry.
 

 

CORE WORK ACTIVITIES

 

Conducting Sales and Marketing Activities

• Achieves outbound calling and ensure customer satisfaction.

• Proactively solicit potential new accounts or business opportunities by leveraging business intelligence from Sales & Marketing Planning and Support and from third-party data sources to generate leads.

• When appropriate, proactively identifies and solicits new business opportunities and contacts.

• Re-solicits non-managed realized opportunities including Turndowns, lost opportunities and actualized

• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell against them.

• Builds and maintains rapport with customers throughout the sales process.

• Effectively presents market hotel benefits and features based on customer needs.

• Utilizes negotiation skills and creative selling abilities to uncover new business.

• Works collaboratively with the Large Group, Core Group and Select Service & Extended Stay Group and Catering teams in the Sales Office and Area Sales teams to ensure that sales efforts are coordinated, complementary, and not duplicative.

• Establishes and maintains complete and up-to-date lead information on each account in SFAWeb|CI to ensure accurate reporting.

• Processes all leads and responds to customer inquiries in a timely manner.

• Effectively qualifies and maintains customer’s long-term business potential and refer customers to market, field, hotel or national sales office, as required.

• Keeps appropriate parties informed of trends, opportunities, market changes, as needed.

• Verifies accurate and timely lead turnover to Area Sales and/or the Sales Office teams.

• Effectively handles customer care issues and as necessary, refer them to the appropriate owner.

• Understand and actively utilize company marketing initiative/incentives to convert cold leads to warn leads.

• Effectively leverage other Sales Office resources and administrative/support staff to achieve personal and team related revenue goals.

• Perform consistently in the areas of sales, meeting production goals each period/quarter/annually.

• Effectively manages outbound lead merchandising along with associated booking fee.

• Solicits and processes all leads that come from non-deployed reader board accounts

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

 

California Applicants Only: The pay range for this position is $26.43 to $55.44 per hour.

Colorado Applicants Only: The hourly pay range for this position is $26.43 to $50.39.

Hawaii Applicants Only: The pay range for this position is $31.98 to $55.44 per hour.

New York Applicants Only: The pay range for this position is $26.43 to $55.44 per hour.

Washington, D.C. Applicants Only: The salary range for this position is $29.07 to $50.39 annually.

Washington Applicants Only: The hourly pay range for this position is $26.43 to $55.44. In addition, the position is eligible for a quarterly bonus. Employees will accrue 0.04616 PTO balance for every hour worked and eligible to receive minimum of 7 holidays ann