W Hotels' mission is to Ignite Curiosity, Expand Worlds. We are a place to experience life. We're here to open doors and open minds. We are constantly inspired by new faces and new experiences. A tuned-in, up-for-anything spirit is at our core and has made us renowned for reinventing the norms of luxury around the globe. Whatever/Whenever is our culture and service philosophy that brings our guests' passions to life. If you are original, innovative, and always looking towards the future of what's possible, welcome to W Hotels. In joining W Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work,? begin your purpose, belong to an amazing global? team, and become the best version of you.
JOB SUMMARY
Responsible for proactively soliciting and managing group/catering related opportunities, with a particular focus on the MICE segment (Meetings, Incentives, Conferences and Exhibitions). Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal individual sales and team revenue goals.
CORE WORK ACTIVITIES
With support from the Director of Sales, primary responsibilities for the Sales Manager - MICE include:
Building Successful Relationships that Generate Sales Opportunities
* Works collaboratively with off-property sales channels to ensure 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, site inspections, entertainment, FAM trips, trade shows, etc.
* Develops relationships within community to strengthen and expand customer base for sales opportunities.
* Manages and develops relationships with key internal and external stakeholders.
* Provides accurate, complete and effective turnover to Event Management.
Managing Sales Activities
* Participates in sales calls with members of sales team to acquire new business and/or close on business.
* Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
* Utilizes intranet for resources and information.
Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue
Providing Exceptional Customer Service
* Supports the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
* Provides excellent customer service in order to grow share of the account.
* Executes and supports the company's customer service standards and property's brand standards.
* Sets a positive example for guest relations.
* Interacts with guests to obtain feedback on product quality and service levels.
* Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
* Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution prior to, during and after group/event.
Additional Responsibilities
Performs other duties, as assigned, to meet business needs.
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 company's 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.
o Communications and Media - Knowledge of media production, communication, and dissemination techniques and methods. This includes alternative ways to inform and entertain via written, oral, and visual media.
o Devising 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.
o Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
o Sales Call Facilitation - Ensuring that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customers' cues.
o Sales Coaching - Providing timely coaching, guidance, and feedback to help others excel on the job and meet key accountabilities.
o Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
o Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
o Sales 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.
o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
o Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
o Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
o Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents.
o Writing - Communicates effectively in writing as appropriate for the needs of the audience.
Marriott International is an equal opportunity employer. We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law.
W Hotels' mission is to Ignite Curiosity, Expand Worlds. We are a place to experience life. We're here to open doors and open minds. We are constantly inspired by new faces and new experiences. A tuned-in, up-for-anything spirit is at our core and has made us renowned for reinventing the norms of luxury around the globe. Whatever/Whenever is our culture and service philosophy that brings our guests' passions to life. If you are original, innovative, and always looking towards the future of what's possible, welcome to W Hotels. In joining W Hotels, you join a portfolio of brands with Marriott International. Be where you can do your best work,? begin your purpose, belong to an amazing global? team, and become the best version of you.
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