Responsible for proactively soliciting business for Aloft Al Ain Hotel. This position is accountable for proactively soliciting and managing Transient/Group/Catering/Long Stay related opportunities within assigned segments, industries and territories with significant revenue potential. Aligns customer profile with the appropriate product. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow the account on behalf of Marriott International.
SCOPE / BUSINESS CONTEXT
Full Time position
Number of Direct Reports - 0
Titles of Direct Reports – 0
1 year previous experience within a Sales Department
Sales and co-ordination experience with relevant comparable market
Strong administrative and interpersonal skills
Understanding of sales data and its use
Proven record of sales achievement
Keyboard skills and computer input
Skills and Knowledge
Good selling skills and understanding of sales processes; can bring a sale to closure
Possesses excellent telephone sales skills
Good customer development and relationship management skills
Knowledge of all Marriott Lodging products, cultures and brand strategies
Basic understanding of need time strategy as developed by Revenue Management
Knowledge of contractual agreements and legal implications
Knowledge of food trends, food and beverage composition and menu planning
Good sales skills to upsell products and services
Ability to manage and balance group and local business
Basic Knowledge of group business
Ability to implement successful sales strategies for multiple properties
Knowledge of operations and associated challenges for all brands
Effective decision making skills
Ability to influence others
Good problem-solving skills
Strong communication skills (verbal, listening, writing)
Strong organization skills
Ability to use standard software applications and hotel systems including Opera, SFAWeb, One Source, NGS, Delphi, PMS, MARSHA etc.
Good analytical skills
Good negotiation skills
Strong customer and associate relation skills
Ability to develop and maintain relationships e.g., associates, customers, vendors
The following are specific responsibilities and contributions critical to the successful performance of the position:
Works collaboratively with off-property sales channels (e.g., Event Booking Center, GSO, Market Sales, Strategic Accounts etc.) to ensure sales efforts are coordinated, complementary and not duplicative.
Targets special corporate, group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
Manages group/catering opportunity and/or partners with group/catering counterpart to effectively manage the business opportunity.
Responds to incoming group/catering opportunities for the hotel that are outside parameters of the Event Booking Center / Reactive Sales.
Handles all opportunities if hotel does not participate in an EBC/Reactive Sales set up.
Identifies, qualifies and solicits new special corporate/group/catering business to achieve personal and each hotel’s revenue goals.
Focuses efforts on special corporate/group/catering accounts with significant potential sales revenue.
Handles complex business with significant revenue potential as well as significant customer expectations.
Develops effective Special corporate/group/catering sales plans and actions.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
Closes the best opportunities based on market conditions and individual property needs.
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Utilizes Marriott Global Source for resources and information (e.g., Training Energizers, etc.).
Leverages available eTools (e.g., eRooming Lists, eProposals, Passkey, etc.).
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Develops relationships within community to strengthen and expand customer base for special corporate/group/catering sales opportunities.
Manages and develops relationships with key internal and external stakeholders.
Uses sales resources and administrative/support staff.
Conducts site inspections.
Creates contracts and supports Reactive Sales as required.
Supports brand’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 brand’s Customer Service Standards and hotel’s Brand Standards.
Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contracts, customer correspondence).
Participates in and practices daily sales and service basics of the brand.
Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
Performs other duties as assigned to meet business needs.
Performs other related tasks as assigned by management.
Complies with Marriott International Hotels Limited Regional Office policies and procedures.