Group Sales Leader – Eastern Canada (CSO) – Central Canada Sales Office

APPLY HERE

Job Number 19094702
Job Category Sales and Marketing
Location Central Canada Sales Office| 2425 Matheson Blvd. E.| Suite 100 |
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?

JOB SUMMARY

Directs the day-to-day operations for a team of group sales managers selling
for hotels at the 1-50 Group Sales peak room night parameters. Works in
partnership with the Sr. Director of the Canada Sales Office to maintain the
effectiveness| quality| and productivity of the opportunity management team.
Partners closely with the Market Sales team and hotels to successfully execute
the sales strategy by focusing on transactional excellence for customer
accounts served in the market. Handles incoming leads for group business|
aligns customer preferences with brand needs| and actively up-sells each
business opportunity to maximize revenues and drive customer loyalty.
Maintains knowledge of group transactions and a detailed understanding of
property operations| food and beverage| and planning. Builds and maintains
strong working relationships internally to enable cross-functional
communication and opportunity development.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 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; 2 years
experience in the sales and marketing or related professional area.

Preferred:

• 4 year college degree.

• Supervisory experience.

• Experience selling group business| either at a property or in a sales
office.

• Knowledge of property operations| Food and Beverage (F&B).

• Knowledge of the group sales process for all brands and how to close a sale.

• Team-based selling experience.

• Hospitality Management Degree.

CORE WORK ACTIVITIES

Managing Sales Activities

• Partners with Market Sales team and properties to execute sales strategies
and close group and catering business within the parameters handled by the
Group Sales teams within the Sales Office

• Manages and deploys sales resources to close the best opportunities for each
property based on market conditions and individual property needs.

• Manages the execution of activities to drive financial results| guest
satisfaction| human capital index| and market share.

• Interprets market data to assist team members execute group sales
strategies.

• Monitors transfer of accurate| complete| and timely information to Sales and
Event Management resources.

• Understands and uses property Event Satisfaction Survey (ESS) to analyze
opportunities for improved customer service.

• Identifies and implements improvements to drive continuous improvement in
ESS scores.

• Serves as an authority on sales processes and sales contracts.

• Implements process improvements and best practices.

• Works in partnership with Sr. Director| CSO and Revenue Management partners
to maintain proper pricing| appropriate transient and group mix| and
implementation of sales strategy.

• Responds in a timely manner to incoming group/catering opportunities that
are within the parameters of the Group Sales teams within the Sales Office.

• Refers opportunities to appropriate sales associate if business is outside
the Group Sales parameters.

• Understands the overall market (e.g.| competitors’ strengths and weaknesses|
economic trends| supply and demand) and how to sell against them.

• Verifies that business booked is within hotel parameters.

• Closes the best opportunities for each property based on market conditions
and individual property needs.

• Executes and supports the operational aspects of business booked (e.g.|
generating proposal| writing contract| customer correspondence).

• Transfers accurate| complete| and timely information to property in
accordance with brand standards.

• Up-sells each business opportunity to maximize revenue for individual
properties.

• Understands and utilizes company marketing initiative/incentives to close on
business.

• Follows up on opportunities uncovered by Sales Executives.

• Leverages other Group Sales resources and administrative/support staff to
achieve personal and team related revenue goals.

• Handles incoming leads for group business| aligns customer preferences with
brand needs| and actively up-sells each business opportunity to maximize
revenues and drive customer loyalty.

• Partners closely with the Market Sales leadership and the hotels to
successfully execute the sales strategy by focusing on transactional
excellence for customer accounts served in the market.

• Maintains knowledge and experience of group transactions and a detailed
understanding of property operations| food and beverage| and planning.

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

Building Successful Relationships

• Builds and maintains strong working relationships internally to enable
cross-functional communication and opportunity development.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Effectively resolves guest issues that arise as a result of the sales
process and brings issues to the attention of property leadership team as
appropriate

• Identifies and addresses Customer and Guest Satisfaction issues with sales
team in order to improve results| create customer loyalty| and increase market
share.

• Works collaboratively with other sales channels (e.g.| Market Sales| on-
property resources) to establish coordinated sales efforts that are
complementary and not duplicative.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Serves the customer by understanding their needs and recommending
appropriate features and services that best meet their needs.

• Builds and strengthens relationships with existing and new customers to
enable future bookings| and key internal and external stakeholders.

• Creates clear expectations for customers and properties throughout the sales
process.

Leadership

• Directs the day-to-day operations for a team of group sales managers selling
for full service hotels at the 1-50 peak room night parameters.

• Verifies that the team achieves and/or exceeds targeted revenue and booking
objectives.

• Verifies that team members establish clear expectations for customers and
properties throughout the sales process.

• Manages and deploys sales resources within their “pod” to close the best
opportunities for each property based on market conditions and individual
property needs.

• Creates individual performance objectives for team members based on the
group’s goals and tracks progress regularly against these objectives.

• Manages the group pod’s performance (e.g.| revenue| operational excellence|
customer satisfaction) and manages the group’s operating budget.

• Partners with Human Resources (HR) to attract| develop| and retain the right
people in order to support the strategic priorities of the Group Sales team.

• Creates effective structures| processes| and jobs| and adheres to
performance management systems.

• Sets goals and expectations for direct reports using the Leadership
Performance Process (LPP)| aligns performance and rewards| addresses
performance issues| and holds staff accountable for successful results.

• Champions leadership development and workforce planning priorities by
assessing| selecting| retaining| and developing diverse| high-caliber talent
that can lead the organization today and strengthen the leadership bench for
the future.

• Continues to upgrade the sales & marketing talent and works with HR to
anticipate future talent needs based on business growth plans.

• Creates and sustains a work environment that focuses on fair and equitable
treatment and associate satisfaction to maintain business success.

• Coaches and develops the group pod’s sales skills.

_

Group Sales Leader – Alberta & Central Canada (CSO) – Central Canada Sales Office

APPLY HERE

Job Number 19094703
Job Category Sales and Marketing
Location Central Canada Sales Office| 2425 Matheson Blvd. E.| Suite 100 |
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?

JOB SUMMARY

Directs the day-to-day operations for a team of group sales managers selling
for hotels at the 1-50 Group Sales peak room night parameters. Works in
partnership with the Sr. Director of the Canada Sales Office to maintain the
effectiveness| quality| and productivity of the opportunity management team.
Partners closely with the Market Sales team and hotels to successfully execute
the sales strategy by focusing on transactional excellence for customer
accounts served in the market. Handles incoming leads for group business|
aligns customer preferences with brand needs| and actively up-sells each
business opportunity to maximize revenues and drive customer loyalty.
Maintains knowledge of group transactions and a detailed understanding of
property operations| food and beverage| and planning. Builds and maintains
strong working relationships internally to enable cross-functional
communication and opportunity development.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 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; 2 years
experience in the sales and marketing or related professional area.

Preferred:

• 4 year college degree.

• Supervisory experience.

• Experience selling group business| either at a property or in a sales
office.

• Knowledge of property operations| Food and Beverage (F&B).

• Knowledge of the group sales process for all brands and how to close a sale.

• Team-based selling experience.

• Hospitality Management Degree.

CORE WORK ACTIVITIES

Managing Sales Activities

• Partners with Market Sales team and properties to execute sales strategies
and close group and catering business within the parameters handled by the
Group Sales teams within the Sales Office

• Manages and deploys sales resources to close the best opportunities for each
property based on market conditions and individual property needs.

• Manages the execution of activities to drive financial results| guest
satisfaction| human capital index| and market share.

• Interprets market data to assist team members execute group sales
strategies.

• Monitors transfer of accurate| complete| and timely information to Sales and
Event Management resources.

• Understands and uses property Event Satisfaction Survey (ESS) to analyze
opportunities for improved customer service.

• Identifies and implements improvements to drive continuous improvement in
ESS scores.

• Serves as an authority on sales processes and sales contracts.

• Implements process improvements and best practices.

• Works in partnership with Sr. Director| CSO and Revenue Management partners
to maintain proper pricing| appropriate transient and group mix| and
implementation of sales strategy.

• Responds in a timely manner to incoming group/catering opportunities that
are within the parameters of the Group Sales teams within the Sales Office.

• Refers opportunities to appropriate sales associate if business is outside
the Group Sales parameters.

• Understands the overall market (e.g.| competitors’ strengths and weaknesses|
economic trends| supply and demand) and how to sell against them.

• Verifies that business booked is within hotel parameters.

• Closes the best opportunities for each property based on market conditions
and individual property needs.

• Executes and supports the operational aspects of business booked (e.g.|
generating proposal| writing contract| customer correspondence).

• Transfers accurate| complete| and timely information to property in
accordance with brand standards.

• Up-sells each business opportunity to maximize revenue for individual
properties.

• Understands and utilizes company marketing initiative/incentives to close on
business.

• Follows up on opportunities uncovered by Sales Executives.

• Leverages other Group Sales resources and administrative/support staff to
achieve personal and team related revenue goals.

• Handles incoming leads for group business| aligns customer preferences with
brand needs| and actively up-sells each business opportunity to maximize
revenues and drive customer loyalty.

• Partners closely with the Market Sales leadership and the hotels to
successfully execute the sales strategy by focusing on transactional
excellence for customer accounts served in the market.

• Maintains knowledge and experience of group transactions and a detailed
understanding of property operations| food and beverage| and planning.

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

Building Successful Relationships

• Builds and maintains strong working relationships internally to enable
cross-functional communication and opportunity development.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Effectively resolves guest issues that arise as a result of the sales
process and brings issues to the attention of property leadership team as
appropriate

• Identifies and addresses Customer and Guest Satisfaction issues with sales
team in order to improve results| create customer loyalty| and increase market
share.

• Works collaboratively with other sales channels (e.g.| Market Sales| on-
property resources) to establish coordinated sales efforts that are
complementary and not duplicative.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Serves the customer by understanding their needs and recommending
appropriate features and services that best meet their needs.

• Builds and strengthens relationships with existing and new customers to
enable future bookings| and key internal and external stakeholders.

• Creates clear expectations for customers and properties throughout the sales
process.

Leadership

• Directs the day-to-day operations for a team of group sales managers selling
for full service hotels at the 1-50 peak room night parameters.

• Verifies that the team achieves and/or exceeds targeted revenue and booking
objectives.

• Verifies that team members establish clear expectations for customers and
properties throughout the sales process.

• Manages and deploys sales resources within their “pod” to close the best
opportunities for each property based on market conditions and individual
property needs.

• Creates individual performance objectives for team members based on the
group’s goals and tracks progress regularly against these objectives.

• Manages the group pod’s performance (e.g.| revenue| operational excellence|
customer satisfaction) and manages the group’s operating budget.

• Partners with Human Resources (HR) to attract| develop| and retain the right
people in order to support the strategic priorities of the Group Sales team.

• Creates effective structures| processes| and jobs| and adheres to
performance management systems.

• Sets goals and expectations for direct reports using the Leadership
Performance Process (LPP)| aligns performance and rewards| addresses
performance issues| and holds staff accountable for successful results.

• Champions leadership development and workforce planning priorities by
assessing| selecting| retaining| and developing diverse| high-caliber talent
that can lead the organization today and strengthen the leadership bench for
the future.

• Continues to upgrade the sales & marketing talent and works with HR to
anticipate future talent needs based on business growth plans.

• Creates and sustains a work environment that focuses on fair and equitable
treatment and associate satisfaction to maintain business success.

• Coaches and develops the group pod’s sales skills.

_

Director 2 Group Sales & Catering – Toronto (CSO) – Central Canada Sales Office

APPLY HERE

Job Number 19094699
Job Category Sales and Marketing
Location Central Canada Sales Office| 2425 Matheson Blvd. E.| Suite 100 |
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?

JOB SUMMARY

Provides oversight to group (e.g.| Full Service and Select Service/Extended
Stay| 10–300 peak room nights)| opportunity management for hotels within a
market. Provides business leadership and promotes accountability to drive
superior business results for Group sales; including the successful execution
of Group Sales strategies and business processes. Monitors the effectiveness|
quality| and productivity of the Group Opportunity Management team within the
Sales Office and sets the goals and provides direction as appropriate.
Partners closely with the Market and Area leadership and the properties to
ensure successful execution of the sales strategy by focusing on transactional
excellence on customer accounts served in the market. Partners with Sales
leaders and properties to execute sales strategies and close group and
catering business. Builds and maintains strong working relationships
internally to enable cross-functional communication and opportunity
development. Drives customer loyalty through excellent customer service
throughout the sales process.

CANDIDATE PROFILE

Education and Experience

Required:

• 2-year degree from an accredited university in Business Administration|
Marketing| Hotel and Restaurant Management| or related major; 4 years
experience in the sales and marketing or related professional area.

OR

• 4-year bachelor|s degree in Business Administration| Marketing| Hotel and
Restaurant Management| or related major; 2 years experience in the sales and
marketing or related professional area.

Preferred:

• 4 year college degree.

• Previous experience leading teams.

• 4 years of Group sales opportunity management| with experience selling large
complex group business experience| either at a property or in a sales office.

• Experience leading teams and managing operations in a call center
environment (preferably with experience relating to group business).

• Experience working with properties| regional leaders| and revenue management
to develop and execute selling and pricing strategies.

CORE WORK ACTIVITIES

Managing Sales Activities

• Provides oversight to group (e.g.| Full Service and Select Service/Extended
Stay| 10–300 peak room nights)| opportunity management for hotels within a
market.

• Partners closely with the Market and Area leaders and the properties to
successfully execute the sales strategies and close group and catering
business within the parameters by focusing on sales excellence on customer
accounts served in the market by the Group Sales teams within the Sales
Office.

• Partners with Sales leaders and properties to execute sales strategies and
close group and catering business.

• Interprets market data to define| adjust| and execute group sales
strategies.

• Develops strategies and monitors the execution of activities to drive
financial results| guest satisfaction| human capital index| and market share.

• Verifies transfer of accurate| complete| and timely information to Sales and
Event Management resources.

• Understands and uses property Event Satisfaction Surveys (ESS) Surveys to
analyze opportunities for improved customer service.

• Identifies and implements improvements to drive continuous improvement in
ESS scores.

• Serves as an authority on sales processes and sales contracts.

• Implements process improvements and best practices.

• Works with Revenue Management to establish proper pricing| appropriate
transient and group mix| and implementation of sales strategy.

• Addresses market fluctuations and economic conditions by partnering with
Revenue Management to change sales strategy as appropriate for each hotel.

• Provides critical input to market leaders for development of property and
overall market sales strategy.

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

Building Successful Relationships

• Establishes| maintains| and expands senior level relationships with key
customer decision makers and influencers within the market.

• Builds and maintains strong working relationships internally to enable
cross-functional communication and opportunity development.

• Drives customer loyalty by providing excellent customer service throughout
the sales process.

• Verifies effective resolution of guest issues that arise as a result of the
sales process| and brings issues to the attention of property leadership team
as appropriate.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Identifies and addresses Customer and Guest Satisfaction issues to improve
results| create customer loyalty| and increase market share.

Leadership

• Provides business leadership and promotes accountability to drive superior
business results for Group sales; including the successful execution of Group
Sales strategies and business processes.

• Monitors the effectiveness| quality| and productivity of the Group
Opportunity Management team and sets the goals and direction of the Group
Opportunity Management team.

• Directs the day-–to-day operations of the Group Sales team and verifies that
the team achieves and/or exceeds targeted revenue and booking objectives.
Effectively manages and deploys sales resources to close the best
opportunities for each property based on market conditions and individual
property needs.

• Verifies Group team members establish clear expectations for customers and
properties throughout the sales process.

• Establishes individual performance objectives for team members based on the
group’s goals and tracks progress regularly against these objectives.

• Monitors the Group’s performance (e.g.| revenue| operational excellence|
customer satisfaction) and manages the group’s operating budget.

• Partners with Human Resources to attract| develop| and retain the right
people in order to support the strategic priorities of the Group Sales team.

• Creates effective structures| processes| and jobs| and adheres to
performance management systems.

• Sets goals and expectations for direct reports using the Leadership
Performance Process (LPP)| aligns performance and rewards| addresses
performance issues| and holds staff accountable for successful results.

• Champions leadership development and workforce planning priorities by
assessing| selecting| retaining| and developing diverse| high-caliber talent
that can lead the organization today and strengthen the leadership bench for
the future; continues to upgrade the Sales and Marketing talent; works with
Human Resources (HR) to anticipate future talent needs based on business
growth plans.

• Forecasts talent needs and manages talent acquisition strategy with HR to
minimize lost time due to turnover.

• Keeps an active list of the competition’s best sales people and executes a
recruitment and acquisition plan with HR.

• Creates and sustains a work environment that focuses on fair and equitable
treatment and associate satisfaction to enable business success.

• Coaches and develops the Group team’s sales skills.

• Transfers functional knowledge and develops the sales and marketing acumen
of Sales Office associates.

_

Catering Sales Executive – Delta Hotels Thunder Bay – Canada

APPLY HERE

Job Number 19098258
Job Category Sales and Marketing
Location Delta Hotels Thunder Bay| 2240 Sleeping Giant Parkway| Thunder
Bay| Ontario| Canada
Brand Delta Hotels and Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
With our diverse portfolio of locations| you’ll find Delta Hotels in world-
renowned cities and prestigious resorts across Canada. Delta Hotels is a
Marriott International brand and offers you the opportunity to find the
hospitality job and career journey that|s right for you. With more than 1100
managed properties and 19 brands you|ll find Marriott International in your
neighborhood and in more than 74 countries across the globe. Find Your World™
at Delta Hotels.

JOB SUMMARY

Handles social and local corporate catering opportunities that are above sales
office parameters. Contracts and closes local catering and social business and
verifies that business is turned over properly and in a timely fashion for
quality service delivery. Achieves catering revenue goals by actively up-
selling each business opportunity to maximize revenue. Implements the brand’s
service strategy and applicable brand initiatives in all aspects of the sales
process and drives customer loyalty by delivering service excellence
throughout each customer experience.

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:

• Catering sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Manages the sales efforts for the property including local corporate and
social catering.

• Responds to incoming catering opportunities for the property.

• Solicits affiliate business associated with citywide events from approved
affiliate list provided by Citywide Sales Executive| as applicable.

• 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 for the property based on market conditions
and property needs.

• Uses negotiating skills and creative selling abilities to close on business
and negotiate contracts.

• Works with the management team to create and implement a catering sales plan
addressing revenue| customers and market.

• Designs| develops and sells creative catered events.

• Maximizes revenue by up-selling packages and creative food and beverage.

• Manages catering sales revenue and operation budgets| and provides
forecasting reports.

• Develops menus that drive sales.

• Assists with selling| implementation and follow-through of catering
promotions.

• 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 contract| customer correspondence).

• Participates in and practices daily service basics of the brands

• Establishes that the property implements a seamless turnover from sales to
operations and back to sales while consistently delivering high level of
service.

• Monitors the effective resolution of guest issues that arise as a result of
the sales process by creating mechanisms to channel issues to property
leadership and/or other appropriate stakeholders.

• Monitors successful performance by increasing revenues| controlling expenses
and providing a return on investment for the owner and Marriott International.

• Handles social and local corporate catering opportunities that are above
sales office parameters.

• Contracts and closes local catering and social business and confirms that
business is turned over properly and in a timely fashion for quality service
delivery.

• Achieves catering revenue goals by actively up-selling each business
opportunity to maximize revenue.

• Implements the brand’s service strategy and applicable brand initiatives in
all aspects of the sales process and drives customer loyalty by delivering
service excellence throughout each customer experience.

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

Building Successful Relationships

• Works collaboratively with off-property sales channels (e.g.| Sales Office|
Market Sales) to establish coordinated sales efforts that are complementary
and not duplicative.

• Interacts effectively with sales| kitchen| vendors| competitors| local
community| catering associations and other hotel departments in order to
monitor guest satisfaction.

• Executes exemplary customer service to drive customer satisfaction and
loyalty by assisting the customer and monitoring 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 property’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.

• Develops a close working relationship with operations to execute strategies
at the property level.

_

Group & Catering Sales Team Leader| Toronto Downtown – Central Canada Sales Office

APPLY HERE

Job Number 19078169
Job Category Sales and Marketing
Location Central Canada Sales Office| 2425 Matheson Blvd. E.| Suite 100 |
Mississauga| Ontario| Canada
Brand Corporate
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
Marriott International is the world’s largest hotel company| with more brands|
more hotels and more opportunities for associates to grow and succeed. We
believe a great career is a journey of discovery and exploration. So| we ask|
where will your journey take you?

JOB SUMMARY

Directs the day-to-day operations for a team of group sales managers selling
for hotels at the 1-50 Group Sales peak room night parameters. Works in
partnership with the Sr. Director of the Canada Sales Office to maintain the
effectiveness| quality| and productivity of the opportunity management team.
Partners closely with the Market Sales team and hotels to successfully execute
the sales strategy by focusing on transactional excellence for customer
accounts served in the market. Handles incoming leads for group business|
aligns customer preferences with brand needs| and actively up-sells each
business opportunity to maximize revenues and drive customer loyalty.
Maintains knowledge of group transactions and a detailed understanding of
property operations| food and beverage| and planning. Builds and maintains
strong working relationships internally to enable cross-functional
communication and opportunity development.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 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; 2 years
experience in the sales and marketing or related professional area.

Preferred:

• 4 year college degree.

• Supervisory experience.

• Experience selling group business| either at a property or in a sales
office.

• Knowledge of property operations| Food and Beverage (F&B).

• Knowledge of the group sales process for all brands and how to close a sale.

• Team-based selling experience.

• Hospitality Management Degree.

CORE WORK ACTIVITIES

Managing Sales Activities

• Partners with Market Sales team and properties to execute sales strategies
and close group and catering business within the parameters handled by the
Group Sales teams within the Sales Office

• Manages and deploys sales resources to close the best opportunities for each
property based on market conditions and individual property needs.

• Manages the execution of activities to drive financial results| guest
satisfaction| human capital index| and market share.

• Interprets market data to assist team members execute group sales
strategies.

• Monitors transfer of accurate| complete| and timely information to Sales and
Event Management resources.

• Understands and uses property Event Satisfaction Survey (ESS) to analyze
opportunities for improved customer service.

• Identifies and implements improvements to drive continuous improvement in
ESS scores.

• Serves as an authority on sales processes and sales contracts.

• Implements process improvements and best practices.

• Works in partnership with Sr. Director| CSO and Revenue Management partners
to maintain proper pricing| appropriate transient and group mix| and
implementation of sales strategy.

• Responds in a timely manner to incoming group/catering opportunities that
are within the parameters of the Group Sales teams within the Sales Office.

• Refers opportunities to appropriate sales associate if business is outside
the Group Sales parameters.

• Understands the overall market (e.g.| competitors’ strengths and weaknesses|
economic trends| supply and demand) and how to sell against them.

• Verifies that business booked is within hotel parameters.

• Closes the best opportunities for each property based on market conditions
and individual property needs.

• Executes and supports the operational aspects of business booked (e.g.|
generating proposal| writing contract| customer correspondence).

• Transfers accurate| complete| and timely information to property in
accordance with brand standards.

• Up-sells each business opportunity to maximize revenue for individual
properties.

• Understands and utilizes company marketing initiative/incentives to close on
business.

• Follows up on opportunities uncovered by Sales Executives.

• Leverages other Group Sales resources and administrative/support staff to
achieve personal and team related revenue goals.

• Handles incoming leads for group business| aligns customer preferences with
brand needs| and actively up-sells each business opportunity to maximize
revenues and drive customer loyalty.

• Partners closely with the Market Sales leadership and the hotels to
successfully execute the sales strategy by focusing on transactional
excellence for customer accounts served in the market.

• Maintains knowledge and experience of group transactions and a detailed
understanding of property operations| food and beverage| and planning.

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

Building Successful Relationships

• Builds and maintains strong working relationships internally to enable
cross-functional communication and opportunity development.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Effectively resolves guest issues that arise as a result of the sales
process and brings issues to the attention of property leadership team as
appropriate

• Identifies and addresses Customer and Guest Satisfaction issues with sales
team in order to improve results| create customer loyalty| and increase market
share.

• Works collaboratively with other sales channels (e.g.| Market Sales| on-
property resources) to establish coordinated sales efforts that are
complementary and not duplicative.

• Drives customer loyalty through excellent customer service throughout the
sales process.

• Serves the customer by understanding their needs and recommending
appropriate features and services that best meet their needs.

• Builds and strengthens relationships with existing and new customers to
enable future bookings| and key internal and external stakeholders.

• Creates clear expectations for customers and properties throughout the sales
process.

Leadership

• Directs the day-to-day operations for a team of group sales managers selling
for full service hotels at the 1-50 peak room night parameters.

• Verifies that the team achieves and/or exceeds targeted revenue and booking
objectives.

• Verifies that team members establish clear expectations for customers and
properties throughout the sales process.

• Manages and deploys sales resources within their “pod” to close the best
opportunities for each property based on market conditions and individual
property needs.

• Creates individual performance objectives for team members based on the
group’s goals and tracks progress regularly against these objectives.

• Manages the group pod’s performance (e.g.| revenue| operational excellence|
customer satisfaction) and manages the group’s operating budget.

• Partners with Human Resources (HR) to attract| develop| and retain the right
people in order to support the strategic priorities of the Group Sales team.

• Creates effective structures| processes| and jobs| and adheres to
performance management systems.

• Sets goals and expectations for direct reports using the Leadership
Performance Process (LPP)| aligns performance and rewards| addresses
performance issues| and holds staff accountable for successful results.

• Champions leadership development and workforce planning priorities by
assessing| selecting| retaining| and developing diverse| high-caliber talent
that can lead the organization today and strengthen the leadership bench for
the future.

• Continues to upgrade the sales & marketing talent and works with HR to
anticipate future talent needs based on business growth plans.

• Creates and sustains a work environment that focuses on fair and equitable
treatment and associate satisfaction to maintain business success.

• Coaches and develops the group pod’s sales skills.

_

Senior Sales Executive – The Westin Bayshore – Canada

APPLY HERE

Job Number 19078261
Job Category Sales and Marketing
Location The Westin Bayshore| Vancouver| 1601 Bayshore Dr| Vancouver|
British Columbia| Canada
Brand Westin Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
At Westin| we are committed to empowering the well-being of our guests by
providing a refreshing environment| thoughtful amenities| and revitalizing
programming to help ensure that they leave feeling better than when they
arrived. We recognize that travel can be disruptive to our guests’ well-being|
and we’re energized to assist as partners in helping them maintain control and
soaring above it all while on the road. Everything we do is designed to help
guests be at their best| and they appreciate our supportive attitude|
anticipatory service and extensive knowledge on how to best assist them
throughout their stay. We are looking for dynamic people who are excited to
join the team and ready to jump into any situation to give a helping hand. If
you’re someone who has is positive| adaptable and intuitive| and has a genuine
interest in the well-being of others around you| we invite you to discover how
at Westin| together we can rise.

JOB SUMMARY

Acts as the on-property liaison for group sales within the pre-defined peak
room parameters for Property Sales. Contracts and closes group business in
addition to conducting site inspections. Verifies business is turned over
properly and in a timely fashion for quality service delivery. Achieves group
revenue goals by actively up-selling each business opportunity to maximize
revenue opportunity. Implements the brand’s service strategy and applicable
brand initiatives in all aspects of the sales process and drives customer
loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 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; 2 years
experience in the sales and marketing or related professional area.

Preferred:

• Large group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Achieves group revenue goals by responding to incoming group/catering
opportunities for the property that are within the pre-defined peak room
parameters.

• Understands the overall market (e.g.| competitors’ strengths and weaknesses|
economic trends| supply and demand etc.) and knows how to sell against them.

• Closes the best opportunities for the property based on market conditions
and property needs.

• Uses negotiating skills and creative selling abilities to close on business
and negotiate contracts.

• Achieves group revenue goals by actively up-selling each business
opportunity to maximize revenue opportunity.

• Partners with the sales team to identify new group/catering business and
achieve personal and property revenue goals.

• Acts as the on-property liaison for group events over the Group Sales peak
room parameters of the Sales Office.

• Develops group sales revenue and operation budgets| and provides forecasting
reports.

• Works with the management team to create and implement a group
sales/marketing plan addressing revenue| customers| and market.

• Assists with selling| implementation| and follow-through of group sales
promotions.

• Attends pre- and post-convention meetings to understand group needs| obtain
feedback on quality of product (e.g.| rooms| meeting facilities and equipment|
food and beverage)| service levels| and overall satisfaction.

• Provides accurate| complete| and effective turnover to Event Management.

• Executes and supports Marriott’s Customer Service Standards and hotel’s
Brand Standards.

• Conducts site inspections| as required.

• Monitors same day selling procedures to maximize room revenue and control
hotel occupancy.

• Executes and supports the operational aspects of business booked (e.g.|
generating proposal| writing contract| customer correspondence).

• Participates in and practices daily service basics of the brand

• Verifies that the property implements a seamless turnover from sales to
operations and back to sales while consistently delivering high level of
service.

• Monitors the effective resolution of guest issues that arise as a result of
the sales process by creating mechanisms to channel issues to property
leadership and/or other appropriate stakeholders.

• Verifies successful performance by increasing revenues| controlling
expenses| and providing a return on investment for the owner and Marriott
International.

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

Building Successful Relationships

• Builds and strengthens relationships with existing and new customers to
enable future bookings through sales calls| entertainment| FAM trips| trade
shows| etc.

• Develops relationships within the community to strengthen and expand
customer base for group/catering sales opportunities.

• Works collaboratively with off-property sales channels (e.g.| Sales Office|
Market Sales| Global Sales Team etc.) to verify the property needs are being
achieved and the sales efforts are complementary| not duplicative.

• Partners with Event Management and/or Operations in providing a customer
experience that exceeds the customer’s expectations.

• Executes exemplary customer service to drive customer satisfaction and
loyalty by assisting the customer and verifying their satisfaction before and
during their program/event.

• Implements the brand’s service strategy and applicable brand initiatives in
all aspects of the sales process and drives customer loyalty by delivering
service excellence throughout each customer experience.

• 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 property’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.

_