JOB SUMMARY
Reporting directly to the Cluster Director of Sales, the Business Development Manager is responsible for proactively soliciting group and catering opportunities with significant revenue potential. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers in order to grow the account on behalf of the company. 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; 2 years' experience in the guest services, front desk, sales and marketing, management operations, or related professional area.
· OR
· year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major.
Preferred:
· 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
Understanding Market Opportunities & Driving Revenue
· Proactively solicit potential new accounts or business opportunities by leveraging business intelligence from Sales Planning and Support and from third-party data sources to generate leads.
· Achieves outbound calling and ensure customer satisfaction.
· Partners with group counterpart to effectively manage the business opportunity.
· Identifies, qualifies, and solicits new group business to achieve personal and each property's revenue goals.
· Focuses efforts on new group accounts with significant potential sales revenue.
· Develops effective group 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 for the property based on market conditions and individual property needs.
· Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
· Establishes and maintains complete and up-to-date lead information on each account in SFAWeb to ensure accurate reporting.
· Keeps appropriate parties informed of trends, opportunities, market changes, as needed.
· Solicits and processes all leads that come from non-deployed reader board accounts
Building Successful Relationships
· Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
· Manages and develops relationships with key internal and external stakeholders
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).
Providing Exceptional Customer Service
· Supports the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
· Effectively handles customer care issues and as necessary, refer them to the appropriate owner.
· Services our customers in order to grow share of the account.
· Executes and supports the company's customer service standards.
· Provides excellent customer service consistent with the daily service basics of the company.
· Sets a positive example for guest relations.
· Interacts with guests to obtain feedback on product quality and service levels.