JOB CRITERIA

- Responsible for managing Special Corporate segment of the Hotel (i.e RFP Accounts)

- To identify, solicit & prospect new business opportunities with potential revenue for all areas of the Hotel including Guestrooms, Catering events, F&B outlets and Retail.

- Build and strengthen relationships with existing and new corporate customers to enable future bookings. Activities include sales calls, entertainments, sales trips, roadshows, site inspections etc.

- To meet and exceed individual and team sales targets

- To generate a YOY ADR increase for Corporate Accounts

- To contribute positively to Engagement Survey department result by being proactive

in all aspects of department and interdepartmental issues.

- Work with the Director of Sales to manage the Proactive Sales Team.

DUTIES AND RESPONSIBILITIES

1. To meet and exceed individual assigned sales goal and shared responsibility for team members for achievement of total department sales budget. Derive creative upsell initiatives.
2. To foster positive attitude among the team and be a role model through leadership by example.
3. To conduct 25 sales activities ie sales call, entertainment & site inspections per week.
4. To identify and develop new potential accounts through organizing sales activities ie phone solicitation, physical sales calls, site inspections, trade shows, sales blitz, e-mail, research via newspaper, online resources and telemarketing exercise etc. (to prospect at least 2 new accounts per week)
5. To submit sales call report on weekly basis
6. Develop sales plans to generate business from identified markets/accounts.
7. Determine corporate account needs and initiate sales activities of each assigned market/account to enable future bookings.
8. Assist with special projects / events that may be assigned.
9. Guide team members to identify New Accounts and develop Action Plan.
10. Promote Marriott Bonvoy benefits (Transient and Events) and ongoing promotions to the customer in order to solicit and secure increased future business.
11. Actively participate in MI Leads Generation (Cross-property referral program) to meet property and team goals
12. Continuously communicate the benefits and ongoing promotions of the hotel to the customer.
13. Management and growth of corporate accounts by tracking individual transient, group and catering production goals
14. Negotiate transient rates for assigned accounts.
15. Gather market intelligence: new product ideas, competition activities, new customer trends and performance.
16. To help Corporate Sales Managers identify New Accounts and develop Action Plan through Hotelligence reports, leads from newspapers and from any prior knowledge of Competitor's account, etc.
17. Support Groups and Catering conversion through obtaining leads and providing information to close the business.
18. Be actively involved in ensuring prompt follow-up on incoming phone calls, site inspections, proposal / inquiries. Accuracy in booking, commitments to customer on all sales/operational documents and adhering to the standards set by the department in execution and filing of all said documents.
19. Be a team player motivating peers and subordinates in support of department goals in sales and operations. To manage and develop Interdepartmental relations while not compromising customer satisfaction, revenue, profitability or associate morale of department / Hotel. To initiate team building activities.
20. To assist Director of Sales in setting goals, monitor and measure performance for the Sales Managers. To share responsibility for development and training of direct reports.
21. To keep abreast on competitors' development in terms of pricing, staff movement, change of leadership, product changes, promotions and site inspection etc.
22. To attend trade shows/workshops/seminars and any sales mission as designated by Director of Sales & Marketing/Director of Sales.
23. To ensure clean data of all accounts in Opera system / SFA including his/her team members
24. To take lead on projects for customer focused events, ie, Business Council, Partnership in Excellence and GCAW.
25. Be a team player motivating peers and subordinates in support of department goals in sales and operations. To manage and develop Interdepartmental relations while not compromising customer satisfaction, revenue, profitability or associate morale of department / Hotel. To initiate team building activities.
26. To share responsibility for development and training of direct reports.
27. To adhere personal behavioral norms of integrity such as grooming, ownership, contactability, accountability, responsibility, visibility and punctuality.
28. Perform any duties assigned by immediate supervisor or department head according to changing business, economic, customer needs or restructure within Sales & Marketing department.
29. To assist Director of Sales in preparation of Transient and Group Forecast.
30. To assist Director of Sales in identifying ways of enhancing Associate Satisfaction in the Sales & Marketing department.
31. Additional leadership responsibilities as assigned.