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Market Executive Meeting Manager

posted May 6, 2019

Richmond Marriott
Richmond, VA
655430 l

About This Job


This job description is not exclusive or exhaustive of all job functions that an associate in this position may be asked to perform. Other duties and responsibilities may be assigned based on specific location and business needs.


Primary purpose is to be accessible and available to capture and close business with incoming sales calls contacting the property to book business. Primary responsibility is to capture all incoming calls to prevent usage of voice mail and to demonstrate, qualify, capture, and upsell the customer. The secondary purpose is to qualify all incoming business leads in the absence of a sales manager, and provide an instant answer to the client on critical need questions. The EMM is responsible for contracting, and executing the event/conference/booking.


The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.

Answer all calls for inquiries.

Goals are to achieve highest average check, highest average room rate, and highest overall revenue of all short-term bookings.

Maintain an accurate tracking system for Call Volume, Lost/Turn Down Business/Call Window Report.

Monthly quotas and revenue goals achieved.

Actively solicit accounts, corporations for business from new and existing clients to maximize expected revenues when incoming call volume is down from historical trends.

Profitable menu planning by reviewing committed menus with other groups during same time.

Pursue targeted key accounts with telemarketing sales calls, inside appointment calls, site tours, etc.

Prepare Group Cover Sheets for each group as a communication tool.

Maintain current set of action plans, flexing with business levels to maximize revenue and target key potential accounts.

Generate profitable catering sales revenue.

Maintain weekly and monthly reports in accordance with the goals set forth by the Director of Sales.

Proactively solicit business through existing and new potential customers to achieve, if not exceed, revenue goals.

Detail events with clients.

Successfully marry client expectations with hotel service standards and product.

Know Service Standards and SOPs.

Be familiar with food and beverage minimums, optimums, and work in a cooperative environment with Director of Catering and Director of Sales.

Use effective listening and selling skills.

Actively utilize training tools available through an educational institute, as well as on property sales tools. Also, develop a working knowledge of resources available through the hotel.

Learn and be familiar with P&L, Marketing Plan, Forecasting, and Budget.

Communicate with Operations via BEO meetings. Anticipate group needs and operational challenges and opportunities, so together with the operational departments, a solution can be obtained to ensure clients and groups are provided the highest standard of quality and service.

Review budget to identify specific segment you will be responsible for fulfilling and recognize its impact on the budget for the entire hotel.

Work cooperatively with all departments to fulfill the guest and clients expectations, including special activities, set-ups, A/V, meal functions and meetings as related to in-house groups.

Be versed in the English language to verbally and in written form communicate professionally with customers.

Adhere to MeriStar Hotels & Resorts, Inc. EEO policies.

Contribute to a work environment in which associates are productive.

Demonstrate self-confidence, energy and enthusiasm.

Present expectations and information in a concise, well-organized manner.

Manage group or interpersonal conflict situations effectively.

Understand how to manage in a culturally diverse work environment.

Use problem-solving methodology for decision-making and follow-up.

Have personal integrity, manage time well, highly visible in areas of responsibility.


Guest Scores – Cleanliness scores are at or above goal.

Department Budget – expenses and wages are in line with budget.

Associate Engagement – plans and actions implemented and measured.

Par levels maintained.


Extensive knowledge of Laundry operational procedures

Financial management skills e.g., ability to analyze P&L statements, develop operating budgets, forecasting, and capital expenditure planning

Ability to acquire and maintain relationships e.g. associates, customers, vendors

Ability to effectively manage labor productivity

Strong communication skills (verbal, listening, writing)

Strong organization skills

Effective conflict management skills

Strong associate relation skills

Good training/facilitator skills

Knowledge of purchasing, inventory controls, supplies and equipment

Knowledge of governmental regulations and safety standards (OSHA, EPA, ADA, CFC, NFPA)


College Degree required, minimum of 2 year degree

Experience in similar leadership role required


This is an entry level position that could funnel to a Sales Manager, Business Travel Sales or Catering Sales position in the future.


About This Employer

Richmond Marriott

500 East Broad Street
Richmond, VA 23219

(804) 643-3400

410 Room Hotel

Managed by

Our Hotel

In the heart of downtown, the newly-renovated Richmond Marriott offers a blend of luxury and Southern charm. Connected via skywalk to the Greater Richmond Convention Center, our hotel in Downtown Richmond offers a prime location that puts you just steps from its historical past. Guests can experience the city's unique ambiance by taking the complimentary shuttle to a number of diverse dining and entertainment venues. The stylish guest rooms feature modern amenities including High-Speed WiFi, flat-screen TVs with premium cable, and our signature Revive® bedding. With over 26,000 sq. ft. of newly-renovated event space, the Richmond Marriott is an ideal location for hosting corporate events, small conferences, and weddings for up to 2,000 guests. Diners love T-Miller’s, the exciting, onsite sports bar, and often follow up with a cocktail in the Liberty Bar at the hotel. With first-class service and thoughtful amenities including a lobby Starbucks coffee shop, this Marriott stands among Richmond hotels.