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Group / Business Transient Sales Manager

Posted November 12, 2021

Marriott Winston-Salem
Winston Salem, NC
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About This Job


POSITION PURPOSE: 
This position is responsible for increasing transient room revenue by growing production of existing special corporate/preferred corporate accounts; and implementing and executing programs for special corporate/preferred corporate transient sales. Additionally, this position will contribute to the production of Corporate group rooms and banquet revenue by converting on group opportunities. 

Meet or exceed monthly, quarterly and annual hotel – sales department – personal room revenue budgets based on professional and consistent implementation of the below specific duties and responsibilities. 


ESSENTIAL FUNCTIONS :( include the following. Other duties may be assigned.)

  • Must possess communications skills in terms of the ability to negotiate, convince, sell and influence professionals and hotel guests
  • Advanced knowledge of sales/hospitality principles and practices
  • Ability to investigate and analyze current activities or information in the sales/marketing field and make logical conclusions and recommendations
  • Ability to make decisions based on established policies and procedures
  • Maximize revenue by selling all facets of the hotel to previous, current and potential clients
  • Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements
  • Manage accounts ensuring pertinent aspects of solicitation and closing are complete and documented
  • Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue
  • Develop and conduct persuasive verbal sales presentations to prospective client
  • Weekly telephone research professionally qualifying all local and regional outside sales calls.  Appointments should be made where possible and specific information obtained prior to actual call.  This also applies to potential cold calls (non appointment and scheduled).  Responsible decision makers name and potential annual sleeping rooms/hotel revenue should be obtained prior to actual call.  Fridays or non "direct selling" times are suggested for this duty.
  • Implementation of, unless otherwise specified by Director of Sales & Marketing or General Manager, a minimum of 25‑30 qualified outside sales calls weekly.  Out of town solicitation is also to be made when requested (3‑5 day trips).
  • Develop and maintain an "active and inactive" trace card file depicting all outside sales and inside sales call activity.  In addition, complete and file individual sales call reports in local offices.
  • Upon request of clients, and in the absence of appropriate designated sales personnel, book overnight accommodations for corporate transient, corporate groups, and local business contact.  Upon return of appropriate personnel communicate clearly all transactions made.
  • Correspond with potential customers providing any requested information concerning bids, proposals, confirmation of bookings, thank you letters, follow up letters, etc.  In conjunction with other office personnel, maintain accurate and up to date records of all sales department functions and transactions.
  • Conduct hotel tours and entertain qualified potential clients in accordance with the company and property policies.
  • Review weekly, if not daily, results of all activities completed by the sales coordinator.
  • Responsible to report to the Director of Sales & Marketing to make specific recommendations concerning their individual territories or market segments.
  • Assist the Director of Sales and Marketing in the research and development of any annual business or marketing plans directly related to their market segments or territories.
  • Submit required monthly/quarterly/annual reports to the Director of Sales & Marketing, General Manager and designated HVMG personnel.
  • Local community involvement as it benefits the hotel, via approved memberships in organizations.
  • Assist Director of Sales & Marketing in the development or research of pricing and policies updating.
  • Present a clean, pleasant professional image to project a positive polished appearance to potential guests and clients.
  • Contribute and work as a "team" member in all facets of the position.
  • Perform other services and duties as requested by the Director of Sales & Marketing or General Manager.  Sales managers may be called on to host functions and participate in, or conduct sales blitzes, travel and work extended hours to achieve departmental goals.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES:

  • To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
  • Ability to write reports, business correspondence, and procedure manuals.
  • Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
  • Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.
  • Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
  • Other responsibilities in this role include, but are not limited to
    • Solicit business through cold calls, internet leads, brand leads, trade shows and community involvement.
    • Uncover new potential local business and penetrate existing local accounts.
    • Organize/execute local sales blitzes.
    • Present to key accounts in the market.
    • Partner with national sales to maximize global account revenue.
    • Attend property receptions as needed.
    • Partner marketing opportunities with sales opportunities when possible.
    • Review daily arrivals to isolate potential new clients.
    • Actively set seasonal promotions for targeted accounts.

Qualification Requirements:

  • To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily.
  • The requirements listed below are representative of the knowledge, skill, and/or ability required.
  • Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
  • Preferred experience in hotel transient sales or related industry
  • Coordinate various departments' participation in servicing accounts
  • Excellent working knowledge of all operating processes
  • Able to create, implement and analyze manual and automated reports
  • Comprehensive knowledge of technical and managerial applications of PMS, Marriott Systems and appropriate PC applications
  • Operational knowledge of reservations sales process
  • Operational knowledge of national sales process
  • Familiar with legal and contractual agreements

Education and/or Experience:

  • Fifth year college or university program certificate; or two to four years related experience and/or training; or equivalent combination of education and experience.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • While performing the duties of this job, the employee is regularly required to talk or hear.
  • The employee frequently is required to sit and use hands to finger, handle, or feel objects, tools, or controls. The employee is occasionally required to stand, walk, reach with hands and arms, and climb or balance.
  • The employee must regularly lift and/or move up to 10 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

This job description is not an exclusive or exhaustive list of all job functions that an associate in this position may be asked to perform from time to time.

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About this Employer

Marriott Winston-Salem

425 North Cherry Street
Winston Salem, NC 27101

(336) 725-3500

319 Room Hotel

www.marriott.com

Our Hotel

Explore Winston-Salem from its most unique vantage point – the redesigned Marriott Winston-Salem in the Twin City Quarter. 

Travelers love the convenient location near the area’s top companies, 15,000 sq ft of flexible event space and our direct connection to the Benton Convention Center. Couples, families and Marriott Bonvoy members can’t get enough of the city’s arts district, restaurants, museums, shopping, golf and universities. 

And everyone appreciates the all-new guest rooms featuring sleek décor, platform beds, flat-screen TVs and spa-like bathrooms. As about access to our exclusive M Club, where you can grab a complimentary bite to eat in the morning or relax at the end of the day. 

Maintain your routine in our reinvented fitness center featuring Fitness On Demand. 

Stay connected with free Wi-Fi and a full-service business center, or enjoy a contemporary take on a traditional steakhouse at Butcher & Bull

Make your stay exceptional at this Marriott in the Twin City Quarter.

HVMG participates in the E-Verify program in certain locations, as required by law.