Sales Executive Los Angeles, California

About the role

Market based role driving sales initiatives for Marriott Select Brand Hotels in the Los Angeles area. Must live within a 50-mile radius of Los Angeles, California.

Responsibilities

• Works with Property Sales Leader (ASL or DOS/DOSM) in identifying the top accounts of each stakeholder hotel, determine account deployment structure, identify key buyers within each account, and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.
• Affords Property Sales Leader in identifying share shift targets.
• Ensures effective and efficient funnel management through available systems and collaborating with Multi-Hotel Sales.
• Manages daily Status Change reports to help close on hotel business.
• Solicits new business from non-deployed small business accounts, reader boards, and leads sent through internal referral mechanisms.
• Solicits potential new accounts or business opportunities by leveraging business intelligence provided by Sales & Marketing Planning and Support or other third-party data sources to generate leads.
• Utilizes internal lead referral tools (e.g., eProspecting Portal) to solicit new business opportunities and contacts.
• Maintains complete and up-to-date lead information on each account in CI/TY SFA Web and EMPOWER to verify accurate reporting and customer base information.
• Qualifies and maintains customer’s long-term business potential and refers customers to market, field, hotel or national sales office, as required.
• Verifies accurate and timely lead turnover to other Sales Channels and partners closely with the Multi-Hotel Sales to ensure qualified leads are entered into CI/TY SFAWeb.
• Leverages MI Leads for Out of Org, Non-Deployed Accounts.
• Presents stakeholder hotel benefits and features based on customer needs.
• Understands and utilizes all business processes written in support of the sales organization.
• Uses all information systems (e.g., CI/TY SFA Web, MRDW, MarRFP-SAPP, Hoteligence, Account Relationship Management (ARM)) to research the deployment and value of the accounts deemed important for stakeholder hotels.
• Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand etc.) to sell effectively against the competition.
• Communicates trends, opportunities, and market changes to appropriate parties, as needed.
• Leverages all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.), to optimize sales revenues.
• Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads.
• Tracks weekly activities and relationship to revenue and room night production.
• Sets day-today priorities to complete assigned responsibilities.
• Participates in community and hotel networking events (e.g., Rotary Clubs, RI Social Hours, Chamber of Commerce, etc).
• Visits neighborhood target and local small business accounts and coordinate follow up efforts.
• Coordinates with Property Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.
• Works collaboratively with all sales channels (e.g. the Multi-Hotel Sales, Account Sales and Global Sales) to establish coordinated sales efforts that are complementary, and not duplicative.
• Handles customer care issues and as necessary, refers them to the appropriate owner.
• Serves customers to obtain and grow share of the account.
• Executes and supports the company’s customer service standards.
• Engages in property related events that support the development of new accounts (e.g., General Manager (GM) Reception, Concierge Level hospitality, etc).

Qualifications

• High school diploma or GED; 2 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; no work experience required.
• Preferred: 4-year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of property-specific business segments (e.g. group, catering, transient); knowledge the hospitality industry.