Sales Executive New Jersey

About the role

Market based role driving sales initiatives for Marriott Select Brand Hotels in Northeast New Jersey. Must live within a 50-mile radius of Basking Ridge, NJ.

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.
• Affixes account deployment structure and identifies key buyers within each account, and coordinates efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.
• Assists 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.
• May work with Local Sales, U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented market place.
• Provides property support by coordination and executing property internal mining efforts to assigned hotels.
• 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.
• Ensures Hotel has property lead generation program to identify new business.
• Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
• Drives customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, account calls, site inspections, new business calls, face to face activities, etc.).
• Conducts customer facing sales activities on behalf of the hotels in partnership with Property Coordinator/Resource as appropriate.
• (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) Activities, etc.).
• Conducts site inspections for customer accounts as appropriate.
• 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.
• Utilizes negotiation skills and creative selling abilities to uncover new business.
• 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.
• Actively participates and contributes to Sales Strategy Meetings as appropriate.
• Adjusts to significant variation in daily workload through independent prioritization.
• Drives revenue from local non-deployed accounts for the hotels the Sales Executive represents by proactively soliciting new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads.
• Activate local tactics for deployed accounts to pull-through local buyer needs.
• Communicate best practices for generating creative revenue opportunities.

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.

Skills

• Proactive lead generation in hospitality and sales discipline.
• Knowledge of property-specific business segments (e.g. group, catering, transient).
• Knowledge of the hospitality industry.
• Negotiation skills and creative selling abilities.
• Understanding of business processes written in support of the sales organization.
• Ability to utilize 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).
• Understanding of the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand etc.) to sell effectively against the competition.
• Communication skills to communicate trends, opportunities, and market changes to appropriate parties, as needed.
• Ability to leverage all available sales channels, (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.), to optimize sales revenues.
• Understanding and utilizing company marketing initiatives/incentives to convert cold leads to warm leads.

Benefits

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law. We’re proud to offer a wide range of benefits designed to support you and your family, enrich your wellbeing, empower your career, and spark new adventures.