Business Development Manager

JOB SUMMARY

Reporting directly to the Cluster Director of Sales, the Business Development Manager is responsible for proactively soliciting group and catering opportunities with significant revenue potential. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers in order to grow the account on behalf of the company. This position supports Marriott's Sales & Marketing vision and drives customer loyalty by delivering excellent customer service with each customer interaction.

CANDIDATE PROFILE

Education and Experience

· High school diploma; 2 years' experience in the guest services, front desk, sales and marketing, management operations, or related professional area.

· OR

· year degree from an accredited university in Business Administration, Hotel and Restaurant Management, or related major.

Preferred:

· year college degree.

· Previous experience in proactive lead generation required.

· Knowledge of property-specific business segments (e.g. group, catering, transient).

· Knowledge of Marriott and hospitality industry.

CORE WORK ACTIVITIES

Understanding Market Opportunities & Driving Revenue

·   Proactively solicit potential new accounts or business opportunities by leveraging business intelligence from Sales Planning and Support and from third-party data sources to generate leads.

·   Achieves outbound calling and ensure customer satisfaction.

·   Partners with group counterpart to effectively manage the business opportunity.

·   Identifies, qualifies, and solicits new group business to achieve personal and each property's revenue goals.

·   Focuses efforts on new group accounts with significant potential sales revenue.

·   Develops effective group sales plans and actions.

·   Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

·   Closes the best opportunities for the property based on market conditions and individual property needs.

·   Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

·   Establishes and maintains complete and up-to-date lead information on each account in SFAWeb to ensure accurate reporting.

·   Keeps appropriate parties informed of trends, opportunities, market changes, as needed.

·   Solicits and processes all leads that come from non-deployed reader board accounts

Building Successful Relationships

·   Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.

·   Manages and develops relationships with key internal and external stakeholders

Managing Sales Activities

· Participates in sales calls with members of sales team to acquire new business and/or close on business.

· Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

Providing Exceptional Customer Service

·   Supports the company's service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

·   Effectively handles customer care issues and as necessary, refer them to the appropriate owner.

·   Services our customers in order to grow share of the account.

·   Executes and supports the company's customer service standards.

·   Provides excellent customer service consistent with the daily service basics of the company.

·   Sets a positive example for guest relations.

·   Interacts with guests to obtain feedback on product quality and service levels.