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Position Title :
MICE Sales Manager
JOB SUMMARY
The position is accountable for proactively soliciting sales opportunities. Ensures business is turned over properly and in a timely fashion for proper service delivery. Leads all day-to-day proactive activities (reporting, team presentations, newsletters, etc.) related to sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal sales goals. Develops strategic relationships with key MICE segment buyers to penetrate and grow local, national & international market share and drive revenue to the hotel.
CANDIDATE PROFILE
Education and Experience
- Minimum 2-year degree from an accredited university in Business Administration, Sales, Hotel Management, or related major.
- Minimum 3 years experience in the MICE segment or related professional area.
- Premium or Luxury MICE sales experience mandatory.
- Strong technology & communication skills
- English + Italian required; additional languages (e.g., Spanish, French, German) a plus.
CORE WORK ACTIVITIES
Building Successful Relationships that Generate Sales Opportunities
- Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. The majority of the business trips are concentrated between February & June with an average of 3 weeks traveling.
- Develops relationships within the community to strengthen and expand the customer base for sales opportunities.
- Manages and develops relationships with key internal and external stakeholders.
- If needed, assists the reactive sales team to convert business by generating proposals, writing contracts, organizing site inspections, etc.
Managing Sales Activities
- Focuses on luxury MICE opportunities from corporate and event planners, meeting organizers, and luxury agencies in Europe & Worldwide with a predominant focus on the US market.
- Works closely with the Director of Sales to align on sales strategy and effective execution for the MICE segment.
- Manages tradeshow and expenses budgets.
- Analyzes the market. Plans and attends relevant trade shows, MICE industry events, corporate meetings, and planner networking events.
- Partners with Global Sales Offices managing luxury MICE agencies and corporate accounts (BCD, Maritz, HelmsBriscoe, CWT) focused on MICE business.
- Collaborates with Marketing on market-level and property-specific MICE strategies and initiatives; leverages national and regional promotions targeted at event planners and corporate clients.
- Develops deep knowledge of resort amenities, event spaces, meeting packages, and conference offerings; promotes these solutions to international MICE buyers.
- Gains comprehensive understanding of Marriott’s value proposition and services for the MICE segment, including event technology and planning resources.
- Understands the competitive landscape and economic environment to position JW Marriott Venice effectively during sales processes.
Using Knowledge of Market Trends and Target Customer Information to Maximize Revenue
- Identifies new business to achieve revenue goals.
- Identifies emerging MICE opportunities and risks; provides strategic feedback and supports account planning.
- Understands the overall market, competitors, economic trends, and supply-demand dynamics; sells against them effectively.
- Closes the best opportunities based on market conditions and customer needs.
- Understands primary target customers and service expectations; serves customers by understanding their business issues and concerns to offer better solutions.
Providing Exceptional Customer Service
- Supports the company’s service and relationship strategy, driving customer loyalty through service excellence.
- Services customers to grow share of the account.
- Executes and supports customer service standards.
- Provides excellent service, sets a positive example, interacts with guests for feedback.
Marriott International is an equal-opportunity employer. We believe in hiring a diverse workforce and fostering an inclusive, people-first culture. We are committed to non-discrimination based on protected characteristics.
Our brands include JW Marriott and Marriott Hotels. Marriott Hotels, with over 500 locations worldwide, is committed to delivering premium choices and sophisticated style. JW Marriott, part of Marriott’s luxury portfolio with over 80 properties globally, prioritizes employee happiness and offers opportunities for growth, recognition, and pursuing passions in a luxury environment. Our philosophy is "Treating guests exceptionally starts with the way we take care of our associates. That’s The JW TreatmentTM."