Senior Group Sales Executive

Westin Hotels & Resorts; Jersey City (NJ); On-site; USD 134,273,000 - 194,246,000; Full time

Benefits offered by this job

Bonus eligible

Job summary

The Westin Jersey City is seeking an on-site Group Sales Manager to lead group sales activity, conduct site inspections, and close group business within predefined peak room parameters.

You will drive revenue by upselling opportunities, coordinate with Events and Operations, and ensure seamless turnover from sales to operations while upholding brand standards and delivering exceptional service.

Qualifications

• High school diploma or GED required with 4 years in sales, marketing, guest services, or related area.
• Or a 2-year degree with 2 years in sales and marketing or related area.

Responsibilities

• Respond to group/catering opportunities within peak room parameters to meet revenue goals.
• Close opportunities by negotiating contracts and upselling where appropriate.
• Coordinate with Area Sales and Events to identify new business while meeting property needs.
• Ensure seamless turnover from sales to operations and back to sales with high service levels.
• Attend pre/post-convention meetings to address group needs and feedback.
• Maintain Marriott Customer Service Standards and brand standards throughout the sales process.

Skills

Negotiation skills

Sales experience

Customer service

Education

High school diploma or GED

2-year degree in Business Administration/Marketing/Hotel & Restaurant Management

Job description

Additional Information

Job Number 26119271

Job Category Sales & Marketing

Location 479 Washington Blvd, Jersey City, New Jersey, United States, 07310 VIEW ON MAP

Schedule Full Time

Located Remotely? N

Position Type Management

Pay Range: $46.86-$67.79 per hour

Bonus Eligible: Y

Job Summary

Acts as the on-property liaison for group sales within the pre-defined peak room parameters for Property Sales. Contracts and closes group business in addition to conducting site inspections. Verifies business is turned over properly and in a timely fashion for quality service delivery. Achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity. Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Required

Education and Experience

• High school diploma or GED; 4 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; 2 years experience in the sales and marketing or related professional area.

Preferred

• Large group sales experience.

CORE WORK ACTIVITIES

Managing Sales Activities

• Achieves group revenue goals by responding to incoming group/catering opportunities for the property that are within the pre-defined peak room parameters.
• Understands the overall market (e.g., 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 property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Achieves group revenue goals by actively up-selling each business opportunity to maximize revenue opportunity.
• Partners with Area Sales to identify new group/catering business and achieve personal and property revenue goals.
• Acts as the on-property liaison for group events over the Group Sales peak room parameters of the Sales Office.
• Develops group sales revenue and operation budgets, and provides forecasting reports.
• Works with the management team to create and implement a group sales/marketing plan addressing revenue, customers, and market.
• Assists with selling, implementation, and follow-through of group sales promotions.
• Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels, and overall satisfaction.
• Provides accurate, complete, and effective turnover to Event Management.
• Executes and supports Marriott’s Customer Service Standards and hotel’s Brand Standards.
• Conducts site inspections, as required.
• Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Participates in and practices daily service basics of the brand (e.g.,., MHR Spirit to Serve Daily Basics, RHR Savvy Service Basics, Courtyard, SpringHill Suites, Fairfield Inn Basics of the Day, Residence Inn Daily Huddle, or TownePlace Suites Morning Meeting).
• Verifies that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
• Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.
• Verifies successful performance by increasing revenues, controlling expenses, and providing a return on investment for the owner and Marriott International.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Builds and strengthens relationships with existing and new customers to enable future bookings through sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within the community to strengthen and expand customer base for group/catering sales opportunities.
• Works collaboratively with off-property sales channels (e.g., Group Sales within the Sales Office, Area Sales, EST) to verify the property needs are being achieved and the sales efforts are complementary, not duplicative.
• Partners with Event Management and/or Operations in providing a customer experience that exceeds the customer’s expectations.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and verifying their satisfaction before and during their program/event.
• Implements the brand’s service strategy and applicable brand initiatives in all aspects of the sales process and drives customer loyalty by delivering service excellence throughout each customer experience.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.
• Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during, the program/event.

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. Benefits eligibility and options may vary depending on employment status, position and location. Click here to learn more.

At Westin, we are committed to empowering guests to regain control and enhance their well-being when they need it most while traveling, ensuring they can be the best version of themselves. To achieve the brand mission of becoming the preeminent wellness brand in hospitality, we need passionate and engaged associates to bring the brand’s unique programming to life. We want our associates to embrace their own well-being practices both on and off property. You are the ideal Westin candidate if you are passionate; you are active and take pride in how you maintain your well-being; you are optimistic; you are adventurous. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.