Senior Groups and Events Agent_Protea Hotel Fire & Ice! by Marriott Menlyn Pretoria

Marriott Hotels Resorts; Pretoria; On-site; ZAR 350,000 - 500,000; Full time

Job summary

A leading hotel chain seeks a Sales Manager to enhance revenue through effective sales strategies and client engagement. The role involves managing inquiries, negotiating contracts, and fostering strong customer relationships to meet sales objectives. Candidates should possess relevant experience, and preferred educational qualifications include a degree in Marketing or Business Administration.

Qualifications

• Experience in group booking and events required.
• High school diploma or equivalent, two-year degree preferred.

Responsibilities

• Manage reactive sales process and maximize hotel revenue.
• Negotiate contracts and provide quotations.
• Support customer service standards and manage event details.

Skills

Customer Service

Negotiation

Sales Strategy

Market Analysis

Education

Two-year degree in Marketing or Business Administration

High school diploma or G.E.D.

Job description

POSITION SUMMARY

This position assists with the reactive sales process, maximizing hotel revenue and profitability, aiming to achieve EBC revenue goals, team booking pace goals, guest satisfaction, and financial performance. Ensures business is turned over properly and in a timely fashion for proper service delivery. Assists in leading all day-to-day activities related to reactive sales with a focus on building long-term, value-based customer relationships that enable achievement of sales objectives. Achieves personal sales goals.

Maintains a productive relationship with the Proactive Sales Team, Event Planning, and Operations. Responsible for effective business processes with all sales-related channels. Manages all group and event inquiries, negotiating/contracting functions including upselling, and operating the groups until handover to Event Planning.

Managing Sales Activities

• Responds to new catering/group business leads and incoming catering opportunities within 24 hours.
• Manages every new lead in Opera, including Ml Leads and OneSource (if applicable).
• Maintains accurate room blocks forecasts based on group history reports and client information to maximize hotel revenue, making adjustments as necessary.
• Forecasts catering revenues for each lead.
• Uses standard proposal templates to ensure the sales process follows handling guidelines.
• Employs negotiating skills and creative selling abilities to close business and negotiate contracts.
• Identifies the best opportunities for the hotel based on market conditions and hotel needs.
• Provides quotations from external suppliers when needed, according to scope of work.
• Conducts site inspections methodically, adhering to core standards.
• Builds and strengthens relationships with existing and new customers to enable future bookings.
• Supports operational aspects of booked business, such as generating and filing proposals, contracts, customer correspondence.
• Prepares contracts/agreements for all events and groups, maintaining files with all required information (initial request, proposal, signed contract, BEOs, vouchers, etc.).
• Ensures seamless turnover of confirmed groups and events to Event Planning.
• Maintains knowledge and understanding of Opera Sales & Catering and PMS, keeping up with updates.
• Works within operational limitations to deliver as promised.
• Enforces deadlines and collaborates with clients to release unused meeting space to maximize revenue.
• Sells and follows through on catering promotions.
• Implements sales strategies and business processes.
• Supports Customer Service Standards and hotel Brand Standards, practicing daily service basics.

Maximizing Revenue & Managing Profitability

• Analyzes market competitors, economic trends, supply and demand, and sells against them.
• Increases revenue through upselling packages and creative F&B offerings.
• Gains understanding of the hotel's primary target customers and service expectations.

Building Successful Relationships

• Coordinates with Reservations, Sales, and Marketing teams to ensure efforts are aligned.
• Works closely with Banqueting and Operations to ensure strategy execution.
• Collaborates with the management team to create and implement a catering sales plan.
• Works with Food and Beverage to develop menus that drive sales.
• Engages effectively with vendors, competitors, local community, and other hotel departments to ensure guest satisfaction.

Providing Exceptional Customer Service

• Delivers exemplary customer service to drive satisfaction and loyalty.
• Understands customer needs, recommends appropriate features/services, and builds relationships.
• Resolves guest issues arising from the sales process, escalating as needed.

Additional Responsibilities

• Supports the Reservations Manager with administrative tasks (proposals, contracts, reports).
• Provides daily event briefings with booking details.
• Participates in weekly Sales and Group Summary meetings.
• Submits credit information to the credit manager timely, communicates credit policies to clients, and manages contracts and deposits.
• Manages time effectively to complete tasks.
• Participates in departmental and Marriott courses for growth.
• Contributes to company assets and engagement surveys.

PREFERRED QUALIFICATIONS

• High school diploma or G.E.D. equivalent.
• Two-year degree in Marketing, Business Administration, Hotel & Restaurant Management, or related field preferred.
• Experience in group booking and events required.

At Marriott International, we are dedicated to being an equal opportunity employer, valuing diverse backgrounds and fostering an inclusive environment. We are committed to nondiscrimination on any protected basis, including disability and veteran status.

Marriott Hotels aim to elevate hospitality through innovation while maintaining comfort. Join us to deliver heartfelt service that upholds our legacy of wonderful hospitality worldwide.