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Job Number 24211581
Job Category Sales & Marketing
Location Sheraton Manila Hotel, 80 Andrews Avenue, Newport World Resorts, Metro Manila, Philippines, Philippines, 1309VIEW ON MAP (https://www.google.com/maps?q=Sheraton%20Manila%20Hotel%2C%2080%20Andrews%20Avenue%2C%20Newport%20World%20Resorts%2C%20Metro%20Manila%2C%20Philippines%2C%20Philippines%2C%201309)
Schedule Full Time
Located Remotely? N
Position Type Management
JOB SUMMARY
Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential. Manages group/catering opportunities not handled by an Event Booking Center (EBC). Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals.
Verifies 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.
CANDIDATE PROFILE
Education and Experience
+ A minimum of five years of sales experience with a reputable international hotel chain
+ Skilled in handling top producing accounts and complex group and catering business opportunities
CORE WORK ACTIVITIES
Understanding Market Opportunities & Driving Revenue
+ Targets special corporate, group and catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
+ Partners with group/catering counterpart to effectively manage the business opportunity.
+ Responds to incoming group/catering opportunities for the property that are outside parameters of the Event Booking Center.
+ Identifies, qualifies and solicits new group/catering business to achieve personal and each property’s revenue goals.
+ Focuses efforts on group/catering accounts with significant potential sales revenue.
+ Develops effective group/catering sales plans and actions.
+ Designs, develops and sells creative catered events.
+ Maximizes revenue by upselling packages and creative food and beverage.
+ 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 each property based on market conditions and individual property needs.
+ Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Providing Exceptional Customer Service
+ Handles complex business with significant revenue potential as well as significant customer expectations.
+ Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
+ Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
+ Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
+ Provides excellent customer service in order to grow share of the account.
+ Executes brand’s Customer Service Standards and property’s Brand Standards.
+ Executes and supports the business Customer Service Standards and property’s Brand Standards.
+ Participates in and practices daily service basics of the brand.
+ Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
+ 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 the property and brand.
+ 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
Building Successful Relationships
+ Works collaboratively with off-property sales channels (e.g., Global Sales, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
+ Manages and develops relationships with key internal and external stakeholders.
+ Uses sales resources and administrative/support staff.
Additional Responsibilities
+ Utilizes intranet for resources and information.
+ Conducts site inspections.
+ Creates contracts as required.
+ Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
MANAGEMENT COMPETENCIES
Leadership
+ Adaptability – Maintains performance level under pressure or when experiencing changes or challenges in the workplace.
+ Communication – Conveys information and ideas to others in a convincing and engaging manner through a variety of methods.
+ Problem Solving and Decision Making – Identifies and understands issues, problems, and opportunities; obtains and compares
+ information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action.
+ Professional Demeanor – Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.
Managing Execution
+ Building and Contributing to Teams – Actively participates as a member of a team to move the team toward the completion of goals.
+ Driving for Results – Sets high standards of performance for self-and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self-and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required.
+ Planning and Organizing – Gathers information and resources required to set a plan of action for self-and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.
Building Relationships
+ Coworker Relationships – Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.
+ Customer Relationships – Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards.
+ Global Mindset – Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.
Generating Talent and Organizational Capability
+ Organizational Capability – Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit.
+ Talent Management – Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.
Learning and Applying Professional Expertise
+ Applied Learning – Seeks and makes the most of learning opportunities to improve performance of self-and/or others.
+ Business Acumen – Understands and utilizes business information to manage everyday operations.
+ Technical Acumen – Understands and utilizes professional skills and knowledge in a specific functional area to conduct.
+ Sales Ability: Persuasiveness – Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients.
+ Sales Disposition – Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting behavior styles that facilitate adaptation to the demands of the sales role.
+ Sales Implementations – Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success.
+ Basic Competencies – Fundamental competencies required for accomplishing basic work activities.
+ Basic Computer Skills – Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
+ Mathematical Reasoning – Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues.
+ Oral Comprehension – Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences.
+ Reading Comprehension – Demonstrates understanding of written sentences and paragraphs in work-related documents.
+ Writing – Communicates effectively in writing as appropriate for the needs of the audience.
_Marriott International is an equal opportunity employer.
We believe in hiring a diverse workforce and sustaining an inclusive, people-first culture. We are committed to non-discrimination on any protected basis, such as disability and veteran status, or any other basis covered under applicable law._
When you join the Sheraton family, you become a member of its global community. We’ve been a place to gather and connect since 1937. At Sheraton, associates create a sense of belonging in more than 400 communities around the world.
We invite, we welcome, and we connect guests through engaging experiences and thoughtful service. If you’re a team player who is excited to deliver a meaningful guest experience, we encourage you to explore your next career opportunity with Sheraton. Join us on our mission to be ‘The World’s Gathering Place’. In joining Sheraton Hotels & Resorts, you join a portfolio of brands with Marriott International. Be where you can do your best work, begin your purpose, belong to an amazing global team, and become the best version of you.
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