Business Transient Sales Manager

Job Overview

Drives revenue to achieve Hotel’s topline goals for each of their represented hotels by proactively soliciting all business segments; to include new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. Focuses on properties’ BT Pricing strategy. Partners with Leadership to ensure competitive sales strategies are in place for the hotel and stay competitive within the market by aligning on sales activities to generate business and communicate real-time competitor intel.

Reports directly to Area Director of Sales and Marketing and works closely with the hotel General Managers, focuses on sales driven tasks. May work with Marriott’s U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented marketplace.

• Works with Area Director of Sales in identifying the top accounts of each stakeholder hotel, identify key buyers within each account, and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.
• Identifies share shift targets within the Business Transient segment and creates sales action to shift those accounts.
• May work with U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented marketplace.
• Negotiates yearly Special Corporate Negotiated rates annually to drive revenue growth within the segment year over year.
• Solicits potential new accounts or business opportunities by leveraging competitor intelligence software, and leads sending through internal referral mechanisms to identify local negotiated rates for each hotel.
• Ensure Hotel has property lead generation program to identify new business through Operations teams.
• Drives customer satisfaction through daily interactions, building rapport with repeat travelers within negotiated accounts, hosting hotel appreciation events.
• Conducts customer facing sales activities on behalf of the hotels in partnership with Property Coordinator/Resource as appropriate. (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) Activities, etc.).
• Conducts site inspections for customer accounts.
• Maintains complete and up-to-date lead information on each account in CI/TY SFA Web and EMPOWER to verify accurate reporting and customer base information.
• Qualifies and maintains customer's long-term business potential.
• Presents stakeholder hotel benefits and features based on customer needs.
• Understands and utilizes all business processes written in support of the sales organization.
• Utilizes negotiation skills and creative selling abilities to uncover new business.
• Uses all information systems (e.g., CI/TY SFA Web, MINT, MarRFP-SAPP, Hoteligence, Account Relationship Management (ARM)) to research the deployment and value of the accounts deemed important for stakeholder hotels.
• Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply, and demand etc.) to sell effectively against the competition.
• Communicates trends, opportunities, and market changes to appropriate parties, as needed.
• Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads.
• Tracks weekly activities and relationship to revenue and room night production.
• Sets day-to-today priorities to complete assigned responsibilities.
• Actively participates and contributes to Sales Strategy Meetings as appropriate.
• Adjusts to significant variation in daily workload through independent prioritization.
• Activate local tactics to pull-through local buyer needs. Communicate best practices for generating creative revenue opportunities.
• Performs other duties as appropriate.

• Leverage Marriott deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share.
• Participates in community…