Sales Executive
Marriott Hotels
Abu Dhabi, United Arab Emirates
منذ 3 يوم

Posting Date May 31, 2021

Job Number 21053970

Job Category Sales & Marketing

Location The St. Regis Abu Dhabi, Nation Tower, Corniche, Abu Dhabi, United Arab Emirates, United Arab Emirates VIEW ON MAP

Brand St. Regis Hotels & Resorts

Relocation? N

Position Type Non-Management

Located Remotely? N

The St. Regis brand first established luxury hospitality more than 110 years ago, with the opening of the St. Regis New York.

From the moment John Jacob Astor IV opened the doors of his Beaux-Arts masterpiece on New York’s Fifth Avenue, St. Regis has stood as a symbol of uncompromising elegance and bespoke service.

Today, with more than 40 of the best addresses around the world, St. Regis is a place where trends are born, boundaries are broken and guests can simply live exquisite.

We invite you to explore careers at St. Regis.

POSITION PURPOSE

Handles group and catering opportunities that come directly to the property (10 150 covers; 10 50 rooms). Contracts and closes group and catering business and verifies that it is turned over properly and in a timely fashion for quality service delivery.

Achieves revenue goals by actively up-selling each business opportunity to maximize revenue. 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.

Administrative

  • Answers departmental telephone line(s); provides callers with responses to requests involving departmental policies, procedures or programs;
  • directs calls to the appropriate person or takes messages

  • Processes data through a variety of administrative systems including expense reports, payroll, and personnel forms.
  • Performs data entry tasks using spreadsheet or database software.
  • Managing Sales Activities

  • Handles group and catering opportunities that come directly to the property (10 150 covers; 10 50 rooms).
  • Manages the sales efforts for the property including groups, local and social opportunities.
  • Responds to incoming group and catering opportunities for the hotel. Identifies, qualifies and solicits new group and catering business to achieve personal and property revenue goals.
  • Solicits affiliate business associated with citywide events from approved affiliate list provided by Citywide Sales Executive.
  • 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.
  • Works with the management team to create and implement a group and catering sales plan addressing revenue, customers and market.
  • Designs, develops and sells creative catered events.
  • Maximizes revenue by up-selling packages and creative food and beverage packages.
  • Manages catering sales revenue and operation budgets, and provides forecasting reports.
  • Develops menus that drive sales.
  • Assists with selling, implementation and follow-through of catering promotions.
  • Executes and supports Marriott’s Customer Service Standards and property’s Brand Standards.
  • 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.
  • 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.
  • Monitors successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and Marriott International.
  • Contracts and closes groups and catering business and confirms that business is turned over properly and in a timely fashion for quality service delivery.
  • 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.
  • Achieves catering revenue goals by actively up selling each business opportunity to maximize revenue.
  • To ensure knowledge and understanding of Opera Sales & Catering, PMS, MARSHA, OneSourse & Cvent and keeping up with any updates in the system
  • Ensure proposals meet the criteria following booking rules, pattern and pricing
  • Utilize the standard template for proposals; Timeline for response back to clients is defined by client expectations, which will vary for each request and must be confirmed with client at time of enquiry.
  • Responsible for documenting Contracts / Agreements for all Groups booked, following processes and procedures. Maintaining files with all required information and / or documentation pre / post events (initial request, proposal, relevant information, signed contract, BEO’s, vouchers, etc.)
  • Responsible to ensure accurate information to be distributed to Operations Team
  • Responsible to ensure open communication to Operations Team
  • Responsible to apply for DCT Events permit and follow up for approvals
  • Responsible to ensure BEO’s are issued and distributed in a timely fashion
  • Responsible to develop procedures for Last Minute Events
  • Work closely with DOS / DOGS / DORM and DOF&B to be able to adapt and convert business.
  • Actively use MILeads as a means of referral.
  • Actively use OneSource and Cvent as appropriate & acquire full knowledgeable understanding of the program
  • Prepared to work as per required function schedule in order to welcome clients prior their meeting and to meet them during their Dinner function.
  • Weekend work as per demand.

    SUPPORTIVE FUNCTIONS

  • Provide all requested credit information to credit manager including timely communication to client of credit policy, receipt of signed contract and deposit
  • Attend daily events briefing providing accurate updates on details of bookings and enquiries
  • Attend weekly sales meeting
  • Arrange group check-ins in liaison with Front Office Manager.
  • Conduct pre and post event briefings and communicate any comments relevant to the specific event(s) to all Departments concerned to improve addressed shortfalls, if any, within the operation.
  • Review all daily Food + Beverage and Conference charges posted to relevant accounts during each convention, meeting or incentive, to ensure that all charges are in line the BEO.
  • Consult with the Director of Food + Beverage and Executive Chef to prepare menus which will attract business and yield a satisfactory profit (custom made menus).
  • Attend weekly BEO meeting including : Event Sales + Services Executives, Banquet Manager, Banquet Chefs, and Chief Steward, to finalize all details of upcoming functions.
  • Attend weekly group summary meeting, including Housekeeping, Front Office and Butler.
  • Be aware of cyclical events and be pro-active in planning.
  • Ensure accurate response to proposals within 24 hours and deliver a high level of guest service standard at all times in the Catering & Events Sales department.
  • Ensure that leads are followed up in a timely and professional manner (48 hours after sending the enquiry).
  • Conduct at least three Sales Calls / client Entertainments / Site inspections to convert business per week.
  • Ensure business block information is updated in the system in the applicable status (Prospect, Ten or DEF)
  • Provide updates to the Director of Groups & Events to present at the revenue strategy meeting
  • Assist in forecasting figures for F&B
  • Take responsibility & be empowered to make decisions in quoting for business, adhering to the pre-set strategic guidelines using tools available such as GET
  • Effectively manage time ensuring the completion of all pre-set tasks on a daily basis.
  • To participate in departmental and Marriott courses as required
  • Ensure site inspections are conducted in a methodical fashion adhering to the core standards of the department
  • Participate in annual Starvoice survey
  • Must demonstrate an awareness of the importance of body language in communication and interaction with others
  • Take part in special projects as directed by the Director of Sales and / or Director of Groups and Events
  • Building Successful Relationships

  • Works collaboratively with off-property sales channels (e.g., Area Sales, GSOs) to verify that sales efforts are coordinated, complementary and not duplicative.
  • Interacts effectively with sales, event planning, kitchen, vendors, competitors, local community, and other hotel departments in order to maintain guest satisfaction.
  • Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring 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 exceeds their expectations, while building a relationship and loyalty to Marriott.
  • Gains understanding of the property’s primary target customer and service expectations. Develops a close working relationship with operations to execute strategies at the property level.
  • 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 Demeanour - Exhibits behavioural 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

  • Co-worker 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 Mind-set - 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.
  • Devising Sales Strategies and Solutions - Trying different and novel ways to deal with sales challenges and opportunities;
  • taking courses of action or developing sales strategies that appropriately consider available facts, constraints, competitive circumstances, and probable consequences.

  • Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.
  • Knowledge of Contracts- Knowledge of contractual agreements and legal implications.
  • 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.

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