Director of Group Accounts - JW Marriott Marquis - Miami, FL - Miami, FL 47048 https://inntrack.snaphire.com/job?jobmc=47048GOOGLE https://inntrack.snaphire.com/job?jobmc=47048GOOGLE
Careers at MDMUSA - JW Marriott Miami MDMUSA - JW Marriott Miami
Salary: YEAR USD

Location: Miami, FL USA

Type of employment : FULL_TIME

Industry: Hospitality
Department: Sales & Marketing
Career Level: Management
Work Hours: Full-time

Date Posted: 28 Oct 2019

Valid Through: 27 Nov 2019 15:40

Job Purpose:

The Director of Group Accounts is responsible for proactively soliciting and booking group meetings/revenue opportunities from their assigned territory. The primary intent of the position is to drive group sales from specified geographic territories for the hotel from a designated market. Researches, solicits and qualifies business opportunities. Provides client proposals, negotiates and closes business opportunities according to the hotel's designated booking parameters.

Job Responsibilities:

  • Conducts targeted account research to determine potential.
  • Responds in a timely manner to incoming business opportunities
  • Ensures business booked is within hotel parameters.
  • Solicits and qualifies new accounts whose profile meets hotel needs
  • Proactively identifies, qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand
  • Maintains and grows business of existing accounts.
  • Identifies and develops new markets.
  • Understands competitor's strengths and weaknesses and effectively sells against them.
  • Works collaboratively with on and off - property sales channels (e.g., CSO, Market Sales, Global Sales Organization) to ensure sales efforts are coordinated, complementary and not duplicative.
  • Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls, entertainment, FAM trips, trade shows, etc.
  • Proactively manages relationships with multiple contacts in assigned market accounts.
  • Effectively manages and develops relationships with key internal and external stakeholders.
  • Effectively utilizes sales resources and administrative/support staff.
  • Hotel Communication - Coordinates with hotels for site inspections. Updates hotels on the status of their accounts and pending business and ensures follow-through and property "buy in" on customers service needs.
  • Develops correspondence, manages opportunity details and proactively develops customer solutions.
  • Maintains accurate and up to date account data and reporting using account management system.
  • Processes all business correspondence within acceptable time limits. Creates proposals/contracts and other related booking documentation as required.  Manages and maintains account files.
  • Effectively manages business opportunities and maximizes revenue.
  • Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

Skills and Knowledge

  • Excellent selling skills and understanding of sales processes; can bring a sale to closure
  • Possesses excellent telephone sales skills
  • Strong customer development and relationship management skills
  • Knowledge of need time strategy as developed by Revenue Management
  • Knowledge of contractual agreements and legal implications
  • Effective sales skills to upsell products and services
  • Knowledge of assigned geographical territory and major group meeting customers within territory
  • Knowledge of operations and associated needs/challenges presented by group needs
  • Effective sales call planning and sales trip execution
  • Effective decision-making skills
  • Ability to influence others
  • Strong problem-solving skills
  • Strong communication skills (verbal, listening, writing)
  • Strong organizational skills
  • Ability to use standard software applications and hotel systems
  • Strong analytical skills
  • Good negotiation skills
  • Strong customer and associate relation skills
  • Ability to develop and maintain relationships e.g., associates, customers, vendors

Equipment Operation

  • CI-TY
  • Microsoft Office

Job Qualifications:

Education

Bachelors Degree in Business Administration, Marketing or related field

Experience

  • College degree or commensurate experience
  • Minimum five years group sales experience in assigned territory
  • Minimum three years group sales experience in similar size hotel or larger
  • Computer literate
  • Good organizational skills.
  • Good verbal and written communications.
  • Ability to explain instructions, procedures or information to other effectively.
  • Ability to work well under pressure.
  • Bilingual English/Spanish helpful
  • Flexible, creative, self-starter.
  • Able to work with minimum supervision

Licenses/Certifications

Possess a valid driver's license and be able to drive to customer appointments.

Director of Group Accounts - JW Marriott Marquis - Miami, FL - Miami, FL

Job Purpose:

The Director of Group Accounts is responsible for proactively soliciting and booking group meetings/revenue opportunities from their assigned territory. The primary intent of the position is to drive group sales from specified geographic territories for the hotel from a designated market. Researches, solicits and qualifies business opportunities. Provides client proposals, negotiates and closes business opportunities according to the hotel's designated booking parameters.

Job Responsibilities:

  • Conducts targeted account research to determine potential.
  • Responds in a timely manner to incoming business opportunities
  • Ensures business booked is within hotel parameters.
  • Solicits and qualifies new accounts whose profile meets hotel needs
  • Proactively identifies, qualifies and solicits new group business to achieve personal and hotel revenue goals while maintaining brand
  • Maintains and grows business of existing accounts.
  • Identifies and develops new markets.
  • Understands competitor's strengths and weaknesses and effectively sells against them.
  • Works collaboratively with on and off - property sales channels (e.g., CSO, Market Sales, Global Sales Organization) to ensure sales efforts are coordinated, complementary and not duplicative.
  • Effectively develops and strengthens relationships with new and existing customers to expand group sales opportunities. Examples of activities include sales calls, entertainment, FAM trips, trade shows, etc.
  • Proactively manages relationships with multiple contacts in assigned market accounts.
  • Effectively manages and develops relationships with key internal and external stakeholders.
  • Effectively utilizes sales resources and administrative/support staff.
  • Hotel Communication - Coordinates with hotels for site inspections. Updates hotels on the status of their accounts and pending business and ensures follow-through and property "buy in" on customers service needs.
  • Develops correspondence, manages opportunity details and proactively develops customer solutions.
  • Maintains accurate and up to date account data and reporting using account management system.
  • Processes all business correspondence within acceptable time limits. Creates proposals/contracts and other related booking documentation as required.  Manages and maintains account files.
  • Effectively manages business opportunities and maximizes revenue.
  • Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
  • Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

Skills and Knowledge

  • Excellent selling skills and understanding of sales processes; can bring a sale to closure
  • Possesses excellent telephone sales skills
  • Strong customer development and relationship management skills
  • Knowledge of need time strategy as developed by Revenue Management
  • Knowledge of contractual agreements and legal implications
  • Effective sales skills to upsell products and services
  • Knowledge of assigned geographical territory and major group meeting customers within territory
  • Knowledge of operations and associated needs/challenges presented by group needs
  • Effective sales call planning and sales trip execution
  • Effective decision-making skills
  • Ability to influence others
  • Strong problem-solving skills
  • Strong communication skills (verbal, listening, writing)
  • Strong organizational skills
  • Ability to use standard software applications and hotel systems
  • Strong analytical skills
  • Good negotiation skills
  • Strong customer and associate relation skills
  • Ability to develop and maintain relationships e.g., associates, customers, vendors

Equipment Operation

  • CI-TY
  • Microsoft Office

Job Qualifications:

Education

Bachelors Degree in Business Administration, Marketing or related field

Experience

  • College degree or commensurate experience
  • Minimum five years group sales experience in assigned territory
  • Minimum three years group sales experience in similar size hotel or larger
  • Computer literate
  • Good organizational skills.
  • Good verbal and written communications.
  • Ability to explain instructions, procedures or information to other effectively.
  • Ability to work well under pressure.
  • Bilingual English/Spanish helpful
  • Flexible, creative, self-starter.
  • Able to work with minimum supervision

Licenses/Certifications

Possess a valid driver's license and be able to drive to customer appointments.

Job Details

Reference # 47048
Posted on 28 Oct 2019
Closes on 27 Nov 2019 15:40
Property name
Location(s) Miami, FL
City Name
Department Sales & Marketing
Career level Management
Hours/Status Full-time
Pay range ($low)
Pay range ($high)
Bonuses
Benefits
More details (document)
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