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The position serves as the primary sales person for a large complex property or for a group of properties. Responsible for proactively soliciting and handling large group/catering related opportunities with significant revenue potential for each participating property. Works to develop, build and maintain long-term, value-based group customer relationships in order to achieve personal and team related revenue goals for all assigned properties. According to properties’ needs, the Senior Account Executive can focus on all types of accounts, or can specialize and focus on specific accounts (e.g., Corporate, Association, etc.). Ensures business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards. Responsible for driving customer loyalty by delivering service excellence throughout each customer experience. Provides service to our customers in order to grow the account on behalf of the company.
Job Responsibility:
Serves as the primary sales person for a large complex property or for a group of properties
Proactively solicits and handles large group/catering related opportunities with significant revenue potential
Develops, builds and maintains long-term, value-based group customer relationships
Achieves personal and team related revenue goals
Focuses on all types of accounts, or can specialize and focus on specific accounts
Ensures business is turned over properly and in a timely fashion for proper service delivery
Drives customer loyalty by delivering service excellence
Provides service to our customers in order to grow the account
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc.
Targets group accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation
Identifies, qualifies and solicits new accounts
Closes the best opportunities for each property
Identifies and develops new markets
Develops and implements an effective sales plan
Executes designated sales strategies
Uses negotiating skills and creative selling abilities to close on business and negotiate contracts
Achieves solicitation and prospecting goals
Maintains and grows business of existing accounts
Designs, develops and sells creative catered events
Executes and supports the operational aspects of business booked
Works collaboratively with Strategic Accounts and Market Sales, Convention Bureaus, and other property counterparts
Works collaboratively with off-property sales channels
Develops and manages relationships with key stakeholders
Uses sales resources and administrative/support staff effectively
Builds and strengthens relationships with existing and new customers, industry organizations and brand network
Maintains customer, account and opportunity data in SFA
Executes and supports brand’s 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
Serves the customer by understanding their needs and recommending the appropriate features and services
Gains understanding of the property’s primary target customer and service expectations
Utilizes intranet for resources and information
Manages group or interpersonal conflicts effectively
Conducts site inspections
Creates contracts as required
Requirements:
High school diploma or GED
2 years experience in the sales and marketing, guest services, front desk, or related professional area
OR 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major