Account Director - Wedding Sales

Job Number 23088530
Job Category Sales & Marketing
Location Sheraton Surabaya Hotel & Towers, Jalan Embong Malang 25-31, Surabaya, East Java, Indonesia VIEW ON MAP
Schedule Full-Time
Located Remotely? N
Relocation? N
Position Type Management
Job Summary
Responsible for handling local social catering opportunities for the property. Responsible for achieving and exceeding the hotel catering sales revenue goals. Provides day-to-day supervision to Catering Sales associates that are on-property, dependent on the volume of local social catering business. Contracts and closes local catering and social business, and ensures that business is turned over properly and in a timely fashion for quality service delivery. Achieves catering 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.
CANDIDATE PROFILE
Education And Experience

• 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; no work experience required.

CORE WORK ACTIVITIES
Maximizing Revenue & Managing Profitability

• Identifies and implements process improvements and best practices.
• Identifies, qualifies and solicits new catering business to achieve personal and hotel revenue goals.
• Gains understanding of the hotel’s primary target customer and service expectations.
• Proactively solicits affiliate business associated with citywide events
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Ensures successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and the business.
• Maximizes revenue by up-selling packages and creative food and beverage offerings.

Managing Sales Activities

• Designs, develops, and sells creative catered events.
• Executes Sales strategies and business processes.
• Executes and supports Customer Service Standards and hotel’s Brand Standards.
• Participates in and practice daily service basics of the brand (i.e., MHR Spirit to Serve Daily Basics, RHR Savvy Service Basics, Courtyard Basics of the Day).
• Manages the sales efforts for the hotel related to local social catering business.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Identifies and assists with selling, implementing and following-through on catering promotions.
• Develops and manages catering sales revenue and operation budgets, and provides forecasting reports.
• Responds to incoming catering opportunities for the hotel.
• Promotes accountability to drive superior business results.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

Building Successful Relationships

• Ensures that the property implements a seamless turnover from sales to operations and back to sales while consistently delivering high level of service.
• Works collaboratively with property Sales and Marketing colleagues and Above Property Sales, as well as other hotel departments to ensure sales efforts are coordinated, complementary and not duplicative.
• Develops a close working relationship with operations to ensure execution of strategies at the hotel level.
• Interacts effectively with vendors, competitors, local community, catering associations and other hotel departments (including Sales, Kitchen and Events) in order to ensure guest satisfaction.
• Works with the property’s Food and Beverage team to develop menus that drive sales.
• Works with the management team to create and implement a catering sales plan addressing revenue, customers and market.

Providing Exceptional Customer Service

• 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 Marriott International.
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• 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.
• Serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

Additional Responsibilities

• Performs other duties, as assigned, to meet business needs.

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 welcome guests through engaging experiences and thoughtful service. If you’re a team player who is excited to deliver a meaningful guest experiences, we encourage you to explore your next career opportunity with Sheraton.