Business Development Manager - Sales

Job Summary

Job Scope

Reporting directly to the Director of Sales, the BDM is responsible for proactively soliciting group and catering opportunities with significant revenue potential. Actively up-sells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery. Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience. Provides service to customers to grow the account on behalf of the company 

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. 

Key Responsibilities

Understanding Market Opportunities & Driving Revenue 

Targets group and catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. 

Partners with group and catering counterpart to effectively manage the business opportunity. 

Identifies, qualifies, and solicits new group and catering business to achieve personal and each property’s revenue goals. 

Focuses efforts on new group and catering accounts with significant potential sales revenue. 

Develops effective group and catering sales plans and actions. 

Understands the overall market - 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 individual property needs. 

Uses negotiating skills and creative selling abilities to close on business and negotiate contracts. 

Providing Exceptional Customer Service 

Handles complex business with significant revenue potential as well as significant customer expectations. 

Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc. 

Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities. 

Supports brand’s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience. 

Provides excellent customer service in order to grow share of the account. 

Executes brand’s Customer Service Standards and property’s Brand Standards. 

Executes and supports the business 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 by assisting the customer and ensuring 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 exceed their expectations, while building a relationship and loyalty to the property and brand. 

Gains understanding of the property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event. 

Building Successful Relationships

Works collaboratively with off-property sales channels (e.g., Event Booking Center, Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative. 

Manages and develops relationships with key internal and external stakeholders. 

Additional Responsibilities

Utilizes intranet, Linkedin Navigator, Knowland for resources and information. 

Conducts site inspections and hosts events / attends exhibitions  

Creates contracts as required. 

Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence) if required 

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 Demeanor - Exhibits behavioral 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

Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organisational 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 Mindset - 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. 

Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients. 

Sales Disposition - Demonstrating the traits, inclinations, and outlooks that characterize successful salespersons; exhibiting   behavior styles that facilitate adaptation to the demands of the sales role. 

Sales Implementations - Driving and supporting the implementation of sales strategies and systems; seeking and taking appropriate actions on feedback; taking responsibility for implementation success. 

Basic Competencies - Fundamental competencies required for accomplishing basic work activities. 

Basic Computer Skills - Uses basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.). 

Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues. 

Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences. 

Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents. 

Writing - Communicates effectively in writing as appropriate for the needs of the audience. 

Additional Responsibilities

Meet the grooming standards of the hotel as set out in the Associate Handbook. 

Maintain company confidentiality, ensuring that business dealings within the organization are not discussed with outside parties. 

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

 

At Marriott International, we are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.