Sales Manager (MICE)

Posting Date Mar 10, 2022 Job Number 22036880 Job Category Sales & Marketing Location W Melbourne, 408 Flinders Lane, Melbourne, VICTORIA, Australia VIEW ON MAP Brand W Hotels Schedule Full-Time Relocation? N Position Type Management Located Remotely? N Boldly coloring outside the lines of luxury, W turns the traditional notion of the extravagant hotel on its head. Our irreverent attitude and taste for excess redefine revelry for the modern jet set. Our guests have a lust for a life less ordinary that drives them to demand more, experience it all, and hit repeat. We share our guests’ passions, providing insider access to what’s new and what’s next. Moderation is not in our vocabulary and we know that lust for life demands more, not less. W guests soak it in and live each day with a mantra: Detox.Retox.Repeat. If you’re ready to create the energetic W scene that is magnetic to everyday disruptors around the world, then we invite you to explore a career with W Hotels. W DOESN'T RECRUIT EMPLOYEES, WE CAST TALENT Boldly coloring outside the lines of luxury, W turns the traditional notion of the extravagant hotel on its head. Our irreverent attitude and taste for excess redefines revelry for the modern jet set. W SITS ALONGSIDE LUXURY, NOT CONFINED BY IT We share our guests’ passions, providing insider access to what’s new and what’s next. Moderation is not in our vocabulary and we know that lust for life demands more, not less. W guests soak it in and live each day with a mantra: Detox.Retox.Repeat. If you’re ready to create the W scene that is magnetic to everyday disruptors around the world, then we invite you to explore a career with W Hotels. WE’RE IN THE KNOW, SO YOU’RE IN THE KNOW Whatever/Whenever® service caters to every need in a personalized and personable way – friendly, unscripted, real and connected. This is amplified by W Insiders: tapped-in Talent who provide guests insider access to everything locals are buzzing about. W Talent relate to guests’ edgy attitude and thrive in a setting where they can be true to themselves. HOTEL OVERVIEW W Melbourne is the rebel between the streets, taking its design cues from Australia’s cultural capital and providing the back-lane entrance keys to what’s New/Next in the city. Extending the laneway culture inside, 294 bold rooms and suites peel back the layers and revel in the city’s history. There are five electric and daring bars and restaurants within the hotel, plus over 800 square metres of ultra-modern event space. W Melbourne is set to be the place to see and be seen in. A fab opportunity for a Sales Manager (MICE) to join a dynamic sales and marketing team at Melbourne’s newest luxury lifestyle hotel, with some of the country’s most exciting and innovative event spaces, restaurants and bars. Cast key criteria: Bring the bold mindset with your strong business acumen and ability to secure group and event business Take groups and event sales to the next level with creativity and operational lens with your customer centric sales approach Demonstrate your technical expertise with group and event reservations tools (CRM) and yielding systems And most of all, have a lust for life and enjoy working with a strong and dynamic sales team JOB SUMMARY The Sales Manager (MICE) is responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential. Manages group/catering opportunities. 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 in order 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; no work experience required. CORE WORK ACTIVITIES Understanding Market Opportunities & Driving Revenue Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Partners with group/catering counterpart to effectively manage the business opportunity. Responds to incoming group/catering opportunities for the property that are outside parameters of the Event Booking Center. Handles all opportunities if property does not participate in an EBC. Identifies, qualifies and solicits new group/catering business to achieve personal and each property’s revenue goals. Focuses efforts on group/catering accounts with significant potential sales revenue. Develops effective group/catering sales plans and actions. Designs, develops and sells creative catered events. Maximizes revenue by upselling packages and creative food and beverage. 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 each 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, Global Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative. Manages and develops relationships with key internal and external stakeholders. Uses sales resources and administrative/support staff. Additional Responsibilities Utilises intranet for resources and information. Conducts site inspections. Creates contracts as required. Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence). 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.