Senior Sales Executive
Description
POSITION SUMMARY
Senior Sales Executive
Job Title
Senior Sales Executive
Department
Sales & Marketing
Reports To
Sales Manager / Director of Sales & Marketing
Job Summary
The Senior Sales Executive is responsible for generating hotel revenue through proactive sales activities, account management, business development, and relationship building. The role focuses on securing corporate, government, group, and event business while maximizing room revenue, meeting space utilization, food and beverage sales, and overall hotel profitability.
Key Responsibilities
Sales & Business Development
- Identify, solicit, and secure new business opportunities across corporate, government, NGO, and group segments.
- Develop and maintain a strong portfolio of key accounts.
- Conduct regular sales calls, site inspections, and client presentations.
- Prepare and negotiate contracts, proposals, and rate agreements.
- Generate group room bookings, meetings, conferences, and social events.
Account Management
- Build strong relationships with existing clients to drive repeat business.
- Monitor account production and develop strategies to grow revenue.
- Conduct quarterly business reviews with key clients.
- Ensure prompt follow-up of all leads and inquiries.
Revenue Generation
- Achieve monthly, quarterly, and annual sales targets.
- Support initiatives to increase direct bookings and digital share.
- Work closely with Revenue Management to maximize hotel occupancy and ADR.
- Identify opportunities for upselling rooms, meeting space, and hotel services.
Reporting & Administration
- Maintain accurate records in the CRM and sales systems.
- Produce weekly sales activity and pipeline reports.
- Track lead conversion ratios and account productivity.
- Participate in budget and forecast preparation.
Market Intelligence
- Monitor competitor activities and market trends.
- Provide feedback on market opportunities and pricing strategies.
- Represent the hotel at industry events, exhibitions, and networking functions.
Qualifications & Experience
- Bachelor's Degree in Marketing, Business Administration, Hospitality Management, or related field.
- Minimum of 3-5 years of hotel sales experience.
- Proven record of achieving sales and revenue targets.
- Experience managing corporate and group accounts.
Required Competencies
- Strong negotiation and presentation skills.
- Excellent relationship management abilities.
- Effective communication and interpersonal skills.
- Revenue-driven mindset.
- Proficiency in Microsoft Office and hotel sales systems.
- Strong organizational and time-management skills.
Key Performance Indicators (KPIs)
- Revenue achievement versus budget.
- New account acquisition.
- Lead conversion percentage.
- Sales call productivity.
- Group room nights generated.
- Corporate account production.
- Meeting and event revenue generated.
- Client retention rate.
PREFERRED QUALIFICATIONS
Education: High school diploma or G.E.D. equivalent.
Related Work Experience: At least 2 years of related work experience.
Supervisory Experience: No supervisory experience.
License or Certification: None
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.