Senior Sales Manager

Job Overview

This Senior Sales Manager position at the JW Marriott Hotel Kolkata is responsible for proactively soliciting and managing large group and catering opportunities with substantial revenue potential. The role involves managing group and catering opportunities not handled by an Event Booking Center (EBC) and actively up-selling to maximize revenue. Key responsibilities include achieving personal and team revenue goals, ensuring seamless handover of business for optimal service delivery, and fostering customer loyalty through exceptional service throughout the guest experience. The role also focuses on growing accounts on behalf of the company.

Key Responsibilities

Understanding Market Opportunities & Driving Revenue

• Targeting group/catering accounts, markets, and segments with a strong emphasis on proactive solicitation and account saturation.
• Collaborating with group/catering counterparts to effectively manage business opportunities.
• Responding to incoming group/catering opportunities for the property that fall outside EBC parameters or when the property does not participate in an EBC.
• Identifying, qualifying, and soliciting new group/catering business to meet and exceed revenue goals.
• Focusing on group/catering accounts with significant sales revenue potential.
• Developing and executing effective group/catering sales plans and actions.
• Designing, developing, and selling creative catered events.
• Maximizing revenue through upselling packages and innovative food and beverage offerings.
• Analyzing market dynamics, including competitor strengths and weaknesses, economic trends, and supply and demand, to inform sales strategies.
• Closing profitable opportunities based on market conditions and property needs, utilizing negotiation and creative selling skills.

Providing Exceptional Customer Service

• Managing complex business opportunities with significant revenue and customer expectation levels.
• Building and strengthening relationships with existing and new customers through sales calls, entertainment, FAM trips, and trade shows.
• Developing community relationships to expand the customer base for group/catering sales.
• Championing the brand's Service and Relationship Strategy to drive customer loyalty through excellent service delivery.
• Providing superior customer service to increase share of account.
• Adhering to and supporting brand and property-specific Customer Service and Brand Standards.
• Participating in and practicing daily brand service basics.
• Delivering exemplary customer service to enhance customer satisfaction and loyalty by understanding customer needs and ensuring their satisfaction before and during their program/event.
• Serving customers by understanding their needs, recommending suitable features and services, and building loyalty to the property and brand.
• Gaining insight into the property's primary target customer and service expectations to offer tailored business solutions.

Building Successful Relationships

• Collaborating effectively with off-property sales channels to ensure coordinated and complementary sales efforts.
• Managing and developing relationships with key internal and external stakeholders.
• Leveraging sales resources and administrative support staff.

Additional Responsibilities

• Utilizing company intranet for resources and information.
• Conducting site inspections.
• Creating contracts as required.
• Executing and supporting the operational aspects of booked business, including proposal generation, contract writing, and customer correspondence.