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Group Sales Supervisor

3 months ago

Glasgow, Glasgow City, United Kingdom Marriott Full time

Job Number

Job Category Reservations

Location Courtyard Glasgow SEC, 16 Stobcross Road, Glasgow, Scotland, United Kingdom

Schedule Full-Time

Located Remotely? N

Relocation? N

Position Type Management

Additional Information: This hotel is owned and operated by an independent franchisee, Hotel Co 51. The franchisee is a separate company and a separate employer from Marriott International, Inc. The franchisee solely controls all aspects of the hotel's employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment. If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

As a supervisor you will be the first point of contact for around 4/5 group sales executives. You will confirm offers, assist in the decision making process and answer questions. Also, you will be responsible for their personal development and wellbeing by having face to face check ins several times per year, weekly 1-to-1's to check in and at least 2 times per year a performance review. As you will be their first point of contact it will be mandatory to travel to the different regions several times per year to check in and chat personally with each Group Sales Executive.

In your Group Sales Role for your own region you are responsible to maximize revenue through increased bookings across all segments and for all our hotels across all brands (Moxy Hotels, Courtyard by Marriott, AC Hotels by Marriott, Residence Inn by Marriott). You will provide an efficient and effective process to quickly handle customer enquiries within pre-defined parameters, communicate booking information to all relevant departments and effectively present and sell all Group and Meeting products as relevant for our hotels which meet customer needs.

You will be based in Courtyard Glasgow SEC hotel. However, the group sales executives will be based in different countries, so you will need to travel from time to time.

MAIN TASKS & RESPONSIBILITIES

Your duties can be divided in supervisory duties and operational group sales duties.

Supervisory duties

Answer first line questions from the Group Sales Executive

Guide, give instructions, follow up and assist in the decision making of each Group Sales Executive

Check and approve booking sheets and agreements

Have weekly 1-to-1's with each Group Sales Executive to discuss the upcoming week

Lead the onboarding of new team members

Travel to the different regions to meet with each Group Sales Executive in person

Arrange coverage of duties in case of illness or holidays

Keep an eye out on opportunities to develop each Group Sales Executive in their personal way

Inform your manager about irregularities, challenges or developments on a weekly basis

Work together with your manager to improve and roll out processes and procedures

Identify needs within the team and communicate these to your manager

Identify and manage the best resources to effectively deliver project plans

Operational group sales duties

Convert business through proposal, negotiation and contractual agreement to ensure all revenue potential and targets are achieved

Liaise closely with clients to establish needs and expectations and maintain records to develop sales opportunities

Responds to telephone/email inquiries/ requests for group business in the defined timeline

Create and maintain accurate customer meeting/event records in Opera capture feedback and make suggestions for adapting offering

Suggests positive alternatives through cross-referral, and ensures that business booked is within hotel parameters. Processes all correspondence within acceptable agreed time frames

Monitor developments, innovations and best practices and implement any process that will improve sales performance

Ensure follow up takes place with clients and opportunities are sought for repeat bookings

Produces contracts, proposals, BEO's and other related booking documentation

Ensure strong knowledge of cluster Conference & Events products and selling strategies

Proficiency in meeting room set-ups, basic A/V, and other support services if applicable

Strong knowledge of all hotels in the cluster; selling features, benefits and objectives

Understanding of contract terms & conditions

Maximize revenue by up-selling creative F&B as relevant and other event options

Understand need hotels strategy as developed by revenue management

Understand and achievement of team and individual goals

Perceive the wider impact of issues on the immediate business environment

Communicate the vision in the way that generates excitement, enthusiasm and commitment

Focus on the customer and find ways to meet, exceed their expectations

Build productive relationships with colleagues both internally and externally

KNOWLEDGE

You have previous experience within a Reactive Group and Event sales administration environment

You have Sales and coordination experience with relevant comparable market knowledge

You have strong administrative and interpersonal skills

You have understanding of sales data and its use

You have a proven record of sales achievement

Worked in an international culture with different working styles

EXPERIENCE / SKILLS

Good interpersonal skills and shows patience and understanding towards team members

Good selling skills and understanding of sales processes; able to provide solutions for customers Group & Event needs

Possesses excellent telephone sales and writing skills

Good customer development and relationship management skills

Basic understanding of need time strategy as developed by Revenue Management

Ability to understand sales strategies for multiple properties

Effective decision making skills

Clear communicator fluent in English (and other languages a plus)

Strong organizational skills

Ability to use standard software applications and hotel systems with preference for SFA, Opera, MARSHA etc.

Be proactive

Have an open mindset and be patient towards colleagues

Be able to adapt to each situation and different ways of working

EDUCATION OR CERTIFICATION

High School Diploma or equivalent required

This company is an equal opportunity employer.

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At Courtyard, we're passionate about better serving the needs of travelers everywhere. It's what inspired us to create the first hotel designed specifically for business travelers, and it's why the Courtyard experience today empowers our guests, no matter the purpose of their trip. We're looking for achievers who are passionate about providing a guest experience that goes above and beyond, enjoy being part of a small yet ambitious team, and love learning how to always improve – all while having fun.

In joining Courtyard, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.