Multi-Property EBC Manager

JOB FAMILY CORE WORK ACTIVITIES
•Create and Maintain Relationships with Clients - Reach out to clients to help manage the business process, set and meet client expectations and deliver according to the budget.
•Exceeding Customer Expectations - Providing services that are above and beyond for customer satisfaction and retention.
•Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
•Proactive Selling - Taking action to go out and get clients and close sales.
•Demonstrating Knowledge - Demonstrating knowledge of job-relevant issues, products, systems, and processes.
•Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.
Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.
•Supporting Marriott's Service and Relationship Strategy - Planning and contracting the customer's program/event, managing the success of the program/event and measuring service effectiveness.
•Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
•Communicating Information Timely - Informing and/or updating the executives, the peers and the subordinates on relevant information in a timely manner.
•Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
•Improving Service - Improving service by communicating and assisting individuals to understand guest needs, providing guidance, feedback, and individual coaching when needed.
•Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
•Communicating with Persons Outside Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or email.
•Generating and Delivering Accurate and Timely Results - Generating and providing accurate and timely results in the form of reports, presentations, etc.
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.
•Previously experience as a sales executive/manager or events executive/manager in 4/5 star hotel.
Skills and Knowledge
•Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
•Writing - Communicating effectively in writing as appropriate for the needs of the audience.
•Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
•Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
•Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
•Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
•Mathematics - Using mathematics to solve problems.
•Customer and Personal Service - Knowledge of principles and processes for providing customer and personalservices. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
•Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematicprocess; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
•Originality - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.

JOB SPECIFIC TASKS
•Works collaboratively with off-property sales channels (e.g. Global Sales Office) to ensure sales efforts are coordinated, complementary and not duplicative.
•Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
•Partners with group/catering pro active sales counterpart to effectively manage the business opportunity.
•Responds to incoming group/catering opportunities for the hotel.
•Handles all opportunities within EBC parameters.•
Identifies, qualifies and solicits new group/catering business to achieve personal and each hotel s revenue goals.
•Focuses efforts on group/catering accounts with significant potential sales revenue.
•Handles complex business with significant revenue potential as well as significant customer expectations.
•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.
•Supports the Director of EBC with EBC Daily tasks and operation by ensuring system accuracy, Group forecast snapshot accuracy, Catering Revenue estimations, daily review of OTB/Prospect bookings, Deposit posting accuracy and reporting
•Ensures the BSO tool, GRR, Forecast Variance Book is monitored on a daily basis to have understanding of revenue forecast and establish strategies in driving Group and Local catering towards target / goals working together with the EBC Team
•Ensuring EBC Performance report, Turn down Report, Lead Tracker, Recolication tracker, Group and Catering Funnel reports are updated accurately by team
•Ensuring that MeetingsImagined usage, Rewarding Events enrollment and ESS scores are monitored working together with the EBC team
•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.
•Utilizes Marriott Global Source for resources and information (e.g., Training Energizers, etc.).
•Leverages available eTools (e.g., eRooming Lists, eProposals, Passkey, etc.).
•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.
•Manages and develops relationships with key internal and external stakeholders.
•Uses sales resources and administrative/support staff.
•Conducts site inspections and creates contracts as required.
•Supports brand s Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
•Executes and supports Marriott s Customer Service Standards and hotel s Brand Standards.
•Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
•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 Marriott.
•Gains understanding of the hotel 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.
•Performs other duties as assigned to meet business needs.