Senior Sales Manager

优缺点分析

角色解读

• Advance to Director of Sales or Cluster Sales Director managing larger teams and multi-property strategies.
• Develop expertise in event management and hospitality revenue optimization.
• Potential to move into corporate sales leadership or regional roles within Marriott International.
• Proactively solicit and manage large group/catering business opportunities to drive hotel revenue.
• Develop and execute sales plans targeting high-potential accounts, including upselling packages and creative food and beverage solutions.
• Build and maintain relationships with customers, community partners, and internal sales channels.
• Handle complex events end-to-end: from lead generation, site inspections, and contract negotiation to service delivery.
• Strong sales and negotiation skills with a track record of closing B2B deals.
• Excellent customer service and relationship management abilities.
• Understanding of market dynamics, competitor analysis, and revenue management.
• Communication and presentation skills, plus ability to work with administrative tools and intranet.

申请策略

• Tailor your resume to highlight achievements in large account sales and customer loyalty.
• Research Sheraton/Marriott brand culture and the specific property's target customer segments before the interview.
• Emphasize a track record in group/catering sales or B2B sales with quantifiable revenue achievements.
• Highlight customer relationship management and account growth examples.
• Showcase experience with negotiating contracts and upselling.
• Include any hospitality or event management background.
• If lacking hospitality experience, study hotel sales procedures and banquet operations.
• Practice consultative selling and upselling techniques.

面试指南

• Use the STAR method (Situation, Task, Action, Result) to structure sales and service stories.
• Show customer-centric thinking: understand needs, propose tailored solutions, and build long-term loyalty.
• Demonstrate market awareness by discussing competitors, trends, and how you position your offering.
• Describe a time you closed a significant group or catering deal. What was your strategy?
• How do you identify and qualify new business opportunities in a competitive market?
• How do you handle a client with complex expectations during event planning?
• Walk me through how you would upsell a catering package to a corporate client.
• Prepare concrete examples of revenue goals achieved and deals closed.