Sales Manager-EBC – The Westin City Centre Bahrain – City Center


Job Number 19159639
Job Category Sales and Marketing
Location The Westin City Centre Bahrain| City Center| Manama| Bahrain|
Brand Westin Hotels & Resorts
Schedule Full-time
Relocation? No
Position Type Management

Start Your Journey With Us
At Westin| we are committed to empowering the well-being of our guests by
providing a refreshing environment| thoughtful amenities| and revitalizing
programming to help ensure that they leave feeling better than when they
arrived. We recognize that travel can be disruptive to our guests’ well-being|
and we’re energized to assist as partners in helping them maintain control and
soaring above it all while on the road. Everything we do is designed to help
guests be at their best| and they appreciate our supportive attitude|
anticipatory service and extensive knowledge on how to best assist them
throughout their stay. We are looking for dynamic people who are excited to
join the team and ready to jump into any situation to give a helping hand. If
you’re someone who has is positive| adaptable and intuitive| and has a genuine
interest in the well-being of others around you| we invite you to discover how
at Westin| together we can rise.


The position is accountable for maximizing revenue through increased bookings
across the sales office. Assists in leading all day-to-day activities

related to sales with a focus on building long-term| value-based customer
relationships that enable achievement of sales objectives. Achieves

personal sales goals.

Provides an efficient and effective process to quickly handle customer
enquiries within pre-defined parameters. Communicates booking information

to all relevant departments. Effectively presents and sells all conference and
banqueting products which meet customer needs.


Education and Experience

 2-year degree from an accredited university in Business Administration|
Marketing| Hotel and Restaurant Management| or related major; 3

years experience in the sales and marketing or related professional area.


 4-year bachelor|s degree in Business Administration| Marketing| Hotel and
Restaurant Management| or related major; 1 year experience in the

sales and marketing or related professional area.


 Previous experience within a sales environment

 Proven record of sales achievement

 Sales and co-ordination experience with relevant comparable market

 Strong administrative and interpersonal skills

Skills and Knowledge

 Good customer development and relationship management skills

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

 Knowledge of food trends| food and beverage composition and menu planning

 Proficiency in meeting room set-ups| A/V| operations and other support

 Good understanding of need time strategy as developed by Revenue Management

 Knowledge of contractual agreements and legal implications

 Ability to manage and balance group and local business

 Strong decision making skills

 Srong organization and problem-solving skills

 Strong communication skills (verbal| listening| writing)

 Strong negotiation skills and ability to upsell product and services.

 Good analytical skills

 Systems and software knowledge (Opera| Microsoft Office| Internet| Get Tool|
Catering Forecast Tool| MGS..)

Job Responsibilities

 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 inquires/ requests in the defined timeline. Processes all
correspondence within acceptable agreed time lines.

 Suggests positive alternatives through cross-referrals| and ensures that
business booked is within hotel parameters.

 Monitor developments| innovations and best practice across the estate and
competitor organizations and implement any process that will

improve sales performance.

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

 Supports department associates on their development of sales awareness and
selling skills.

 Prepares and maintains accurate account information| profiles| activities
and traces in Opera

 Ensure that all sales opportunities are effectively cross-referred where
possible using the appropriate cross-sell protocol.

 Produces contracts| proposals and other related booking documentation.

 Strong knowledge of hotel product; selling features| benefits and objectives

 Understand achievement of team and individual goals

 Build productive relationships with colleagues both internally and

 Support Director in planning and prioritizing focus for the EBC and setting
the future vision

 Display ownership and responsibility of actions and impact across the team

 Manages the high level complex group leads according to set standards|
proving conversion ability at the top level

 Implements a seamless turnover to the Event Planning team for consistency
and completion

 Works collaboratively with property Revenue Management| Event Management
associates to effectively manage the placement and execution

of sales opportunities.

 Ensures effective resolution of guest issues that arise as a result of the
sales process. Brings issues to the attention of property

leadership team as appropriate.

 Uses Meeting Rewards program to build loyalty and improve conversion

 Executes exemplary customer service to drive customer satisfaction and
loyalty by assisting the customer and monitoring their satisfaction

including ESS and BDRC scores.

 Performs other duties as assigned to meet business needs.

 Attends Sales meetings as required to provide business input



 Adaptability – Maintains performance level under pressure or when
experiencing changes or challenges in the workplace.

 Communication – Conveys information and ideas to others in a convincing
and engaging manner through a variety of methods.

 Problem Solving and Decision Making – Identifies and understands
issues| problems| and opportunities; obtains and compares

information from different sources to draw conclusions| develop and evaluate
alternatives and solutions| solve problems| and choose

a course of action.

 Professional Demeanor – Exhibits behavioral styles that convey
confidence and command respect from others; makes a good first

impression and represents the company in alignment with its values.

Managing Execution

 Building and Contributing to Teams – Actively participates as a member
of a team to move the team toward the completion of


 Driving for Results – Sets high standards of performance for self
and/or others; assumes responsibility for work objectives; initiates|

focuses| and monitors the efforts of self and/or others toward the
accomplishment goals; proactively takes action and goes beyond

what is required.

 Planning and Organizing – Gathers information and resources required to
set a plan of action for self and/or others; prioritizes and

arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

 Coworker Relationships – Interacts with others in a way that builds
openness| trust| and confidence in the pursuit of organizational

goals and lasting relationships.

 Customer Relationships – Develops and sustains relationships based on
an understanding of customer needs and actions

consistent with the company’s service standards.

 Global Mindset – Supports employees and business partners with diverse
styles| abilities| motivations| and/or cultural perspectives;

utilizes differences to drive innovation| engagement and enhance business
results; and ensures employees are given the opportunity

to contribute to their full potential.

Generating Talent and Organizational Capability

 Organizational Capability – Evaluates and adapts the structure of own
assignments and suggests improvements to work processes

to best fit the needs and/or support the goals of an organizational unit.

 Talent Management – Provides support and feedback to help individuals
develop and strengthen skills and abilities needed to

accomplish work objectives.

Learning and Applying Professional Expertise

 Applied Learning – Seeks and makes the most of learning opportunities
to improve performance of self and/or others.

 Business Acumen – Understands and utilizes business information to
manage everyday operations.

 Technical Acumen – Understands and utilizes professional skills and
knowledge in a specific functional area to conduct.

o Communications and Media – Knowledge of media production|
communication| and dissemination techniques and

methods. This includes alternative ways to inform and entertain via written|
oral| and visual media.

o Devising Sales Strategies and Solutions – Trying different and novel
ways to deal with sales challenges and

opportunities; taking courses of action or developing sales strategies that
appropriately consider available facts|

constraints| competitive circumstances| and probable consequences.

o Sales Ability: Persuasiveness – Using appropriate interpersonal styles
and communication methods to gain acceptance

of a product| service| or idea from prospects and clients.

o Sales Call Facilitation – Ensuring that a call serves its sales
objectives; maximizing the productiveness of interactions by

monitoring and building on customers’ cues.

o Sales Coaching – Providing timely coaching| guidance| and feedback to
help others excel on the job and meet key


o Sales Disposition – Demonstrating the traits| inclinations| and
outlooks that characterize successful salespersons;

exhibiting behavior styles that facilitate adaptation to the demands of the
sales role.

o Sales Implementations – Driving and supporting the implementation of
sales strategies and systems; seeking and taking

appropriate actions on feedback; taking responsibility for implementation

o Sales Opportunity Analysis – Understanding and utilizing economic|
financial| industry| and organizational data;

accurately diagnosing customers’ business strengths| weaknesses| and key
issues that can inform sales strategies and


 Basic Competencies – Fundamental competencies required for
accomplishing basic work activities.

o Basic Computer Skills – Uses basic computer hardware and software
(e.g.| personal computers| word processing

software| Internet browsers| etc.).

o Mathematical Reasoning – Demonstrates ability to add| subtract|
multiply| or divide quickly| correctly| and in a way that

allows one to solve work-related issues.

o Oral Comprehension – Demonstrates ability to listen to and understand
information and ideas presented through spoken

words and sentences.

o Reading Comprehension – Demonstrates understanding of written sentences
and paragraphs in work-related


o Writing – Communicates effectively in writing as appropriate for the
needs of the audience.