SALES Manager

Sales Manager

The Sales Manager position is responsible for strategically soliciting and developing new group business and corporate accounts, maintaining excellent rapport with existing accounts and successfully promoting the hotel to the community.

Through proactive and reactive sales efforts, the Sales Manager is responsible for meeting and exceeding sales goals. This position will focus on sales plan and strategy, client development, managing key relationships, identifying new target markets and sales productivity with the goal of meeting and exceeding revenue goals. Additionally, the Sales Manager will be responsible for identifying key market trends and industry best practices.

Essential Duties And Responsibilities

The Sales Manager, reporting to The Director of Sales, will be responsible for identifying new business with a focus in group sales business, re-soliciting existing group and corporate accounts for group needs, developing customer relationships and maximizing revenue and becoming familiar with all accounts in his/her market segments. The Sales Manager is also responsible for prospecting and closing on assigned accounts/territories to positively impact hotel revenues. Responsibilities include but are not limited to:

• Responsible for generating top line revenue to meet or exceed budget expectations within the group business market
• Soliciting, prospecting, qualifying leads and identifying new corporate accounts and clients from cold calls, sales blitzes, and other sources
• Developing and maintaining an active and visible position in the local community
• Networking and providing outstanding customer service orientation that will contribute to the development of new accounts and of enthusiastically satisfied guests
• Solicitation of accounts in assigned markets, proactively manage all aspects of the sales process including sales presentation, proposal generation and contract negotiation, to yield maximum revenue
• Ensures the integrity of key account/key prospect database and monitors staff input for accuracy, thoroughness and coverage of local area
• Prepares weekly, monthly, quarterly and annual reports as required
• Participates in select sales activities both on and off property
• Liaise with Public Relations to stimulate additional profile within all markets, which complement the sales effort
• Coordinates and conducts periodic pricing reviews
• Maintains open communication with Corporate Office personnel
• Focuses attention on prospecting new accounts, which may be users of other regional, national and international destinations
• Regularly entertains existing and potential clients
• Has ongoing personal involvement in community events
• Participate in business review meetings with owners, managers and the management company
• Organize and conduct pre-function meetings with clients and the operations team as required to assure accurate execution of client events
• Involved in events and catering where needed
• Prepare weekly and monthly reports detailing sales activity and results
• Monitor room inventory and rate programs and is knowledgeable of occupancy
• Initiate and follow up on all leads
• Conduct site inspections with potential clients
• Attend and participate in property and industry sales meetings
• Attend and participate in CVB events, AAA events, bridal shows, trade shows, etc.
• Maintain close relationships and develop a positive rapport with tourism accounts, business associations, and community leaders to ensure repeat business
• Monitor competitive set to maintain proper positioning
• Establish relationships with competitors to ensure referral opportunities

Requirements

• At least 3 years of progressive hotel sales experience in a Full-Service Hotel preferred
• Ability to travel required
• Knowledge of hospitality/hotel market trends, competition and key customers of the hotel
• Must possess strong sales skills, strong written and verbal communication and customer service skills as well as a strong knowledge of the applicable market
• Hotel Sales or industry related experience required
• Local candidate preferred
• Must be highly motivated, self-directed, with strong initiative and desire for achievement
• Exceptional customer service skills required
• Must possess strong computer skills
• Excellent communication and presentations skills required
• Must be a leader, a driver, and bottom line oriented
• Proficient in computer software including Microsoft Excel and Word
• Working knowledge of PMS systems
• Strong leadership and people skills, plus the ability to build and foster a positive team environment

Physical Demands

• Most work tasks are performed indoors – temperature generally is moderate and controlled by hotel environmental systems; however, must be able to work in extreme temperatures like freezers (-10°F) and kitchens (+110°F), possibly for one hour or more
• Must be able to sit at a desk for up to 5 hours per day and walking/standing are required the rest of the working day (length of time of these tasks may vary from day to day and task to task)
• Must be able to exert well-paced ability in limited space and to reach other departments of the hotel on a timely basis
• Must be able to lift up to 15 lbs. occasionally
• Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability and visual acuity
• Hearing, smelling, tasting, and visual ability to observe and distinguish product quality and detect signs of emergency situations
• Talking and hearing occur continuously in the process of communicating with guests, supervisors and subordinates
• Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception
• Must be able to bend, stoop, squat and stretch to fulfill cleaning tasks occasionally
• Requires manual dexterity to use and operate all necessary equipment
• Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed

Work Environment

• Must be able to work effectively in a stressful environment, communicate with others, effectively deal with customers and accept constructive criticism from supervisors
• Must be able to change activity frequently and cope with interruptions