Senior Sales Manager

Description

• Support and assist the property sales managers in all Revenue Generation and Account Management activities.
• Research, Identification & Sales Development: Research and understand demand generators, new business sources, the internet as a prospecting tool, community involvement and networking. Research competing hotels and identify sales strategies. Understand and use industry reports like Star Reports, etc. Develop effective sales strategies to counter the competition. Develop valuable business relationships that result in additional sales and new customers. Research each customer’s business, hospitality needs, identify who to talk to and how to get sales closed. Monitor customer preferences to determine focus of sales efforts. Research and identify new business opportunities for the hotel including reaching out to event planners and staying abreast of local events. Represent the Company at trade association meetings to promote hotel.
• Representative of the Company: As the representative of the Company and hotel, professionally approach and communicate with current and prospective customers. Be knowledgeable on market, positioning of hotel, amenities and brand. Understand booking patterns, trends, high demand times, and events in the market. Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages
• Negotiate and Close Sales: Influence and convince customers to select the hotel for their hospitality needs. Negotiate terms and reconcile differences. Develop contingency plans and act promptly and effectively when closing problems arise. Recognize customers for loyalty and/or accept feedback. Identify and secure business to fit the yield strategy. Sell to fill need dates. Sell and up sell hotel services to meet/exceed sales and financial objectives. Capture all profitable business. Attain/exceed sales goals and profitability. Directly responsible for achieving production numbers established by booking goals and outside sales activities. Communicate sales activities with peers and superiors.
• Proactive and Creative Sales: Exercise creativity, discretion and independent judgment in determining how to assemble an event to suit each customer's taste. Give full attention to what customers are saying, taking time to understand the points being made and asking questions as appropriate. Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer. Develop solutions to any cost concerns and resolve any challenges or problems. Aggressively pursue all appropriate opportunities for customer solicitation and relationship building. Aggressively engage in creative networking, uncovering and cold calling prospective clients to generate activity for future business. Effectively manage and sell event space so as to maximize the per square foot revenue of the meeting space, preferably in combination with group room sales.
• Monitor incoming leads and ensure proper assignment as well as timely and effective follow-through.
• Set the example and tone in the sales department by consistently exceeding personal booking goals, and maintaining all processes required to book group business.
• Account Management: Develop and maintain constructive and cooperative working relationships with customers and others in the course of their event planning. After securing business, deliver a high level of customer service with key decision makers, solve customer problems, meet commitments, seek customer input and anticipate customer needs. As appropriate, meet the customer at the event, ensure proper event set-up and customer satisfaction. Take initiative to solve any problems by liaison with other hotel managers. Effectively communicate and work closely with the Banquet, Culinary and other operational departments to ensure the smooth execution of all events.
• Responsible for compilation of required sales reports and reporting process, with specific responsibility for maintaining a clean GRC and Prospect / Tentative /Definite booking funnel.
• Maintain accurate and up-to-date records of all sales and transactions. Complete all required and requested reporting in a timely and accurate manner. Provide management with accurate information and comply with corporate policies and procedures as well as government laws and regulations.

Requirements

• Ability to analyze data and make data-driven decisions.
• Five or more years of hotel sales related experience, including catering and group room sales.
• Bachelor's degree in business, marketing, or a related field preferred
• Proficiency in CRM software and other relevant sales tools.
• Familiarity with hospitality industry practices preferred.
• In-depth knowledge of sales principles and practices.
• Familiarity with Delphi system preferred.
• Consistent professional and positive attitude and actions when communicating with guests and associates.
• Excellent communication and interpersonal skills.
• Strong leadership and team management skills.

Benefits

• Medical, Dental, Vision Health Insurance
• Wellness programs for mental, physical, and financial wellness
• Robust supplemental insurance for Life, AD&D, Pets, Legal and more
• Education and professional development
• Paid Time Off
• Hotel and travel discounts
• Competitive Salary
• Generous retirement/401k benefits

Training + Development

Interview process

Visa Sponsorship

Security clearance