POSITION TITLE: Sales Manager

DEPARTMENT: Sales

REPORTS TO: Director of Sales

FLSA DESIGNATION: Salary

DATE WRITTEN/REVISED: June 2024

Responsible for supporting and representing the Director of Sales (DOS) in maximizing sales opportunities and profitability for the hotel and event center by selling and booking hotel rooms and event space. Share responsibility for overseeing, prospecting, qualifying, and maintaining new and existing accounts in the corporate, corporate group, and convention group (including SMERF) market segments for the hotel. Learn to plan strategies and solicit hotel business focusing on increasing hotel revenues and occupancy levels, through yield management practices and active solicitation in assigned market segments.

• Assist DOS in developing an aggressive and market-appropriate on-going sales building plan for the booking of the hotel and conference center, with cooperation and direction from the General Manager.
• Help design, complete, prepare, and participate in follow-up action steps for sales calls in designated market segments, in cooperation with the overall Sales Department mission.
• Generate revenues and make a positive impact on the hotel’s gross operating profit and customer satisfaction/service standards.
• Participate and assist with contracts and booking details for business conference or association groups and events needing function space and sleeping rooms. Refer food and beverage arrangements to the Catering Director.
• Actively participate in greeting and other guest relations work in a hands-on manner for the property’s business conference or association clients when they are having a function or event.

Uphold and abide by the policies in the Associate Handbook for your position. Follow these policies, rules and regulations for safe and effective overall operation. Teach and enforce all existing and new policies and procedures. Must have a commitment to company values.

Maintains a 40 hour average annual workweek. Work schedule prescribed by the DOS. Work overtime as requested and approved

Report hotel and conference center sales directly to the DOS.

Participate in aggressive and targeted solicitation of business focusing on selling rooms, food and beverage through outside, personal, telephone and correspondence calls.

Assist and support floor operations, or kitchen food plating, as need for conferences and association events, Support with a “Hands-On” approach and lead by example.

Participate in and attend activities in area service and civic groups. Network and build relationships with key community contacts and organizations.

Professionally represent the hotel and property when interacting with guests from the community and industry organizations.

Maintain a high level of professional standards when working with clients, hotel guests, and fellow employees.

Expected to do monthly travel, or as necessary. Attend travel/trade shows, convention bids and meetings.

Meet and exceed customer and team member expectations by providing Regency Hospitality Culture service. Communicate effectively with customers, co-workers, and supervisors.

Coordinate activities related to booked business with various departments. Communicate client requests to all departments in an effective and timely manner.

Prepare proposals for clients. Outline details of proposed functions and coordinate the preparation of estimates with other food and beverage departments.

Facilitate execution of functions by providing specifications to responsible departments.

Participate in problem-solving with other departments related to booked business. This may be regarding space conflicts, threatened cancellations, and compromises between customer needs and hotel facilities.

Attend requested pre- and post-conference meetings with the Catering Director and client. Attend meetings relating to the top property businesses or association clients. Participate and assist with in-house guest sales presentations, property tours, and customer meetings.

When requested, prepare for and participate in monthly meetings with CVB. Discuss new leads generated, upcoming bids, and ideas for securing the business, booked business since the month prior, pending business, and cancellations.

Meet regularly with the DOS and REVPAR team. Plan and implement sales, and rate strategies and activities.

Organize and/or attend scheduled sales department meetings, hotel department manager meetings, and related meetings, as requested by DOS. Work with sales staff and hotel management team on promotional programs, hotel marketing plans, budgeting, advertising campaigns, and special projects, as assigned.

Set weekly/monthly goals and work agendas. Share weekly with DOS.

Solicit and sell guest rooms, food & beverage services, and any additional hotel services to existing and new corporate, group and transient customers.

Generate correspondence, contracts and requested information promptly. Return customer inquiries and calls promptly.

With the DOS, develop and implement a plan to solicit new and existing accounts to meet/exceed revenue goals for both. Focus sale efforts on outside sales, sales blitzes, sales presentations, telephone, mail, and email solicitation and communication. Utilize social media and property websites to help accomplish revenue goals.

Help DOS lead the solicitation and direct sales efforts, of the sales and catering staff, through effective oral and written communication. Oversee rate, date and space commitments for group room sales within the hotel.

Assist DOS develop rates and group sales deployment strategies through review of competitive data, demand analysis and market mix management.

Help DOS maximize revenue for the property by directing, managing and ensuring that room revenue is maximized in group and transient sales activities.

Assist DOS in actively maintaining, reviewing and update the hotel’s account management/customer relationship booking system (DELPHI) with account/customer information, tentative/confirmed bookings and room blocks. Update and maintain an active sales trace system in (DELPHI) database.

Actively seek out, establish, and cultivate social and business relationships with potential or current clients, Chamber members, and top business and community leaders in the local and regional market. Attend related meetings and social events. Research potential clients’ special needs/requirements to provide first-class service, accommodations, and experience to exceed guest expectations.

Invite prospective and existing clients to the hotel for site and FAM tours. Keep customers updated of on-going renovations and property enhancements.

Develop and conduct persuasive verbal sales presentations to prospective clients. Internally promote property and company programs.

Meet assigned market segments, budgeted sales and profit margin by soliciting, selling and confirming business as required. Achieve budgeted goals and develop strategies/programs to promote growth within assigned market segments.

Develop data and recommend program to meet clients’ needs. Prepare proposals with the DOS that are geared to maximize profit while satisfying client needs.

Solicit files on a timely basis to confirm business.

Contact in-house customers to foster additional business, repeat bookings, and/or referrals to other properties.

Ensure maximum occupancy daily. Perform follow-up on the progress of groups booked with front office.

Help create and implement an approved VIP program for clients.

Focus on PURE SELLING. Maintain an active sales management system with a targeted goal of 30 qualified personal, telephone and correspondence sales calls per week, via Sales Revolution and rebooking/inquiry conversion. Quality is as important as quantity. ACTIVE AND CONTINUED PROSPECTING PRODUCES RESULTS.

Adhere to the selling basics: Know your product. Know your competition. Know your prospect.

Retain loyal client base.

People buy from people.

Each action step should have an objective. Find out wants and needs.

Plan approach - structured sales effort. Closing - Always ask for the business!

The individual must possess the job knowledge, skills and abilities, as well as be able to explain and demonstrate that he or she can perform the essential functions of the job. This being with or without reasonable accommodation, using a combination of knowledge, skills and abilities.

Education : High School Diploma or GED required.

Some college preferred

Experience : 2-5 years of sales and marketing experience required.

Licenses or Certificates: State requirements

• Ability to use computer for daily work. Strong knowledge of spreadsheets, word processing, advertising and photo software.
• Possess working knowledge of catering software and hotel front desk POS systems.
• Communicate effectively with staff and guests, verbally and in writing. This being done with a strong understanding of the English language.
• Establish and maintain effective working relationships with employees and customers.
• Possess strong interpersonal, sales and marketing experience and skill. Demonstrate organizational, planning and goal setting skills.
• Possess extensive demographic knowledge of region, state, city hotel and conference center competitive market.
• Possess extensive knowledge and skill working with marketing and advertising mediums: print, TV, radio, and social media.
• Knowledge of food and beverage menus, presentation of food and beverage items, food delivery, guest service and room setup helpful.
• Follow written and verbal instructions. Act independently with minimal supervision.
• Good driving record and able to drive a car for travel.
• Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, labor relations, and corporate and property-specific policies.

• Occasionally lift up to 25 lbs.
• Sit at keyboard during long periods of time.
• Climb steps in hotels that do not provide elevators.
• Travel by car frequently.

Business casual attire is required. See the manager’s dress and appearance guidelines, one must maintain a neat, clean, and well-groomed appearance.