Sales Manager - Dual Property IHG

The Director of Sales & Marketing position is responsible for generating top line revenue to meet budget expectations. Make sales calls. Work with the GM and the Sales Team to develop and implement an effective Marketing Plan.

Continuously train and direct Sales efforts toward achieving sales goals and strategies. Manage department budget. Pro-actively do whatever necessary, in accordance with Company policies and procedures, to ensure Guest Satisfaction.

KEY DUTIES & RESPONSIBILITIES

Increase Revenue & Market Share:

• Makes sales calls; is responsible to find and maintain clients.
• Develop and maintain Marketing Plans with the GM and IHG Sales and Revenue team.
• Participate in Revenue Management decisions/meetings.
• Develop and maintain rapport with competitor hotels, City Convention and Visitor’s Bureau, Chamber of Commerce, lead sources and Clients.
• Establish and maintain close contact with top and targeted accounts through a variety of methods. Assess their current and future needs.
• Motivate individual and Department performance to include Front Desk and use incentive programs where necessary.
• Direct rate and service decisions.
• Assign market segments and/or distribute accounts to Department personnel on a consistently equitable basis to ensure individual goals and revenue budgets are met.
• Coordinate suite inventory management with the FOM.
• Ensure that all information requests relating to consortia business are handled in a timely manner, liaising with the Sales and Revenue team.
• Ensure that the Sales and Revenue team is advised of any RFP's received at the Property and sent to them, so that other Properties have the opportunity to benefit also.
• Cultivate sources and distribute leads to other Company Properties
• Create Department budget for line item expense and labor.
• Qualify in-house Guests; Qualify leads and prospects gained from cold calls, sales blitzes, and all other sources.

Actively supervise Department personnel:

• Recruit, hire, train, counsel and motivate personnel
• Conduct regular department meetings, to ensure effective communication

Continuously Improve Guest Satisfaction:

• Assist the GM in resolving any group or preferred account complaints.
• Coordinate with other Departments to fulfill commitments and any special Guest requests.
• Monitor Guest Request / Complaint Log and be prepared to discuss at staff meetings

Maintain Excellent Leadership and Communication:

• Carry out any reasonable request by Management.
• Communicate with the GM on a regular basis.
• Complete all administrative documentation in an accurate and timely manner.
• Establish and maintain accurate contract files in sales tracking system; maintain sales tracking database and accurate contract files.
• Provide specific training relating to up selling and cross selling to all team members at the hotel.

SKILLS, KNOWLEDGE & ABILITIES

• Excellent communication skills including verbal, written, listening and probing skills.
• Excellent analytical and “outside the box” thinking
• Strong community knowledge; you know who, what, where, and when about your local area and utilize that knowledge to drive business to the hotel
• Strong Revenue/yield Management skills
• College degree in business, hotel management or related field preferred