Group Sales Manager

Position: Sales Manager Date: February 2019

Reports to: Director of Sales

JOB SUMMARY

Responsible for the development and solicitation of business within designated market segment to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel. Responsible for ensuring that revenue goals are achieved or exceeded by proactively prospecting, facilitating and closing business opportunities within assigned market segment.

CANDIDATE PROFILE

Experience

Bachelor's degree from a four-year college or university in business, communications, or hotel management preferred

Five years or more related experience in a hotel sales setting.

Working knowledge of the Travelclick/Hotelligence Business Travel analysis tool and Microsoft Office.

Sales Pro knowledge is preferred but not required

JOB ESSENTIALS

Item Example

Sales Strategies Manage accounts to achieve guest satisfaction and to solicit past and new business to ensure all revenue goals are achieved or exceeded. Responsible for soliciting new sales accounts within designated market segment (Corporate, SMERF, Business Travel), entertaining, and maintaining relationships with existing accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental.

Build Business Relationships Develop networking opportunities to promote high visibility of the hotel through active participation in community and professional associations activities and events, blitzes, internet prospecting, supplier partnerships in order to generate rooms and F&B sales for the hotel.

Financial Objectives Responsible for ensuring that revenue goals are achieved or exceeded by proactively prospecting, facilitating and closing business opportunities within assigned market segment. Keep management informed of sales goals attainment throughout the period. Review market trends in order to attain growth in REV PAR and Occupancy.

Communication / Follow Up In any hotel, communication is key; must own any issues and have a solid plan in place for following up on guest requests as well as in house requests. Must communicate both verbally and in writing to provide clear guidance to other operating departments regarding guest expectations.

Training Complete all required brand training as per brand requirements.

Other

• Able to multitask and prioritize departmental functions to meet deadlines.

• Able to effectively deal with internal and external customers, some of whom will require high level of patience, tact and diplomacy to defuse anger and collect accurate information and resolve conflicts.

• Able to observe and detect signs of emergency situations. Able to remain calm and alert, during emergency situations and/or heavy hotel activity, serving as a role model for clerks and other associates.

• Develop and conduct persuasive verbal sales presentations to prospective clients.

• Able to make sound business decisions and take action quickly based on previous experience and good judgment.

• Knowledge of hotel operations, including marketing plans, security and safety programs, personnel and labor relations, preparation of business plans, repairs, maintenance, budget forecasting, quality assurance programs, hospitality law, and long-range planning.

• Implement company and franchise programs.

• Coordinate activities with other hotel departments in order to facilitate increased levels of communication and guest satisfaction.

• Able to establish and maintain effective working relationships with fellow team members and customers.

• Able to effectively deal with internal and external customers, some of whom will require high level of patience, tact and diplomacy to defuse anger and collect accurate information and resolve conflicts.

• Resolve customer complaints; anticipate potential problems by reviewing and monitoring complaints, operational issues, business flow and associate performance to ensure high levels of customer satisfaction and quality.

• Maintain high standards of personal appearance and grooming, which include wearing nametags. Comply with Hotel Standards and regulations to encourage safe and efficient hotel operations.

• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.

• Effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.

• Able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.

• Able to maintain confidentiality of information.

• Exhibit computer skills to include word processing, spreadsheet, and familiarity with brand specific property Management System(s).

• Read and interpret documents and to write routine reports and correspondence.

• Regular attendance to all hotel required meetings and trainings.

• Comply with attendance rules and be available to work on a regular basis.

• Command of the English language both written and verbal.

• Must have a valid driver’s license in the applicable states.

• Perform any other job-related duties as assigned.

• Physical Demands

• Some lifting may be required. This position may require 25% or more of time on their feet.

Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules (including Holidays and weekends) to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.