What are the responsibilities and job description for the Group Sales Manager position at Charlestowne Hotels?
Group Sales Manager
The Group Sales Manager position will report to the Director of Sales and will be directly responsible for strategically capturing, building and managing group business, particularly from the SMERF segment. Through proactive and reactive sales efforts, the Group Sales Manager will focus on maximizing revenue opportunities from the SMERF segment by identifying new business, re-soliciting past business and developing strong client relationships.
ESSENTIAL DUTIES AND RESPONSIBILITIES include but are not limited to the following:
- Responsible for generating top line revenue to meet or exceed budget expectations within the group business segment.
- Targeting new accounts by performing cold calls, sales blitzes, and other prospecting channels.
- Growing existing accounts by soliciting, prospecting and qualifying leads.
- Proactively manage all aspects of the sales process including sales presentation, proposal generation and contract negotiation to yield maximum revenue.
- Participates in select sales activities both on and off property such as site inspections, bridal shows and chamber events.
- Organize and conduct pre-function meetings with both clients and the hotel’s operations team to assure accurate execution of group events.
- Involved in group events and catering where needed.
- Ensures the integrity of key account/key prospect database and monitors staff input for accuracy and thoroughness.
- Monitor competitive set to establish competitive rates and occupancy levels.
- Prepare weekly and monthly reports detailing sales activity and results.
QUALIFICATION STANDARDS
- Outstanding customer service skills and ability to attend to guests and associates in an attentive, friendly, courteous and service oriented manner.
- Exceptional communications skills in terms of the ability to negotiate, convince, sell and influence professionals and hotel guests.
- Knowledge of event planning/hospitality principles and practices.
- Ability to investigate and analyze current activities or information in the sales/marketing field.
- Ability to travel to area businesses and accounts to solicit new business as needed.
- Ability to make decisions based on established policies and procedures and guidance from the Director of Sales.
- Must be effective at listening to, understanding, and clarifying inquiries made by guests and team members.
- Ability to multitask and prioritize and delegate daily workload.
- Outstanding organizational and time management skills.
- Ability to handle sensitive material with the utmost discretion and confidentiality.
- Must be energetic, a self-starter, and able to work in a fast-paced environment.
- Must be detail-oriented and able to work both independently and with a team.
- Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
- Must be able to show initiative, including anticipating guest or operational needs.
- Must be able to maintain standards of attendance and punctuality and must be able to work varying schedules that include evenings, weekends, holidays and extended hours as business dictates.
EDUCATION AND EXPERIENCE
- A four-year college degree or equivalent education/experience.
- 2 years of experience in group sales, marketing and events.
- Advanced proficiency in the use of Sales, Point of Sales and Property Management Systems as well as Microsoft Word and Excel, Hilton systems preferred.
