BT Sales Manager

The Business Travel Sales Manager contributes to the organizations transient room revenue and occupancy by partnering with existing local preferred and corporate accounts.  The manager is responsible for creating and executing incentive programs to increase awareness of the organization and loyalty to the hotel.   

• Prospect new business for transient room needs.  Communicate frequently with existing accounts and travel agencies through telephone solicitation, outside sales calls, site inspections, entertainment and written communication. 

• Create marketing and promotional campaigns to build visibility and revenue opportunities. 

• Recommend, participate and attend trade shows, sales & FAM trips, community events and industry meetings (local and national). 

• Negotiate and establish rates for corporate and local negotiated accounts (with direction from DOSM, DORM, GM, RDOS and RDORM) 

• Fully comprehend Transient sales strategies, strengths and weaknesses, market trends and transient promotional programs within the competitive set. 

• Utilize Agency360 (Hotelligence) and other tools to prospect for new business and moving share of existing and prospective accounts. 

• Participate in Brand Qualifier program, submit RFPs, negotiate and prepare LNR agreements and contracts, and when necessary process reservations for ten sleeping rooms and less. 

• Conduct research on client room nights/revenue performance, prepare account performance reports, and conduct account review meetings with account representative. 

• Participate in weekly strategic/revenue meetings, daily business review meeting, training and other sales related meetings as required. 

• Complete daily/monthly activity calls and reports. 

• Prepare internal booking reports, and maintain accurate records of corporate accounts. 

• Complete individual quarterly and annual sales action plan and transient section of the annual Business Plan. 

• Partner with other departments within the hotel to provide quality service to guests and clients. 

• Attend RevMax Meetings with your DOS and DORM so you understand when your accounts are available and closed out due to other hotel business.  

• Build strong relationships with clients and corporate travelers.  

• Do quarterly shop calls on your accounts to competitor hotels in the market. 

• Conduct quarterly sales blitz to your current and prospective customers. 

• Arrange for VIP amenities to be delivered to your important travelers and offer upgrades whenever possible.  Also send welcome notes to new travelers for target accounts. 

• Check arrivals report daily for potential new accounts. 

• Work with front desk to uncover new business that may be traveling to your hotel whether it is a project team or new company 

• Work closely with your National Sales team to gain more market share on current accounts as well as try to gain new business 

• Work with Group Sales Managers to share accounts, some clients might have both transient and group business 

• Join your areas Business Travel Association and attend GBTA if in the budget 

• Make sales calls each week. 

• Draft rate agreements for local accounts 

• Fill out National RFP’s in Lanyon or individual property system 

• Work with account’s travel agency to run promotions in the GDS 

• Work with Reservations/Revenue Manager to ensure rates are loaded, and working properly in the reservations system and GDS (Global Distribution System) 

• Assist VIP and first time corporate guests with reservations for top producing accounts and travel agencies. 

• Davidson Lead Referral Program.  Actively seek business opportunities for other company-managed hotels. 

• Use networking ‘social media for business’ tools such as LinkedIn to research existing & potential accounts, and develop new contacts for the hotel. 

• Perform other job-related duties and special assignments as requested by the Director of Sales. 

• 4-year college degree or equivalent education/experience  

• Minimum of 2 or more years of employment in a related hotel sales position.   

• Proficient in Microsoft office, familiarity with Delphi or other hotel sales database a plus. 

• Knowledge of Agency 360 (Hotelligence) is a plus.   

• Strong understanding of negotiation and interpretation of contracts. 

• Developed business communication skills, both written and verbal. 

• Confident and professional appearance. 

• Proactive approach, assertive and fast paced, driven to succeed. 

• Execute and support Hotel Customer Service Standards and Hotel’s Brand Standards. 

• Time management skills. Being able to work on multiple projects with desired outcome for each.  

• Ability to communicate effectively amongst all levels of the organization 

• Some travel required.