Sales Manager

Drives revenue to achieve top-line goals for the hotel by proactively soliciting all business segments. This includes acquiring new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. Focuses on the property's BT Pricing strategy. Collaborates with the Corporate Sales Leader to ensure competitive sales strategies are in place for the hotel, maintaining market competitiveness. Concentrates on sales activities to generate business and communicate real-time competitor intelligence. Reports directly to the Corporate Sales Leader and works closely with the hotel's Sales Team, focusing on sales-driven tasks to drive production from targeted high-priority accounts.

Managing Sales Activities

• Collaborates with the Corporate Sales Leader to identify the top accounts for the hotel, determine account deployment structure, identify key decision makers within each account, and coordinate efforts to drive demand and pull-through business from the accounts.
• Assists the Corporate Sales Leader in identifying share shift targets.
• Manages daily Status Change reports to help close hotel business.
• Works closely with the Corporate Sales Leader to drive production from targeted high-priority accounts.
• Solicits new business from non-deployed small business accounts, reader boards, and leads sent through internal referral mechanisms.
• Solicits potential new accounts or business opportunities by leveraging business intelligence provided by Sales & Marketing Planning and Support or other third-party data sources to generate leads.
• Utilizes internal lead referral tools (e.g., eProspecting Portal) to solicit new business opportunities and contacts.
• Ensures the hotel has a property lead generation program to identify new business.
• Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
• Drives customer satisfaction through daily interactions (e.g., solicitations, re-solicitations, account calls, site inspections, new business calls, face-to-face activities, etc.).
• Conducts customer-facing sales activities on behalf of the hotel in association with the hotel Director of Catering (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) activities, etc.).
• Conducts hotel tours for customer accounts as appropriate.
• Maintains complete and up-to-date lead information on each account.
• Qualifies and maintains customers' long-term business potential.
• Understands and utilizes all business processes written in support of the sales organization.
• Utilizes negotiation skills and creative selling abilities to uncover new business.
• Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand, etc.) to sell effectively against the competition.
• Communicates trends, opportunities, and market changes to appropriate parties as needed.
• Leverages all available sales channels (e.g., marriott.com, group and transient intermediaries, field sales, worldwide reservation offices, etc.) to optimize sales revenues.
• Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads.
• Tracks weekly activities and their relationship to revenue and room night production.
• Sets day-to-day priorities to complete assigned responsibilities.
• Actively participates and contributes to Sales Strategy Meetings as appropriate.
• Adjusts to significant variation in daily workload through independent prioritization.
• Performs other duties as appropriate.

Building Successful Relationships

• Participates in community and hotel networking events (e.g., Rotary Clubs, RI Social Hours, Chamber of Commerce, etc.).
• Visits neighborhood target and local small business accounts and coordinates follow-up efforts.
• Handles customer care issues and, as necessary, refers them to the GM.
• Executes and supports the company’s customer service standards.
• Performs other duties, as assigned, to meet business needs.

Qualifications

• Proven experience in sales management and business development
• Strong negotiation and leadership skills
• Expertise in account management and analysis
• Familiarity with B2B sales and outside sales strategies
• Proficient in Salesforce and technology sales
• Excellent organizational skills and customer service orientation

Job Type: Full-time

Pay: $3,000.00 per month

Schedule:

• 8 hour shift
• Day shift
• Evening shift
• Holidays
• Monday to Friday
• Weekends as needed

Work Location: In person

Salary : $3,000