Sales Manager

Description

Title: Sales Manager

Reports to: Director of Sales

Position Summary:

In this role you will generate revenue and improve market share through direct sales and marketing. Develops and implements sales strategies to identify new business and further penetrate existing accounts resulting in revenue and market share growth for specific hotel portfolio.

Essential Responsibilities:

1. Use internal and external resources and data to develop strategic plans to incorporate all business segments.
2. Understand sales and business processes, support corporate and hotel goals and contribute to enhancement of customer value.
3. Identify customer business requirements and craft customer offers, which result in increased revenue share for the hotel.
4. Achieve annual hotel revenue goals as agreed upon and established in the annual budget.
5. Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
6. Articulate and leverage the benefits of the hotel to close sales opportunities.
7. Prepare and maintain a current annual marketing plan with measurable and specific initiatives detailed to maintain and grow each business segment.
8. Accept leadership responsibilities by modeling proper selling techniques, effective development of others and commitment to industry and personal development.
9. Develop effective presentations (orally and written) where ideas, opinions, recommendations and conclusions are clearly understood.
10. Ensure Payment is received in a timely manner for all groups and events.
11. Travel locally to conduct outside calls, promote the hotel and review competition.
12. Develop new business and grow market share by:

• Identifying new demand generators in the market and securing business.
• Capturing business formerly or currently at competitive hotels.
• Lateral development of existing accounts.
• Attracting new business to our markets.

1. Complete established minimum of documented outside sales calls for each property visit. (This will be established by the Director of Sales based on time spent in the market.)
2. Meet and greet onsite contacts.
3. Review meeting planner evaluations with the Director of Sales to ensure that issues receive follow-up.
4. Utilize all strategies for prospecting new business, including but not limited to:

• Outside sales calls
• Telemarketing
• Internet prospecting
• Networking
• Site Visits
• Market Blitzes

1. Monitor production of all top accounts and evaluate trends within your market.
2. Conduct hotel tours and entertain qualified potential clients in accordance with the company property policies.
3. Build and maintain close relations with major accounts, community leaders and convention and tourism offices.

20. Prepare weekly sales reports documenting sales calls, outlining opportunities, and identifying new bookings and submit to Director of Sales.

21. Assist and participate in sales blitzes. Setting strategy with hotel team to insure proper and timely follow up on all leads identified.

22. As necessary, attends out-of-town conventions to generate transient and group business.

23. Collaborate with General Managers and Directors of Sales to execute sales initiatives set forth by Corporate.

24. Responds quickly to guest requests in a friendly manner. Follows up to ensure guest satisfaction.

25. Ensures hotel is in compliance with all federal, state and local laws, including OSHA, EEOC, Wage Hour and Health laws.

26. Develops, implements, and maintains a comprehensive business plan that defines hotels sales objectives and supports financial goals.

27. Accountable for aggressively pursuing business revenue goals and achieving established hotels budgets for self and team.

28. Responsible for soliciting transient, group, and extended stay group demand generators to capitalize on revenue opportunities.

29. Proactively positions and markets the hotels by effective revenue/yield management to achieve maximum hotel profits.

30. Uses expertise to advise and implement changes to sales and marketing efforts based on sales and guest comments.

31. Responsible for management of sales, and marketing and catering (if applicable) expenses to maximize hotel profitability’s, and increase return on investment.

32. Responsible for preparation and management of the department budget.

33. Manages and maintains company assets to stay within budget guidelines and prolong the life of company resources.

34. Accountable for guest satisfaction by developing and maintaining long-term, value-based client relationships.

35. Ensures effective communication of client needs from sales to appropriate operational departments.

36. Resolves complaints and concerns in courteous and friendly manner, focuses on service recovery when applicable.

37. Responsible for utilizing sales tools/systems to accurately identify, report, forecast and communicate sales data.

38. Ensures integrity of sales data by documenting information in SalesPro on a daily basis.

39. Utilizes sales tools, and other market intelligence, i.e. Hoteligence ® and STR® to drive business.

40. Responsible for ongoing training of all sales employees and ensuring training records are maintained.

41. Analyzes quality issues, identifies training needs and ensures implementation to improve results.

42. Maintain Top Accounts

43. Acquire Competitor Accounts

44. Direct Sales Calls in the markets outlined above. Goal is 10-25 qualified outside sales calls.

45. Sending out contracts to verify rooms and meeting space commitment.

46. View daily arrival, departures, and in-house guest lists. Write note cards and small guest gifts as warranted.

47. Utilize trace system for follow through required on group, function and accounts to ensure constant client contact

48. Maintain files in computer system, documenting all sales activities on a daily basis.

49. Make all changes for function and group room blocks and document such changes or cancellations in client files and in the system.

50. Communicate pertinent information to appropriate departments

51. Will be required to report to work on time, wear a clean uniform and visible name at all times during schedules shift, as well as maintains a well groomed and professional appearance while on property.

52. Handle group bookings, inquiries and follow up. This includes customer phone contact, walk-ins, scheduled and unscheduled appointments, obtaining customer requirements, such as rooming lists and meeting details.

53. Directs the scheduling of conventions and group activities at the hotel and coordinates with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.

54. Complete RFP information for property in a timely manner

55. Stay up to date with brand information as it relates to sales initiatives and information.

56. Establish contact with group and meeting room contacts prior to their arrival and departure

57. Solicit rebooking of groups and meetings from existing clients

58. Sell according to the company processes

59. Have current knowledge of hotel rates, strategies, discounts and promotions

60. Have current knowledge of the competitors strategies, discounts and promotions

61. Keep informed of upcoming events, conventions and community events that may affect hotel revenue

62. Provide reports to Director of Sales representative on a weekly and monthly basis

63. Responsible for the promotion of a safe and professional workplace through adhering to policies and procedures as outlined in the G Lodging Sales and Management Standard Operating Procedures.

64. Has full knowledge, understanding and adheres of our company's handbook, SOP's, policies and processes; enforces those in a fair and consistent manner.

65. Practice safe working conditions under Occupational Safety and Health Administration guidelines to include Blood borne pathogens.

66. Attend all designated staff meetings and training sessions.

67. Performs other duties as assigned, requested or deemed necessary by supervisor or Corporate Management.

68. Use empowerment to exceed associate and guest expectations and resolve conflicts.

69. Associates are encouraged to offer improvement ideas and acknowledge good performance of others.

70. Associates are to work as a team helping all teammates to complete the required activities which will ensure guest satisfaction.

71. Associates should always demonstrate self-confidence, energy, and enthusiasm.

72. Associates should take initiative to offer assistance or answer questions throughout the hotel.

73. Monitor and maintain cleanliness, sanitation, organization and zero clutter to all work areas.

74. Maintains a professional and positive attitude when communicating with guests and associates.

75. Demonstrates excellent listening skills and communicates effectively while conveying patience and understanding.

76. Treats all customers with dignity and respect and establishes a trusting relationship with them, while maintaining confidences.

77. Works collaboratively with all Team Members and takes whatever action is necessary to provide the highest level of service to all customers of the hotel.

78. Create a pleasant, friendly, hospitable, effective and professional working atmosphere at all times

79. Promptly reports emergencies, accidents, injuries, missing articles, damage, engineering items, and safety hazards to management.

80. Reports any deviations from policies, procedures, brand standards and regulations to management.

81. Perform all sidework duties according to sidework schedules.

82. Perform duties in the prescribed safe manner using the established procedures and proper equipment.

83. Ensures all communication containing Company, hotel, brand and guest information is consistent with privacy policies, practices and regulations.

84. Anticipate guests and fellow team member needs, respond promptly and acknowledge all guests and team members, however busy and whatever time of day; be familiar with all Hotel services/features and activities to respond to guest inquiries accurately.

85. Keep immediate supervisor fully informed of all problems or matters requiring his/her attention.

86. Knows all safety and emergency procedures. Is aware of accident prevention policies.

87. Insures company’s cash handling procedures are adhered to at all times.

88. Maintains organization of office supplies, record keeping, filing, reference materials, and correspondence.

89. Promote teamwork and associate morale.

90. Will be required to be on call when away from work.

91. Fulfills Sales Manager on Duty shifts.

92. Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

93. Ensures adequate resources are maintained to maximize employee performance.

94. Maintains a professional image at all times through appearance and dress.

95. As a member of the hotel management team, you may be required to work extended hours to ensure that all duties and responsibilities are completed in a satisfactory and professional manner. The responsibility of a management position will require you to achieve a work week of approximately 55-60 hours. In addition you will be required to be available to work weekends.

96. May be called upon to host functions and participate in, or conduct sales blitzes, travel and work extended hours to achieve departmental goals.

COMPETENCIES:

STRATEGIC SKILLS

Proficient in position required job skills and knowledge. Intelligent in grasping and integrating new information. Is an active learner with a strong sense of curiosity. Has natural instincts and insight for finding the best solution to unclear situations, issues and problems. Considers multiples resources and methods for analyzing problems. Makes great decisions.

OPERATING SKILLS

Is effective in prioritizing work; consistently manages time and processes to create maximum efficiency with minimum disruption or redundancy. Is time sensitive, understands how work and processes fit in with other departmental or business priorities and objectives. Is able to adjust work to accommodate expected and unexpected changes. Is able to gauge progress with respect to overall impact and results.

COURAGE

Can think and act independently with confidence. Has personal fortitude and integrity when faced with challenges.

DRIVE

Energetic and takes initiative. Is pro-active and persistent in pursuing and completing tasks. Strives to exceed expectations and goals.

PERSONAL AND INTERPERSONAL SKILLS

Welcoming and warm personality. Able to engage easily and actively connect with others. Is genuinely caring and compassionate; visibly demonstrates desire to understand others. Creates confidence and trust with others, is socially aware of self and others and is known for communicating the right message at the right time. Utilizes a variety of approaches and communication techniques tailored to each situation. Is comfortable in conversing with individuals from a variety of backgrounds and at all organizational levels. Is direct yet tactful and considerate of audience. Positively accepts and provides feedback.

Requirements

Job Requirements:

1) Ability to work well under limited supervisors.

2) Familiar with local area and attractions.

3) Less than three moving violations in the three previous years. No DUI convictions.

4) Must have current driver’s license.

5) Read, write and speak English fluently.

6) Successful completion of criminal background

7) Must be flexible regarding scheduling, including weekends and holidays as it is based on business demands.

8) Requires the ability to speak, read and comprehend instructions, short correspondence and policy documents, as well as converse comfortably with customers

9) Must be well organized with the ability to handle a variety of responsibilities and constantly changing priorities, while maintaining an upbeat, customer service focus.

10) Must be a team-oriented individual who enjoys working collaboratively with others, creating a positive and uplifting environment, and communicating effectively at all levels.

11) Must be a flexible, highly customer service and people oriented individual who demonstrates compassion, patience and understanding and is willing to do whatever it takes to provide the highest level of service.

12) Takes pride in personal appearance and professional demeanor.

13) Must be able to work in a fast paced environment providing courteous service and engaging the guests in conversation.

14) Proficient in functionality in MS Word, MS Excel, and MS Outlook.

15) Must be proficient with computer and computer-generated data.

16) A ‘roll up the sleeves’ leader who is detail oriented with a strong work ethic.

17) Someone who is creative yet has common sense and is practical in the real world.

18) Must have basic mathematical skills and basic calculator skills.

19) Capability of building long-term relationships and being part of a rapidly growing business.

20) Personal accountability and pride in results will be important for this executive to possess.

21) Must have the ability to effectively deal with guest or associates in a friendly and positive manner. This involves listening to the nature of concern, demonstrating empathy with the customer, vendor, or associate and providing positive and proactive solutions.

22) Excellent communication skills, public speaking, written and oral, with the ability to customize the message to the audience such as guest, team member, owner, and other stakeholders.

23) Must have analytical and problem solving expertise.

24) Ability to attract, motivate, lead, inspire and direct a talented team

25) Excellent industry reputation and interpersonal communication skills.

26) A strong business orientation, capable of and comfortable with operating in an environment, which places high expectation on integrity and relationship building skills.

27) A good communicator, someone that will keep all parties informed in an organized, coherent manner.

28) Must have the ability to examine financial data and assure accuracy and quality.

29) Ability and willingness to work 55 to 60 hours per week.

Physical Requirements:

Mobility -. regularly required to stand; walk; use hands/ fingers, handle, or feel; reach with hands and arms; stoop, kneel, crouch, or crawl; and talk or hear.

The employee must regularly lift and/or move up to 10 pounds and frequently lift and/or move up to 25 pounds.

The employee must be able to see differences in widths and lengths of lines such as those on graphs.

Must be able to sit in front of computer screen for long period of time. (2 hours)

Exposure to chemicals.

Continually moving at a fast pace

Prerequisites:

High School Diploma required;

University degree in hospitality, and/or CHA, preferred

Minimum of two (2) years of work experience in the hotel industry, with a Sales background

Experience in a leadership role managing annual revenue