Senior Sales Manager

Compensation Type

Highgate Hotels

Highgate is a premier real estate investment and hospitality management company widely recognized as an innovator in the industry. Highgate is the dominant player in U.S. gateway markets including New York, Boston, Miami, San Francisco and Honolulu, with a rapidly expanding presence in Europe, Latin America, and the Caribbean. Highgate’s portfolio of global properties represents an aggregate asset value exceeding $20B and generates over $5B in cumulative revenues. The company provides expert guidance through all stages of the hospitality property cycle, from planning and development through recapitalization or disposition.  Highgate also has the creativity and bandwidth to develop bespoke hotel brands and utilizes industry-leading proprietary revenue management tools that identify and predict evolving market dynamics to drive out performance and maximize asset value. With an executive team consisting of some of the industry’s most experienced hotel management leaders, the company is a trusted partner for top ownership groups and major hotel brands. Highgate maintains corporate offices in London, New York, Dallas, and Seattle.

Location

Graduate Roosevelt Island is part of the Graduate Hotels collection located on the Cornell Tech Campus on Roosevelt Island, serving as the island’s first hotel and marking the brand’s debut in New York City. Architecturally designed by internationally renowned design firm, Snøhetta, and interior design from Graduate Hotels’ in-house team, the hotel blends Old School and New Age, taking inspiration from both the rich history of Roosevelt Island and the future of technology that the Cornell campus embodies. The futuristic, fashionable and the functional meld to create a space that’s bright, open and always interesting. The crown jewel of the property is the Panorama Room, the stunning 168-seat rooftop bar and lounge designed by James Beard Foundation Award-winning design firm, Parts and Labor Design, this venue evokes a sense of cinematic drama inspired by futurism creating a true destination for fashion-forward elegance in an intimate space all set against unobstructed city views.

Overview

We are looking for an experienced, tenacious and highly motivated individual to join our team as Senior Sales Manager. This role will have the unique opportunity to continue to build on the strong partnership and relationship we have with Cornell University as well as bringing in additional Group business. This position is responsible for driving revenue growth and achieving sales targets. This role involves developing sales strategies, building client relationships, and overseeing the sales process from prospecting to closing.   

This role requires strong sales, communication, and networking skills.  Also, the ability to demonstrate a deep understanding of client’s needs and then apply a disciplined approach to qualify, negotiate and secure new revenue for the Hotel.  

Market Segments: 

• Cornell University  

• Group Weddings/Social (primarily room blocks) 

• Group Sports 

Responsibilities

• Client and Account Management:  

• Differentiate the Hotel from the competition and bring clear value to clients and the organizations they represent. 

• Actively engage with our Cornell University partners to retain existing clients and secure new business for the Hotel. 

• Develop and execute plans to engage in outside sales calls, industry tradeshows and client events.  

• Implement and execute a monthly, quarterly and annual business plan for a designated market.  

• Maintain an up-to-date pipeline of business opportunities that will meet the short and long term business objectives for the designated market.  

• Represent the Hotel in all interactions dealing with sales clients, including creating business proposals and executing contracts.  

• Conduct site inspections through masterful story telling with prospective and existing clients.  

• Coordinate client specifications (including room, food and beverage and meeting space requirements) via identified lead management system.  

• Enter and maintain pertinent account and booking information in Delphi FDC in accordance with defined standards. 

• Prospecting:  

• Implement a successful prospecting process that creates and captures a consistent flow of prospective clients. 

• Research, solicit and generate new leads for business opportunities through database research and proactive sales efforts. 

• Maximize new room revenue and meet and exceed lead generation goals.  

• Create and execute plans to shift share from your competitors.  

• Engage in outside sales activities to uncover needs, build relationships and to win new business. 

• Negotiations:  

• Understand the client and the business leader's expectations.  

• Adapt and adjust to a changing market. 

• Negotiate contracts and commission agreements with end user clients and intermediaries. 

• Provide solutions that both achieve and protect the financial goals of the Hotel while strengthening relationships with clients. 

• Engage Highgate Sales and Legal to support the contracting process when needed.  

Qualifications

To successfully fill this role, you should maintain the attitude, behaviors, skills, and values that follow: 

• 4 years of F&B Operations/Catering Sales experience.  

• Minimum of 2 years hotel sales experience in a comparable hotel size and scope preferred. 

• Experience utilizing Delphi FDC preferred.         

• Previous Group sales experience in a comparable hotel size and scope preferred. 

• Proficient in Excel, Word and access database tools.  

• Excellent verbal and written communications skills. 

• Ability to communicate, present and influence all levels of the organization, including executive and C-level. 

• BA/BS degree or equivalent.