Hotel Sales Manager

JOB SUMMARY

As the hotel Sales Manager you will be positioned to drive revenue to achieve the hotel’s topline goals by proactively soliciting all business segments; to include new business from small business accounts, sourcing new accounts, identifying new targets, and re-soliciting past business leads. Partners with Leadership to ensure competitive sales strategies are in place for the hotel and stay competitive within the market by aligning sales activities to generate business and communicate real-time competitor intel. Reports directly to Leadership and General Manager.

CORE WORK ACTIVITIES

Managing Sales Activities

· Works with Property leadership in identifying the top accounts of each stakeholder hotel; determine account deployment structure, identify key buyers within each account, and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.

· Ensures effective and efficient funnel management through available systems

· Manages daily Status Change reports to help close on hotel business.

· May work with Local Sales, U.S. Account Sales/brand teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented marketplace.

· Solicits new business from non-deployed small business accounts, reader boards, and leads sent through internal brand 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 provided by brand to solicit new business opportunities and contacts.

· Create and implement 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 hotels in partnership with Property Coordinator/Resource as appropriate. (e.g., lunch and learns, social hours, company of the month activities, local industry events, Convention and Visitors Bureau (CVB) Activities, etc.).

· Conducts site inspections for customer accounts as appropriate.

· Qualifies and maintains customer’s long-term business potential and refers customers to market, field, hotel or national sales office, as required.

· Presents stakeholder hotel benefits and features based on customer needs.

· 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.

· Communicate trends, opportunities, and market changes to appropriate parties, as needed.

· Leverage all available sales channels, (e.g., brand website, group and transient intermediaries, field sales, worldwide reservation offices, etc.), to optimize sales revenues.

· Understands and actively utilize company marketing initiatives/incentives to convert cold leads to warm leads.

· Adjusts to significant variation in daily workload through independent prioritization.

· Performs other duties as appropriate.

Building Successful Relationships

· Leverage deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share.

· Participate in community and hotel networking events (e.g., Rotary Clubs, RI Social Hours, Chambers of Commerce, etc).

· Visits neighborhood target and local small business accounts and coordinate follow up efforts.

· Coordinates with Property Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.

· Handles customer care issues and as necessary, refers them to the appropriate owner.

· Supports the company’s service and relationship strategy, driving customer loyalty by delivering service excellence throughout each customer experience.

· Services customers to obtain and grow share of the account.

· Engages in property related events that support the development of new accounts (e.g., General Manager (GM) Reception, Concierge Level hospitality, etc.).

· Performs other duties, as assigned, to meet business needs.

Education and Experience

Required:

· High school diploma or GED; 2 years’ experience in sales and marketing, guest services, front desk, or related professional area.

OR

· 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; no work experience required.

Preferred:

4-year college degree; previous experience in proactive lead generation in hospitality and sales discipline; knowledge of property-specific business segments (e.g. group, catering, transient); knowledge of the hospitality industry.

Job Type: Full-time

Pay: $70,000.00 - $85,000.00 per year

Benefits:

• 401(k)
• Cell phone reimbursement
• Dental insurance
• Employee assistance program
• Employee discount
• Health insurance
• Paid training
• Professional development assistance
• Referral program
• Vision insurance

Compensation Package:

• Bonus opportunities
• Performance bonus

Schedule:

• Evenings as needed
• Weekends as needed

Education:

• Bachelor's (Preferred)

Experience:

• Hotel Sales: 2 years (Required)

Work Location: In person

Salary : $70,000 - $85,000