Hotel Sales Manager - SMERF

Hotel Sales Department

Job Description

HOTEL SALES MANAGER - SMERF

MISSION

To sell and promote hotel guestrooms, function space, and catering services within assigned markets, primarily focused on weekends/need times in the SMERF/Affinity segment. Develop new group business for the hotel with weekly proactive efforts, and maintain existing client relationships, to meet both monthly unit and revenue goals as well as Leisure Sports and Marriott standards for sales professionalism and ethics.  To effectively utilize Marriott systems, and accurately track sales productivity. To attain monthly sales goals while ensuring a positive buying experience for each guest and building a strong referral network.  Work closely with the Sales leader to ensure coordination between hotel sales and event management.

REPORTS TO

Senior Hotel Sales Manager

PRIMARY FUNCTIONS

• Employ proactive sales approach in introducing Renaissance ClubSport to any and all potential clients.
• Generate leads for group and catering bookings that are booked internally in Hotel Sales Department
• Participate in industry-related, community and any other events that may increase awareness of the Renaissance ClubSport brand and generate room nights or memberships for the property.
• Participate in select Marriott training that will further develop sales skills.
• Continually perform shops of the local competitive hotel properties to determine their key accounts, and share-shift room nights to Renaissance ClubSport
• Work closely with Marriott Sales Organization
• Meet assigned market segments budgeted sales goal by soliciting, selling, and confirming business as required, tracked on a monthly basis
• Increase sales volume and profitability by assisting in developing and executing projects for assigned market areas as stated in the hotel marketing plan
• Negotiate room blocks, group room rates, function space, food and beverage prices, and hotel services within approved departmental booking guidelines.  
• Conduct property site tours and entertain qualified clients in accordance with the company and property policies
• Weekly calls on prospects to solicit business, analyzes requirements of pending functions, outline available hotel facilities, and quote approved pricing.
• Sell group business within the assigned markets, focus on weekends and need times
• Responsible for development, solicitation, service of accounts in assigned market segments to meet or exceed budgeted goals, and for the management of all aspects of the Sales process in accordance with Renaissance standards
• Ensure all Renaissance ClubSport Human Resources policies and employment practices are followed.
• Any other duties as directed by the Senior Hotel Sales Manager

DRIVERS of SUCCESS

• Proactive selling skills
• Effective sales presentation skills
• Speed to market, ability to close on group business
• Communication and Interpersonal Skills
• Product and Industry Knowledge
• Community / Customer Connections
• Initiative and Leadership
• Organization Skills

PERFORMANCE MEASUREMENT

• Sales and Revenue Goals
• New Group and Business Development
• Monthly sales activity, as assigned
• Customer Service and Account Management; ESS Survey Scores
• Report Timeliness, Accuracy, and Consistency
• Overall Sales Productivity and Attendance

ESSENTIAL PHYSICAL REQUIREMENTS

• Able to write, speak clearly, read, hear, and see
• Touring the facility: walking and climbing stairs
• Driving a car: outside appointments with clients
• Typing and computer operation
• Light lifting (up to 20 lbs.)
• Repetitive telephone work
• Standing for prolonged periods of time