Hotel and Banquet Sales - Bartlesville

Overview

Responsible for the development of market segment(s) and solicitation of new customer relationships and accounts while maintaining existing relationships with current accounts while consistently striving to maximize revenue and promote relationships through effective negotiation of guest rooms and meeting space rental, and price as well as food and beverage service. Plans, coordinates and executes meetings, trainings, conferences, and banquets.  Specifically responsible for performing the following tasks to the highest stands.

• Responsibly represent the Osage Casino and Hotel through conducting conferences, making proposals and other external sales presentations to prospective customers to solicit, explain, negotiate and close hotel and banquet sales. Utilize discretion and authority to negotiate contracts, commit Osage with customers, and establish agreements with vendors.
• Travel and engage in sales activities outside of the property to meet with and entertain customers and prospective customers, participate in tradeshows, and industry and community events to promote facilities, to make proposals, maintain contacts, and to close deals.
• Write proposals and or contracts to advise prospective groups for meeting space and or banquet date, space and rate availability for group’s accommodations for moderately complex meetings. Develop and quote prices.
• Attend weekly sales departmental meetings and other scheduled meetings to support business operations, e.g., tentative review, lost business review, group-pick up etc.
• Conduct site inspection and property tours with potential customers, visiting guest rooms, meeting space and banquet facilities, as well as other hotel facilities.

MINIMUM QUALIFICATIONS:

• Must be at least 21 years of age
• Bachelor’s degree in Business Administration, Hospitality, related field or four (4) years of industry specific work experience required preferably in a luxury hotel/resort environment
• Equivalent combination of education, experience, or training may be considered in lieu of educational or experience requirement.
• Proven track record of consistently exceeding sales quotas and targets for a minimum of 4 year preferred.
• Experience with cold calling and telemarketing skills preferred.
• Required to pass a pre-employment drug screening and obtain and maintain an Osage Nation gaming license.
• Required to maintain a valid Driver’s License.
• Required to provide documents to show the applicant is eligible to work in the United States.
• Osage, Native American, and Veteran preference shall apply to all positions at Osage Casinos.
• Applicants must be able to perform all essential functions of job duties with or without reasonable accommodation.

Responsibilities

BUSINESS GROWTH/DEVELOPMENT:

• Business solicitation, generate sales, manage sales for designated Osage Casino property and other properties as needed.
• Develop and implement an effective strategic sales plan.
• Receives and delegates incoming leads and RFPs. Oversees follow-through in a timely manner.
• Represents sales team at numerous networking events, community events, and organization meetings. Assigns sales team members to attend specific networking events in order to generate more sales leads and community awareness.
• May be required to prepare detailed daily, weekly, and monthly operating reports as required by the reporting senior.
• Makes decisions regarding scheduling of activities and facilities related to banquet room blocks.
• Coordinates sales operations with other departments.
• Oversees banquet space calendar, sales reports, lead lists, and mailing lists.
• Consults with all involved parties of sales to establish goals, services required, and fee schedules.
• Prepares and maintains any required documentation.
• Prepares and provides post-activity evaluation data as appropriate to the objectives of the position.
• Conducts weekly BEO meetings with appropriate members of management.
• Prepares promotional materials and correspondence to all or some participants.
• Responsible for notifying Marketing Department, in a timely manner, of the need for advertising media for press releases, mailings, posters, flyers, newsletters, brochures and other promotional materials.
• Collaborate with the Marketing Department to create effective sales materials and advertising pieces to drive sales to Osage properties. Develop further online presence by examining online resources and evaluating potential ROI.
• Actively seeks and brings in additional business.
• Develop creative sources, programs, and client groups for new revenue generation. Identify segments for growth potential and develop strategies to achieve that growth.
• Creates and initiates action plan to approach and secure new business for sales team. Creates a focused selling message with sales strategies, scripts, sales tactics and techniques.
• A willingness to learn new programs to support future job responsibilities.

GUEST SERVICE:

• Provides excellent internal and external guest services, treating internal and external guests with courtesy and consideration at all times.
• Cooperates and communicates with all fellow employees, always exhibiting mutual respect and consistently projecting a positive, helpful image/attitude.
• Arranges banquets, meetings, trainings, receptions and any and all other applicable sales activities.
• Develops, manages, and nurtures new business relations with all clients and casino guests.

COMMUNICATION:

• Makes efforts to keep informed of company information and communications by reviewing property bulletin boards, digital signage, and company newsletter.
• Effectively communicates concerns and information to Sales Manager.
• Conducts at least bi-weekly One-on-One meetings with direct reports, soliciting input from employees.
• Effectively relates ideas for improvements to management in accordance with chain of command.
• Ensures company information provided by management is effectively communicated to assigned staff and ensures staff concerns, requests for information, and ideas for improvement are effectively relayed to management.
• Facilitates the flow of information throughout the department by presiding over scheduled meetings with the members of the departmental team as required.
• Performs all other duties and projects as assigned by the Sales Manager and or Director of Hospitality.

DEPARTMENT OPERATIONS:

• Assists internal and external clients in developing and implementing their banquet or room block.
• Provides on-site coordination including problem-solving and decision-making.
• Approves banquet and room block sales contract negotiations to ensure negotiated rates are in line with the overall financial goals of the company.
• Acts as liaison to event participants and casino departments.
• Manage relationships with area vendors to provide services for clients and hotel guests.

REGULATORY COMPLIANCE:

• Monitors all relevant activities of the department, to ensure that all applicable laws, rules, regulations and controls of the organization, and the National Indian Gaming Commission (NIGC) and the Osage Nation Gaming Commission (ONGC) are understood and enforced by department personnel.
• Maintains excellent working relationships with other Company staff and all applicable regulatory commissions and other agencies as may be applicable to ensure compliance.
• Performs all duties in accordance with company core values, objectives of the Osage Nation, internal policies and procedures, as well, as applicable laws and gaming regulations, including but not limited to, the state-tribal compact, IGRA, MICS, ONGR, the Bank Secrecy Act, Office of Foreign Asset Control, USA Patriot Act and Privacy Act.
• Ensure assigned staff is aware of, understand and comply with regulatory requirements and enforces regulatory standards through discipline when necessary.

Qualifications

KNOWLEDGE, SKILLS, AND ABILITIES:

• Read, write, speak and understand the English language. Read Company or departmental reports, newsletters, and documents.
• Perform basic mathematical computations (add, subtract, multiply, divide in all units of measure, including whole numbers, common fractions, and decimals.)
• Protect the Company’s value by keeping information confidential.
• Perform assigned tasks under moderate supervision. Follow written and verbal instructions.
• Establish and maintain positive relationships with managerial staff, co-workers, guests, and the general public. Works well alone and within a team.
• Present information and suggestions in oral and written form.
• Prepare written documents and complete reports as required.
• Must have a strong understanding of Microsoft Office products including but not limited to; Excel, PowerPoint, Outlook and Visio (create new documents, open/edit existing documents) to intermediate (import/export data, create templates) skill level.
• A/V experience required.
• Must have sales experience and comfortable with the business generation responsibilities associated with this position.
• Must demonstrate the ability to plan and execute the sales department efforts in driving revenue for the Osage Casinos Hotel and Banquet space and other properties as required.
• Must be able to work creatively and effectively in high-pressure situations.
• Supervisory experience preferred.
• Must adhere to timelines and due dates diligently.
• Exercise sound judgment and seek guidance for decisions in a manner consistent with the essential job duties and responsibilities.
• See problems and avoid situations that could be deemed illegal or represent a safety hazard to fellow employees or guests.
• Respond to inquiries or complaints from employees, guests, regulatory agencies, and others.
• Travel locally or regionally as needed.
• Maintain physical condition and stamina appropriate to performance of assigned duties.
• Update job knowledge by participating in educational opportunities; attending expos or conventions; and developing or maintaining professional networks.
• Must have the ability to effectively organize materials, set priorities, and provide feedback or follow up. Must have good analytical and problem solving skills
• Must be willing and able to work nights and weekends and be on site during banquets to accommodate client and/or guest requests and concerns.
• Develops and submits for approval annual departmental operating budget and justification assessments.
• Monitors and ensures expenses remain within operational projections or approves variances as may be necessary to ensure departmental services are maintained or enhanced.
• Creates and adjusts performance standards, measures and changes in procedures for increased efficiency, and internal/external guest service.
• Provides timely and accurate analysis of departmental related statistics, analytical reports, and related operating expenses that will ensure the department functions in an effective, efficient, and profitable manner.
• Produce weekly sales generation report and monthly end summary of performance for all market segments compared to plan and last year, combining hotel and banquet sales.
• Performs all other related and compatible duties as assigned.
• Forms opinions and makes decisions based on information and the identification of available facts.
• Makes decisions or draws conclusions using data and information from experience.
• Investigates, evaluates information, and makes final decisions regarding departmental operational matters, guest/employee disputes and/or employee disciplinary actions in accordance with authority and ensures those decisions are in compliance with applicable laws, rules, regulations and established controls.
• Continually evaluates means and methods of departmental operations to ensure maximum efficiency. Implements timely corrective action as necessary to ensure achievement of objectives.
• Visits work spaces, break areas and other work shifts in order to be available and/or visible to staff members with the express purpose of showing interest, concern, or appreciation.
• Develops and implements staffing plans, training policies, and procedures designed to enhance departmental operations and guest service standards while maintaining fiscal responsibility.
• Meets with operational departments and vendors to streamline business procedures, increase efficiency, and provide enhanced guest services.
• Develops and implements staff development plans for those employees who display the necessary skills, motivation and attitude to grow within the company.
• Must be able to coordinate and develop all aspects of any type of special event for internal and external clients.
• Must be willing to assist with manual set-up, clean-up and any other physical duty that may occur during an event.
• Must be punctual and dependable in reporting to work as scheduled and completing assigned tasks
• Must maintain a neat and hygienic appearance.

PHYSICAL DEMANDS:

• The employee is also regularly required to stand, walk, sit, and use hands to finger, handle, or feel objects, tools or controls.
• Ability to sit, stoop, kneel or crouch while performing duties.
• Ability to use hands to finger, handle, or feel.
• Must have normal auditory and good verbal communication.
• Ability to lift upwards of 75 pounds.
• Ability to drag, push, or pull up to 100 pounds.
• Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus.
• Required to sit at a computer for long periods.

WORK ENVIRONMENT:

• Regularly uses personal computer systems and/or other devices to effectively perform job functions.
• Exposure to second-hand smoke.
• Evening weekends and extended hours as required.
• Noise level in the work environment is moderate to high.
• The employee is regularly exposed to risks associated with travel between properties and back and forth to other areas as may be required due to business demands.
• The employee may be exposed to the risks associated in attempting to resolve issues with extremely irate or difficult people.