National Sales Manager

JOB OVERVIEW:

Prospect, pursue, sell and confirm group business out of each specified territory as defined by market and goals in order to meet/exceed group budgets.

REPORTS TO:           Director of Sales

SUPERVISES:           None

WORK ENVIRONMENT:

Office within Sales Department located on the lower level of The Peabody Hotel.

Job involves working:

• under moderate temperature conditions.
• under moderate noise levels.
• indoors and outdoors.

KEY RELATIONSHIPS:

Internal:                     Sales Department, Catering, Food & Beverage, Front Office, Reservations, Room Service and Accounting.

External:                    Hotel guests.

ESSENTIAL JOB FUNCTIONS

1. Meet or exceed assigned monthly booking quota in the assigned market.
2. Assist in achieving or exceeding budgeted goals in sales, profit and occupancy for the total hotel operation.
3. Achieve highest ratings possible on management general appraisal and meet or exceed KRA goals.
4. Maintain effective communication between all departments to ensure smooth operation and harmonious working relationships.
5. Schedule and plan daily work routine and complete assigned projects on a timely basis.
6. Maintain office workspace in a professional, organized manner.
7. Identify problem areas and take appropriate action to solve problems, involving the Director of Sales & Marketing when deemed necessary.
8. Maintain positive working relationships with the Memphis Convention and Visitor’s Bureau and the Memphis Cook Convention Center staffs, as well as all lead sources.
9. Plan and execute cost-effective and productive sales trips into assigned territory to improve and increase our penetration of that market.
10. As a representative of The Peabody Memphis, conduct yourself professionally and ethically at all times in your dealings with clients, as well as with the entire hotel.
11. Protect and respect the confidentiality of all information relating to The Peabody Memphis and its clients.  Reports and conversations within the hotel are not to be a topic of conversation with others.
12. Recruit, interview and supervise sales managers and support staff and work with those individuals on an ongoing basis to improve their performance and prospects for advancement within the hotel.
13. Qualification and solicitation of existing and new accounts through:
14. • personal visits.
    • telephone calls.
    • written correspondence.
    • participation in promotional events.
    • participation in industry and community events, as well as trade shows.
    • travel to industry events and sales calls.
15. Promptly respond (within 24 hours) to all inquiries, prospects, tentative or definite business.
16. Interact with customers during meetings or conventions on the property through:
17. • personal welcome.
    • periodic contact.
    • exit interview for referrals.
    • participation in pre and post convention meetings.
18. Regular contact with future definite meetings.
19. Review meeting quotas, goals and forecasts for quality and quantity of room nights.
20. Referral production for other Peabody Hotel Group properties.
21. Update and maintain recording system including:
22. • creation of files as per Peabody’s SOPs.
    • maintenance of file system.
    • following policies and procedures in detail with respect to files and appropriate forms (Definite Booking Summary, Booking Recaps with memos and comments, and log of calls, etc. filled out properly and completely).
23. Be able to enter and retrieve all appropriate information from the Delphi System.
24. When trained and certified, participate actively in the Peabody Service Excellence® program, meeting all standards and serving as a role model for other managers and staff on an ongoing basis.
25. Maximize occupancy and average rate of hotel through creative and selective selling.
26. Comply with the Peabody handbook policies and procedures.
27. Thorough knowledge of our product, as well as that of our competition.
28. Commitment to career oriented development through industry awareness and exposure, improvement of sales and marketing skills, and use of administrative and leadership skills.