Area Sales Manager, SMERF and Group Catering

Job Title: Area Sales Manager, SMERF and Group Catering

REPORTS TO: Area Director of Sales, Hilton Garden Inn Troy

Location: Primary location at Hilton Garden Inn Troy, with travel required to Hampton Inn & Suites Troy, Home2 Troy, and Fairfield Inn & Suites Rochester Hills.

Summary:
The Area Sales Manager will play a critical role in driving group sales revenue for Hilton Garden Inn Troy, Hampton Inn & Suites Troy, Home2 Troy, and Fairfield Inn & Suites Rochester Hills. This role specializes in managing SMERF (Social, Military, Educational, Religious, Fraternal) group sales, with additional focus on group catering only bookings. The successful candidate will be responsible for proactive business development, fostering client relationships, and achieving sales targets. Candidates must reside within a one-hour commute of Troy, MI and Rochester Hills, MI ensuring accessibility to both markets.

Responsibilities:

• Proactive Sales Development: Lead sales efforts targeting SMERF group segment, identifying and converting leads to bookings. Develop and implement tailored strategies for acquiring government and group business, leveraging knowledge of the Troy and Rochester Hills markets.
• Market Expertise: Conduct market research to understand trends, demands, and competition within the SMERF segments. Utilize insights to align sales strategies with market opportunities, maximizing revenue potential for both hotels.
• Client Relationship Management: Build and maintain strong relationships with government and SMERF clients, ensuring repeat business and long-term partnerships. Engage in regular client follow-ups to nurture leads and maintain a robust pipeline.
• Event Coordination: Collaborate with hotel teams to oversee pre-event, event, and post-event processes, ensuring a seamless experience for clients. Clearly communicate and document client expectations and event details to internal teams for flawless execution.
• Sales Activity Goals: Achieve and exceed sales activity metrics through proactive outreach (e.g., calls, emails, in-person meetings). Maintain a detailed and updated sales pipeline, tracking progress against individual and team revenue goals.
• Forecasting and Revenue Management: Partner with the Revenue Management, GM, and DOS team to forecast group and transient revenues accurately. Use forecasting data to optimize room and event space utilization for both properties.

• Digital Tools and Technology Utilization: Utilize digital sales systems (e.g., CVENT, CRM, PMS, ZoomInfo, LinkedIn, etc.) for managing leads and streamlining sales processes. Stay proficient in technology to enhance efficiency and effectiveness in sales efforts.

• Training and Development: Stay current on industry trends and best practices in sales and hospitality. Share knowledge with the team and participate in training sessions to improve sales techniques and strategies.
• Collaboration and Teamwork: Work closely with the GMs, Area Director of Sales and other departments to ensure alignment in sales strategies and objectives. Foster a collaborative team environment that encourages sharing insights and resources.

Qualifications:

• Bachelor’s degree in Hospitality Management, Business Administration, or a related field preferred.
• Proven experience in hospitality sales, particularly within the Group Catering and SMERF group segments.
• Strong understanding of government sales processes, including contracting and compliance requirements.
• Excellent communication, negotiation, and interpersonal skills.
• Ability to work independently and travel between Troy and Rochester Hills, as required.
• Proficiency in Microsoft Office Suite and sales software.
• Strong analytical skills with a goal-oriented and results-driven mindset.

Experience

• 1 year(s): Experience in hospitality sales, particularly within the Group Catering and SMERF group segments.