What are the responsibilities and job description for the Senior Sales Manager - Hilton Norfolk The Main position at Professional Hospitality Resources, Inc. and Ocean Beach Club LLC?
Overview
- Basic Purpose: Develop, implement, execute, and manage an in depth strategy to include segment analysis, competitive environment, target accounts, and measurements for success. Maintains sales file for each client and reports weekly/monthly on bookings and call activity. Work closely with the Revenue Manager obtaining rate and stay approvals prior to transacting sales contracts with client.
- A Senior Sales Manager serves as the hotel representative to prospective clients and customers who need to rent rooms, meeting space, food and beverage service.
- Organizational Scope: Working independently is a key characteristic; the expectation is that following the PHR Sales Operating Plan and providing departmental leadership will be equally important.
Responsibilities
Planning -
- Develop effective sales plans and actions (roadmap for success)
- Conduct environmental scan of the overall market; competitor’s strengths and weaknesses, economic trends, supply and demand, and knows how to sell against these conditions
- Utilize all resources and information for account knowledge and penetration
- Apply & execute strategies discussed in daily Business Review meetings and weekly Revenue meetings
Sales Execution -
- Demonstrate proactive solicitation and account saturation
- Responds to incoming group inquires within 24 hours
- Work collaboratively with off-property sales channels (Chamber of Commerce, Visit Norfolk, etc.) to ensure sales efforts are coordinated, complementary and not duplicative.
- Apply rate and restriction approvals from DOS prior to extending group sales agreement to client
- Apply negotiating skills and creative selling techniques to successfully negotiate contracts
- Responsible for closing on proposals
Reporting -
- Process all group sales contracts and ensure booking details are thoroughly communicated with Reservations and Operations on time
- Adhere to lead log follow up and client call trace systems
- Produce monthly sales activity reports on time
Relationships -
- Develop relationships within the assigned market to strengthen and expand customer base for group opportunities. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
- Incorporate brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
- Produce excellent customer service by understanding client needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brands.
- Develop relationships with key internal stakeholders
Qualifications
Type
Qualification
Experience
Candidate must have a minimum 3 – 4 years of Association sales experience as a Group Sales Manager in an upscale full-service hotel
Skill
Demonstrated knowledge of the sales process (prospecting, data gathering, proposal writing, negotiating, close, follow-up) • Effective written and verbal communication skills • Proficient computer skills (Delphi, Outlook, Word, Excel, Adobe) • Strong multi-tasking and organizational skills • Capable of working independently; self-motivated but recognizes team • Works inclusively to solve challenges
