Group Sales Manager

Group Sales Manager

Sheraton Hotel Pittsburgh - Station Square

The Group Sales Manager is responsible for assisting with various sales initiatives, ensuring hotel’s financial goals are met and consistent, high level of service is delivered with a focus on building long-term, value-based customer relationships that enable achievement of the property’s sales objectives. The Group Sales Manager focuses on client and hotel objectives in support of Our Quality Pledge and Standards of Service. The Group Sales manages the property's reactive and proactive sales efforts for all group segments while maintaining accountability for achieving revenue opportunities under the guidance and supervision of the Director of Sales & Marketing. The Group Sales Manager reports to the Director of Sales & Marketing and will engage with Sales and Operations professionals throughout the hotel and company.

The Group Sales Manager is responsible for, but not limited to the following duties and activities:

• Responsible for achieving group sales room night and revenue goals by business development, account management and hotel site sales calls. Also responsible for maximizing space potential and maximizing food and beverage minimums.
• Ability to manage multiple Group segments, understand the nuances of their business needs and pricing.
• Consistently pursues up-selling opportunities to maximize revenue potential. Achieves business revenue goals by developing, building and maintaining excellent client relationships through proactive sales initiatives: community involvement, local visitors’ bureau, bridal organizations, charity events and cultivating client database.
• Targets group/business transient accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation within all segments.
• Responds to incoming sales leads for the property.
• Identifies, qualifies and solicits new business to achieve personal and property’s revenue goals.
• Focuses efforts on key and target accounts with significant potential sales revenue.
• Understands the overall market; competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities for the property based on market conditions and property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Handles complex business with significant revenue potential as well as significant customer expectations.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities to include sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within community to strengthen and expand customer base for sales opportunities.
• Responsible for utilizing sales and catering tools/systems to accurately identify, report, forecast and communicate sales data. Ensures integrity of sales data by documenting information in Delphi on a daily basis. Utilizes sales tools, and other market intelligence.
• Identifies improvements to enhance the client experience.
• Maintains performance level when experiencing changes or challenges.
• Adhere to all standards, policies, and procedures and consistently maintain a professional and ethical representation within the Sales and Catering Department.
• Promotes collaboration and positive, professional work environment. Attends all daily, weekly and/or monthly department/hotel meetings to ensure proper communication and proactive planning. Adheres to all B. F. Saul Company Hospitality Group Standard Operating Procedures.
• Performs other duties, as assigned, to meet business needs.

Qualifications:

• Excellent oral and written communication skills.
• Demonstrates independent problem-solving skills and identify process improvements needed.
• Demonstrates ability to exceed sales goals.
• Experience working in Delphi FDC is preferred
• Strong knowledge of Microsoft Office and Excel.
• Strong work ethic and professional focus; High level of integrity and discretion.
• Ability to work extended hours based on business needs, with physically demanding responsibilities such as walking, standing, carrying, and lifting throughout the extended shift. Ability to push, pull, and lift up to 20 pounds on occasional basis.

Experience:

• Prior sales experience and hotel experience desired. Must be detail oriented, have ability to communicate well with all levels within and outside the organization, and be able to problem-solve with employees and guests. Must be able to manage multiple priorities in a fast-paced environment.
• At least (1) year experience in sales role, (2-4) years preferred in the hotel or event management role.
• A proven track record of success in a hotel or a related service industry