Sr. Group Sales Manager

Description

The Sr. Group Sales Manager is responsible for acquiring new group and corporate bookings, growing positive relationships with assigned existing accounts, and assuring positive recognition within the local community for the hotel.  This includes increasing revenues from guest rooms, banquet, and meeting room rentals.  

This position will report to the Director of Sales and Catering and will work closely with clients, as well as all Legacy team members.  This requires leading by example, providing the highest quality of service possible to guests in an efficient and courteous manner. This position will grow in scope as the business increases. 

This position is based out of the Legacy International Center property in San Diego, CA.  Must maintain confidentiality and be able to work the assigned schedule.

PRIMARY RESPONSIBILITIES:

• Solicit, negotiate, and generate contracted revenues from Group prospects that meet our criteria.
• Research, identify and target new markets and potential clients to promote new business and generate sales.
• Employ revenue management techniques to recommend group rate proposals.
• Prepare and present accurate Requests for Proposals so that both client and hotel receive a good value.
• Prospect for new group business using a wide variety of methods including phone calls, outside sales calls, attending community functions, internet prospecting, supplier partnerships, trade journals, etc.
• Utilize Knowland, CVENT and past groups to prospect for group leads.
• Implement and regularly modify sales action plans and create 30-60-90’s to stay on track.
• Achieve and maintain minimum weekly activity goals as set by Director of Sales and hotel General Manager.
• Participate in daily business review meeting, pre-convention meetings, training and other sales-related meetings as required.
• Possess an advanced knowledge of market trends, competition, and key customers of the hotel.
• Manage and maintain an accurate and up-to-date contact management system.
• Communicate client requirements understandably, accurately, and concisely to ensure that accurate information is relayed to the client and hotel staff in a timely manner.
• Coordinate and participate in target market trade shows and sales blitzes.
• Maintain good rapport with local civic groups and companies.
• Other duties as assigned.
   

ADDITIONAL RESPONSIBILITIES:

Be knowledgeable about the property’s layout, facilities, and services so you can answer questions from guests.

Our hotel’s primary goal is to provide hospitality and exceed guest expectations for levels of service, quality, consistency, and attention to detail — all team members are evaluated against this standard.  A hotel operates 365 days a year, 24 hours a day.  During your scheduled shift, you may be asked to assist in areas of the hotel outside of your typical work areas.

QUALIFICATIONS:

• Full-time management position that requires full flexibility, including the ability to work weekends and holidays and a varied schedule.
• At least three years of previous experience in hotel sales required.
• A true desire to understand and anticipate the needs of others in a fast-paced environment.
• Candidates should be extremely creative, innovative, detail oriented and organized.
• Ability to work with clients to determine and anticipate needs of the traveler.
• Refined verbal and interpersonal skills.
• Strong analytical, organizational, and interpersonal skills.
• Excellent supervisory skills.
• Must be proficient in general computer knowledge (e.g., Outlook, Word, Excel, PowerPoint, etc.)
• Current driver’s license is required to enable you to drive to offsite appointments.

EDUCATION:

• High School degree required, bachelor’s degree in Hotel Management, Food Management, or related field preferred.

COMPETENCIES:

• Requires knowledge of the principles and practices within the hotel sales profession.  This includes experiential knowledge required for management of people and/or complex problems.
• Requires excellent communication skills when interacting with management, staff, guests and third parties that reflect positively on the Company.
• Proficient in communicating in English.  Ability to speak additional languages is a plus.
• Possesses strong computer knowledge and skills related to hotel software systems as well as MS Office.
• Requires advanced reading and writing abilities, which are utilized when completing paperwork, reports, interpreting results, giving, and receiving instructions, and training.
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages and variances are required.
• Ability to supervise employees.
• Adaptable to change, new situations, changes in staffing and procedures.
• Skilled in organizing and prioritizing under pressure in a fast-paced environment.
• Dedication and commitment to excellent customer service.

HOURS OF WORK:  
A flexible schedule, which include nights, weekends, and holidays, is required to adjust to the changing needs of business operations.

TRAVEL:

Travel will be required; approximately 10%.

OTHER DUTIES:  
The purpose of this job description is to summarize the primary job functions and responsibilities of this position; it is not intended to be an all-inclusive list. Therefore, employees will be expected to perform additional duties as assigned by their supervisor or their supervisor’s designee. Duties and responsibilities may change at any time with or without advance notice.

WORK ENVIRONMENT:

This job operates on a large campus with multi-story buildings and uneven outdoor areas (e.g., steps, ramps, and gardens) that are open to the elements and changing weather conditions.

This position requires regular interaction with staff and members of the public.  In addition to POS system equipment and standard office equipment such as computers, phones, calculators, photocopier, etc.  Noise levels will occasionally be high due to equipment, movies, musical and theatrical performances, and other factors.

PHYSICAL AND MENTAL DEMANDS:

• This position requires the ability to navigate throughout a large campus with indoor and outdoor work and event spaces.
• 100% mobility required to reach all areas of the hotel and campus

Occasional      (1 – 33% of the time)

Frequent          (34 – 66% of the time)

Constant         (67 – 100% of the time)

C = Requires standing, bending, twisting, kneeling, crouching, stooping, walking, repetitive movement and using hands to handle, control, or feel objects, tools, or controls.

C = Requires the ability to pull, push stand, sit, stoop, bend, reach, move or carry equipment.

C = Requires close vision, distance vision, color vision, peripheral vision, depth perception and ability to adjust and focus.

C = Requires the ability to lift and/or move objects 25 lbs.

F = Requires working outside in all types of weather conditions.

Qualifications