What are the responsibilities and job description for the Business Travel Sales Manager position at Westmont Group?
The Business Travel Sales Manager is a goal-oriented, motivated professional responsible for driving transient sales, ensuring profitability, and aligning with the hotel’s revenue objectives. As the hotel’s ambassador, this position requires exceptional organization, interpersonal communication, and leadership skills to foster client relationships, develop business strategies, and lead revenue initiatives. In this role, you will focus on cultivating relationships with high-value clients, maximizing room sales, and ensuring every guest experience reflects the hotel’s standards.
This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.
Key Responsibilities
Business Results:
• Drive and achieve transient sales volume, aligning with budgeted revenue goals and ensuring high profitability.
• Maximize revenue through upselling, negotiating, and positioning the hotel’s luxury offerings as exceptional value.
• Cultivate long-lasting relationships with high-value clients, offering personalized service and exceeding expectations.
• Position the hotel creatively using a goal-oriented approach to attract transient and high-net-worth clients.
• Maintain in-depth knowledge of the market to identify emerging opportunities and stay ahead of competitors.
• Leverage brand-specific programs and pricing strategies to align with the hotel’s premium positioning.
• Continuously assess the competitive landscape and adjust strategies to maintain a competitive edge.
• Execute the Annual Business & Marketing Plan in alignment with the hotel’s strategic direction.
• Proactively prospect new business, targeting high-value transient markets and maintaining a robust pipeline.
• Ensure accurate sales records, forecasts, and account data for reliable reporting.
• Manage online RFPs, working closely with corporate accounts and third-party sources to secure contracts.
• Participate in Revenue Strategy meetings to optimize revenue performance.
• Represent the hotel at industry events and collaborate with brand partners to generate transient business opportunities.
Guest Satisfaction:
• Foster long-term client relationships to ensure loyalty and future revenue growth.
• Coordinate with internal teams and clients, ensuring clear communication and post-event follow-up.
• Maintain visibility with clients during events, ensuring smooth transitions to Convention Services.
• Lead by example in delivering superior hospitality, ensuring flawless event execution.
• Collect and act on guest feedback, addressing concerns promptly and striving for continuous improvement.
• Champion a guest-first mindset in departmental meetings, prioritizing service enhancements.
• Capture and manage guest data using hotel systems for personalized service and relationship building.
Leadership:
• Develop and implement strategies to meet short- and long-term goals, guiding the team to success.
• Uphold the hotel’s operating principles, brand values, and luxury standards.
• Hold self and team accountable for performance and results.
• Address and resolve conflicts quickly, fostering a positive, cohesive team environment.
• Collaborate with other departments to elevate the guest experience and achieve shared objectives.
• Demonstrate agility in embracing change and adjusting strategies to navigate challenges and opportunities.
• Make informed, data-driven decisions to guide team initiatives and operational challenges.
Building Relationships:
• Foster a collaborative environment, aligning team efforts with organizational goals.
• Treat colleagues and clients with fairness, respect, and inclusivity.
• Uphold high business ethics and personal integrity, building trust with colleagues and clients.
• Listen actively and respond thoughtfully, promoting open communication.
Managing Work Execution:
• Adhere to hotel policies and procedures to maintain operational consistency and high standards.
• Optimize use of sales resources and administrative support to enhance overall performance.
• Approach work with urgency, prioritizing tasks to meet deadlines without compromising quality.
• Overcome obstacles to meet challenging objectives.
• Address inquiries, requests, and complaints promptly with professionalism and urgency.
Organizational Learner:
• Take initiative to expand skills and knowledge, demonstrating a commitment to personal and professional excellence.
• Seek feedback and opportunities for growth, recognizing personal strengths and areas for improvement.
• Share best practices and innovations to encourage collaboration and improvement within the team.
• Integrate new insights from colleagues into personal work practices.
• Perform job responsibilities with attention to detail, maintaining high standards.
Knowledge, Skills & Abilities
• Market Knowledge: In-depth understanding of the hotel's primary market, leveraging local insights to attract high-net-worth clients and create competitive sales strategies.
• Sales & Negotiation Skills: Proven track record of effectively selling, closing deals, and developing proposals that align with client needs and hotel goals.
• Goal-Oriented: Strong ability to meet sales targets, develop strategic plans, and negotiate for maximum revenue and profitability.
• Customer Service Excellence: Exceptional skills in delivering personalized experiences, building strong client relationships, and exceeding expectations.
• Strategic Planning: Proficient in analyzing market trends, identifying opportunities, and adapting strategies to optimize sales and revenue.
• Sales Lead Generation: Skilled at identifying and developing new leads while uncovering opportunities within existing accounts.
• Decision-Making & Problem-Solving: Ability to make quick, effective decisions and solve problems efficiently.
• Communication Skills: Excellent verbal, written, and listening skills for effective communication at all levels.
• Financial Acumen: Strong ability to manage pricing, upselling, and revenue management.
• Planning & Organization: Capable of executing sales calls, client meetings, site visits, and attending industry events.
• Industry Expertise: Knowledge of legal and compliance issues, contracts, and global distribution systems in the corporate travel sector.
• Technology Proficiency: Proficient in Microsoft Office (Word, Excel), email, internet applications, and adaptable to new software.
• Brand Tools & Reporting: Proficient in using Brand tools and reporting platforms such as TravelClick Agency360 (Hotelligence).
• Interpersonal Skills: Confident and energetic in building relationships within the team and hospitality community.
• Industry Representation: Effective at representing the hotel at industry events and building stakeholder relationships.
Experience and Education:
• A minimum of four years of relevant experience in hotel sales or corporate travel management, with at least two years of direct experience in a hotel or corporate travel management role, preferably within the luxury boutique hotel sector. A four-year university degree in a related field (e.g., Hospitality Management, Business, or Marketing) is required, or an equivalent combination of education and experience.
Physical Demands:
• The physical demands of the Business Travel Sales Manager role require the ability to lift, carry, push, or pull up to 25 pounds and the capability to stand, walk, or sit for extended periods. The position may involve bending, kneeling, or stooping as needed, and frequent use of hands and fingers to operate office equipment such as computers and phones. The manager will also need to navigate hotel facilities, including stairs and uneven surfaces, and maintain a professional appearance and demeanor at all times.
EOE
