Sales Manager

About the role

The onsite Sales Manager role is responsible for generating group business from a national market. The primary objective is to maximize revenue generation and market penetration from within the geographic territory. This includes, but is not limited to, nurturing of existing good accounts and feeder markets, developing known high potential markets and the identification of emerging sources of business. This position serves as a Resort product expert to the group meetings industry and is also responsible for serving as a positive and knowledgeable advocate of the entire CoralTree portfolio.

Responsibilities

• Apply a proactive and strategic sales approach to business solicitation including but not limited to; phone solicitation, customer appointments, sales missions/blitzes, tradeshow participation, on-line research and customer engagement, as well as resort and portfolio wide customer event participation.
• Dedicate time to prospect via direct telephone sales, email, internet and other sources within assigned market.
• Make personal visits, when necessary, to target areas and call on prospective clients located in a specific market or area.
• Book annual meetings, regional meetings, sales meetings, executive level meetings, incentive meetings, and leadership meetings from your assigned territory.
• Rebook and maintain existing accounts and solicit new accounts.
• Respond to all correspondence from assigned areas and trace dates for prospecting and follow up.
• Set-up site inspections and FAM trips with appropriate on-site communication, planning and follow through.
• Attend trade shows pertinent to your Market and attend meetings, seminars and functions through membership in related industry associations.
• Serve as an active participant in all CoralTree related sales programs including, but not limited to Synergy Sales, Affinity Team sales, and Strategic Account Teams.
• Serve as a positive advocate for sister properties within the portfolio.
• Perform general office duties and assist other personnel, as required.
• Maintain a constant contact with meeting planners; maintain membership and contacts in hotel industry associations.
• Maintain a positive working relationship with departments interacting with convention groups.
• Develop new accounts by demonstrating the ability to identify potential new customers through prospecting.
• Stay abreast of industry trends and make recommendations of changes which would affect operations.
• Maintain accurate sales productivity forecast, manage budgeted expenses and recap information.
• May supervise one or more administrative assistants.
• Maintain constant contact and excellent relationships with CoralTree Global Sales, Representation Firms and third party contacts.
• Familiar with legality of contractual agreements and actively participate in ongoing training opportunities.
• Must be able to effectively deal with internal & external guests, some of whom will require levels of patience, tact and diplomacy to defuse anger, collect factual information and resolve conflict.
• Able to analyze resource reports through Envision, Knowland, Cvent, etc.
• Sound understanding of yield management principals.
• Motivates and actively contributes to a work environment in which associates are collaborative and productive.
• Understands how to develop direct sales plan for a defined market and evaluate business trends to modify strategies.
• Attends department and other property meetings.

Qualifications

• A minimum of 3 years’ experience in a group sales role or closely related direct sales position is required.
• Prior experience selling a AAA 4/5 diamond property(s) is preferred, and experience in a property with a dominant group business mix is highly desirable.
• Knowledge in computer systems related to account and yield management and technical proficiency in Microsoft applications is required.
• Customer service experience in a high-volume environment is necessary for success in this role, with the ability to problem solve, identify and find solutions.
• A strong financial competency is highly desired.

Physical Requirements and Working Conditions

• While performing the duties of this job, the employee is regularly required to walk, talk, see, and hear.
• Must be capable of sitting 90% or more of a normal 8 hour work shift.
• Must be capable of carrying, lifting, pushing or pulling up to 25 lbs.
• Specific vision abilities required by this job include close vision, distance vision, peripheral vision, depth perceptions and the ability to adjust focus.
• Must be capable of answering phones and using a computer.
• While performing the duties of this job, the employee will be exposed to indoor working environment.
• The noise level in the work environment is usually low.