Sales Manager

About the role

The Sales Manager's primary role is to research, prospect, cold-call, map, and identify new group business opportunities for the property in hotel group sales, banquets, and meetings. Manages and sells into a sales territory/segment and achieves or exceeds quarterly and yearly room nights, banquet, and catering revenue goals by developing and contracting accounts and business opportunities.

Responsibilities

• Manages market territory based on annual room night and revenue target. This includes identifying potential individual and group business, negotiating room nights and rate, and closing the deal with a signed contract that actualizes.
• Fielding incoming leads to qualify and utilizing Delphi for tracking and follow up.
• Prospecting and cold calling for clients using multiple sources including outside sales calls weekly, inside sales calls weekly, sales blitz with state/citywide sources, referral and relationship building activities and events.
• Identifies, researches, prospects, and maps key accounts to develop new business.
• Performs market research, utilizing print or electronic resources to identify prospective clients. Provides timely, organized, and well-documented research to ADOS and DOSM and other team members for follow-up.
• Acts as Conference Service Manager to detail BEOs and Group Resumes for self-contracted groups of 20 peak room nights and under.
• Remains current on industry trends and economic indicators. Uses pertinent information to aid in the development of strategies to target new business.
• Participates in industry related professional organizations, attends trade shows, and conducts sales trips. Represents the organization at property sponsored functions and/or related events as required.
• Follows SOPs and protocols to ensure timely correspondence, meet promised response times, and move business from inquiry through contract, execution, and closeout within approved turnaround times.
• Maintains the integrity of Delphi CRM program by following the process and protocols for inquires, accounts, lead, booking, function diary, room blocks, BEO's, estimates, activities and organizational follow-up, and maintaining lead/group databases.
• Completes weekly sales reports and other departmental reports as designated.
• Attends and participates in daily business reviews.
• Works with Catering Sales Managers, other Sales Managers, and Revenue Manager to assure maximum utilization of facility.
• Attends weekly sales meeting, training programs, and other meetings as designated.
• Works with the ADOS on direct initiatives to increase identified business and projects supporting the development of new business. Shares uncovered new business development opportunities.
• Conducts onsite property tours, site tours and FAM's with prospective clients and community partners.
• Entertains clients on and off property in a professional and productive manner to secure relationships and future business opportunities.
• Maintain current knowledge of competitive set (local and regional).
• Assists with and completes special projects and assignments as designated by the ADOS or DOSM.
• Reviews and understands Group sales revenue and operation budgets and provides market forecasting reports as requested to DOSM.
• Greets all directly booked clients as they arrive at the property, and/or as needed. Serve as guest contact during the event when needed.
• Establishes relationships with area event vendors, competitive and non-competitive hotels and event venues and the respective managers at these locations.
• Make connections through industry sector by joining focused meetings to enhance and develop sales experience and relationships, as well as expand product knowledge and sales efficiencies.
• Interacts effectively with all operational departments and vendors to ensure guest satisfaction.
• Delivers "I Am Proud" service standards and department-specific signature touch points.
• Establish cross-departmental channels of communication among teammates that are consistent and complete.
• Maintains post-event files and ensures invoices, receipts and closing inventories copies are maintained and records actual final guest count and revenues in Delphi.
• Maintains complete and in-depth files on all future and past events as directed by departmental standards.
• P Practices and observes safety rules and regulations and encourages others to do the same.
• Timely participation in morning stand up, weekly operations meetings and staff meetings.
• Provide extraordinary service that is "Enriching by Nature."
• Upholds Garden of the Gods Resort and Club's brand, culture, vision, mission, and values.
• Be empowered to make things go right if they go wrong.
• Address feedback by utilizing the LEARN Model.
• Demonstrate a professional appearance and be attentive to what matters most.
• Comply with company policies and procedures.

Requirements

• Minimum Knowledge & Skills:
• 2 years experience with Delphi sales and catering software or similar sales & catering software to produce merge documents and Banquet Event Orders
• Proficient computer skills and in-depth knowledge of relevant software such as MS Office Suite
• Experience with Room diagram software such as Social Tables
• Ability to all days of the week as business requires
• Ability to travel with occasional overnights to client meetings and industry tradeshows
• Formal Education and Job-Related Experience:
• 2 years experience in hotel or resort group sales. AAA or Forbes 4-Diamond Rated hotel/resort property, preferred.
• 2 years experience with Meetings/Event Group Sales and Planning, or Education as a CMP
• Licenses, Registrations, and/or Certifications Required:
• Valid Unrestricted Driver's License Required
• First-Aid / CPR / AED Certification preferred