Sales Manager

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, Highgate provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. The company specializes in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen.

About the role

The Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in assigned market segments. They prospect and close on assigned accounts/territory to positively impact hotel revenues.

Responsibilities

• Attend daily Highgate Hotel Business Review (HHBR) meeting.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services, and Reservations.
• Develop a complete knowledge of company sales policies and SOP’s; ensure adherence by the sales team.
• Meet or exceed set sales goals and operate the Sales Department within the established sales expense budget.
• Participate in required Manager on Duty (M.O.D.) and Saturday office coverage as scheduled.
• Initiate and follow up on leads; maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Sales.
• Invite clients to the hotel for entertainment, lunches, tours, and site inspections.
• Assist in implementing special promotions relating to direct sales segments (e.g., parties, sales blitzes).
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques, with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct professional, thorough site inspections of the hotel with clients, highlighting key features and benefits.
• Use the property’s computerized sales management system to manage business, including generating reports, entering business, blocking space, and building accounts.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities through active participation in community and professional associations, activities, and events.
• Review meeting planner evaluations with the Director of Sales to ensure follow-up on issues.
• Entertain clients and handle inquiries as part of the Inquiry Day Program.
• Maintain regular attendance and high standards of personal appearance and grooming, including wearing nametags.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts toward productivity, identify problem areas, and assist in implementing solutions.
• Handle problems effectively, including anticipating, preventing, identifying, and solving them as necessary.
• Understand and evaluate complex information from various sources to meet appropriate objectives.
• Maintain confidentiality of information.
• Perform other duties as requested by management.

Requirements

• College coursework in a related field helpful; experience in a hotel or related field preferred.
• High School diploma or equivalent required.
• Skilled in Windows, company-approved spreadsheets, and word processing.
• Long hours sometimes required.
• Light work: Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull, or otherwise move objects.
• Effective verbal and written communication with all levels of employees and guests in an attentive, friendly, courteous, and service-oriented manner.
• Strong listening skills to understand and clarify concerns raised by employees and guests.
• Ability to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous, and service-oriented manner.
• Attend all hotel-required meetings and trainings.
• Participate in M.O.D. coverage as required.