Sales Manager, Group (FT)

Live your passion and add your magic at Montage International. We’ve built a culture that leads with the idea of doing what you love. If this resonates with you, we welcome your application.

About the Role

The Sales Manager, Group is responsible for soliciting business that enables the hotel to meet and/or exceed revenue goals in rooms and food and beverage. This position offers the potential for remote work for candidates located within the assigned Midwest territory, while maintaining regular travel to customer sites, industry events, and the home property, Pendry San Diego.

Responsibilities

• Understand market opportunities and drive revenue by managing and growing accounts across the Midwest region, with a strong grasp of market dynamics, client landscape, and business opportunities.
• Solicit new and existing accounts to meet or exceed revenue goals through telephone solicitation, outside sales calls, site visits, and written communication.
• Prepare correspondence to group accounts in a timely manner.
• Manage accounts using DELPHI and other sales/account management software.
• Prospect for new business, create new leads, and build awareness of the hotel.
• Travel to strategic trade shows and customer events.
• Target accounts, markets, or segments with a focus on proactive solicitation and account saturation.
• Partner with counterparts to effectively manage business opportunities.
• Respond to and manage larger, more complex incoming opportunities for the property.
• Focus efforts on accounts with significant potential sales revenue.
• Develop effective sales plans and actions, working with partners to create creative ideas and proposals for events.
• Maximize revenue by upselling packages.
• Understand the overall market, including competitors’ strengths and weaknesses, economic trends, supply, and demand, and know how to sell against them.
• Close the best opportunities based on market conditions and individual property needs using negotiating skills and creative selling abilities.
• Handle complex business with significant revenue potential and customer expectations.
• Build and strengthen relationships with existing and new customers to enable future bookings through sales calls, entertainment, FAM trips, trade shows, etc.
• Develop relationships within the community to expand the customer base for sales opportunities.
• Provide excellent customer sales service to grow share of the account.
• Manage and develop relationships with key internal and external stakeholders.
• Utilize intranet for resources, templates, and information.
• Participate in site visits.
• Develop and facilitate execution of contracts.
• Execute and support the operational aspects of booked business (e.g., generating proposals, writing contracts, customer correspondence).
• Execute the brand’s Customer Service Standards and property’s Brand Standards through the sales process.
• Work with the Director of Sales and other team members to ensure adequate coverage of the Sales Department.
• Field unsolicited leads as allocated.
• Coordinate all details of bookings from accounts with the assistance of the Sales Assistant.
• Work to achieve annual budgetary goals with respect to occupancy and revenue in the group segment.
• Achieve monthly and annual quotas.
• Manage relationships with accounts and ensure all information/history in Delphi is current and accurate.
• Continually update Delphi database with contact information.
• Assist Director of Sales with development of sales strategies and planning.
• Assist with preparation of annual rooms’ budget and marketing plan.
• Act as a backup sales resource in any capacity, including handling leisure and corporate business travel reservations when needed.

Requirements

• Previous hotel sales and operations experience.
• Sales and operations background.
• Ability to travel and work independently.
• Capable of planning and executing sales trips (local, domestic, international) including detailed follow-through.
• Professional appearance and demeanor.
• Strong client/guest service skills.
• Working knowledge of reservations and sales & catering systems.
• Ability to portray the hotel as unique.
• Ability to make verbal and written presentations to both large and small groups.
• Pre-opening sales and operations experience (preferred).
• Knowledge of Delphi, Opera, and Microsoft Office software.
• Familiar with travel throughout key U.S. cities.
• Knowledge of high-end industry publications, general marketing, and public relations skills.

Physical Requirements

• Must be able to sit at a desk for up to 5 hours per day; walking and standing for the rest of the working day.
• Requires grasping, writing, standing, sitting, walking, repetitive motions, talking, listening, hearing ability, and visual acuity.

Pay

The pay scale for Sales Manager, Group is $85,000 - $95,000 base salary, exclusive of incentive pay such as commissions.