Senior Sales Manager

Essential Duties And Responsibilities

Position is responsible for achieving 100% of the group sales revenue goals through individual and team efforts. Continually assess strengths/challenges of sales team members. Provides coaching, mentoring and training to sales team. Incorporates marketing initiatives to support group sales strategies and activities. Establishes a sense of urgency with the team to understand and achieve the needs of the hotel. Knowledgeable of hotels' competitive set and recommends sales/pricing strategies, service and product improvements to stay competitive. Will carry food & beverage contribution goals and work collaboratively with DOC to help achieve food and beverage revenues. Consistently reviews shifts in market mix with DORM & DOSM and able to make deployment & pricing recommendations. Stays atop industry trends. Works with National Sales Team to communicate specific account needs to impact revenues for the hotels. Responsible for appropriate identification of key group markets and supporting deployment and travel schedule strategies. Sales skill development of team to include implementation, coordination and maintenance of weekly sales training vignettes. Responsible for team achievement of ShopTalk results. Able to present to DOSM, General Manager & ownership interests both successes and areas for opportunity within the group segment. Maintains a thorough understanding and ability to report on group pace and future group need areas.

Administrative Responsibilities

• Completes and communicates monthly group sales results to DOSM.
• Aids in developing appropriate group production goals for the sales team.
• Participates in weekly yield meetings.
• Regularly analyzes industry intelligence reports (i.e. STR and Hotelligence).
• Conducts FJP reviews as well as weekly meetings with the sales team to ensure appropriate direction.
• Ensures accurate and thorough notes/traces of accounts are maintained via Delphi.

Qualification Requirements

• Education and/or Experience: 1 to 3 years of sales experience. Bachelor’s degree is preferred.
• Language Skills: Ability to read, write, and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.
• Physical Demands: While performing the duties of this job, the employee is constantly required to use a keyboard, sit, see, hear, write, and speak. The employee is frequently required to handle (hold, grasp, turn, or otherwise work with the hand or hands), finger (picking, pinching, fine manipulation), and dial. The employee is occasionally required to collate/file, stand, and walk. The employee is minimally required to bend, crouch, kneel, squat, climb ladders and stairs, reach, twist, stretch, push, and pull. The employee is occasionally required to lift and/or move 10-50lbs, and minimally required to lift and/or move up to 75lbs.
• Mental Demands: While performing the duties of this job, the employee is constantly required to produce detailed work, use reasoning skills, verbal and written communication, have customer contact, and handle multiple concurrent tasks. The employee is frequently required to use math skills and handle constant interruptions. The employee is occasionally required to give presentations.
• Work Environment: While performing the duties of this job, the employee may occasionally be exposed to heat, odor, fumes, dampness, dirt, oil, grease, noise, vibrations, and the use of tools/equipment.