Senior Sales Manager - Hotel

About the role

This position serves as the primary liaison between the hotel and its corporate and business accounts, focusing on driving revenue and market share growth.

Responsibilities

• Solicit, negotiate and confirm new and repeat business through various efforts (outside sales calls, telemarketing, direct mail, referrals, networking, internet prospecting, etc.) to maximize revenues to meet/exceed goals.
• Record, notify and coordinate customer specifications with other departments and quickly, efficiently respond to customer issues, comments and problems to ensure a quality experience and enhance future sales prospects.
• Create and distribute effective internal and external communication (written and verbal).
• Develop and implement creative sales strategy by analyzing historical, current and future hotel/market/account trends.
• Develop and continually enhance relationships with key corporate, business and travel industry accounts.
• Maintain accurate, legible records and files consistent with established automated or manual sales system.
• Participate in training, trade shows, field trips and community, industry and professional organizations to maintain high visibility in support of the achievement of sales and revenue goals.
• Represent property at various trade shows.
• Work with Events, Catering and Food & Beverage Departments to grow group revenue and customer's day-to-day needs are met while identifying viable opportunities for deliberate initiatives designed to improve operational and financial performance.
• Proactively conduct outside sales calls, conduct sales tours and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms within.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within your market.
• Comply with attainment of individual goals as well as team goals and budgeted metrics.
• Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
• Supervise Catering & Event Management Team (as applicable) to ensure that the Catering Food & Beverage and Conference, Event Center Room rental budgets are met or exceeded.
• Develop a full working knowledge of the operations and policies of the hotel including Sales Food and Beverage Front Office and Reservations.
• Maintain strong visibility in local community and industry organizations.
• Attend and / or conduct daily / weekly / monthly meetings and any other functions required by management providing training on a rotational basis.
• Maintain professional working relationship and promote open lines of communication relationships to achieve initiatives with respective marketing partner(s) and other internal departments.
• Employ revenue management techniques to recommend corporate rate proposals within STS Cloud Software (Salesandcatering.com Experience a plus).
• Accurately prepare and present Requests for Proposals that are mutually beneficial to both the customer and the hotel.
• Reports sales data to Senior Management through analysis and offer insights into improvement strategies.
• Maintains up to date with industry trends, changes in the market, and new technologies that can improve sales strategy.
• Represent the company effectively with comprehensive knowledge of our offerings.
• Possess a deep knowledge in groups + meetings customer procurement strategies and structure, an expertise in account buying behaviors and strong internal training development.
• Prospect for new contract business using a wide variety of methods including phone calls, outside sales calls, attending community functions, internet prospecting, supplier partnerships, trade journals, etc.
• Develop, implement and constantly modify sales action plans.
• Manage and maintain an accurate and up-to-date contact management system, STS Cloud.
• Performs other duties as required.

Qualifications

• Bachelor’s Degree in Business or related field is required, unless waived by Executive Management.
• Five (5) years of experience in hotel sales.
• Excellent communication, interpersonal and decision-making skills required.
• Must be able to successfully pass a pre-employment drug/alcohol screen, background investigation, obtain and maintain gaming license.

Skills and Abilities

• Extensive knowledge in groups + meetings customer procurement strategies and structure with expertise in account buying behaviors.
• Extensive knowledge of negotiation and sales associated with the hotel industry.
• Knowledge of Property Management systems such as Infor/HMS.
• Knowledge of Banquet and Event systems such as Triple Seat, STS, and Amadeus.
• Excellent written skills to produce sales and marketing communication that properly reflects the resort’s image.
• Excellent speaking and presentation skills.
• Ability to perform critical analysis.
• Ability to manage extensive amounts of information.
• Considerable ability to listen effectively.
• Ability to work effectively both independently and as a team member.
• Ability to manage and organize complex projects and establish priorities consistent with department/resort objectives.
• Ability to effectively interact department heads, customers and team members, which may require high levels of patience, tact and diplomacy.
• Ability to manage multiple projects, meet and work effectively under time and resource constraints.