Senior Sales Manager

Job Summary

Fully develops assigned segments with an emphasis against the development of new business for assigned hotel. Works closely with the General Manager, Regional Revenue Manager and the Regional Director of Sales to optimally merchandise revenue potential for assigned property and ensure customers have a memorable hotel experience. Coordinates with GM and RDOS to develop and execute Sales action plans, maintain positive interdepartmental relations. Complete special projects as assigned by the General Manager, Regional Director of Sales and/or Vice President of Sales and Marketing. Success is determined through achievement of the hotels revenue goals and improvement, where possible, in market shared performance as compared to that of the hotel(s) defined competitors.

Prerequisites

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

· High school diploma or equivalent; college degree (BS/BS) preferred or equivalent work experience

· Previous hotel sales experience preferred as a sales coordinator, sales manager, hotel operations, or equivalent work experience.

· Experience selling Marriott, Hilton, Best Western and IHG hotels -Hilton Focus Service, and/or Full Service (where applicable) and/or Extended Stay lodging, or tourism/hospitality industry.

Summary of essential job functions

· Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.

· Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.

· Must be able to see and hear.

· Must be able to speak and read English, the ability to communicate in another language may be helpful.

?Required Knowledge, Skills and AbilitIes

Knowledge:

· Knowledge of the market area for the hotel is preferred.

· Knowledge of effective outside sales tactics required

Skills:

· Effective communication skills both written and verbal.

· Proficient written and verbal English

· Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.

· Strong organizational and multitasking skills

· Relates well with others and is flexible to work with a team

· Analyze work for accuracy of self and others.

· Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint. Experience working with customer relationship software like Delphi.fdc and/or STS preferred.

Abilities:

· Ability to effectively influence others and engage clients and coworkers on difficult issues.

· Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.

· Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude.

· Enjoys interacting with customers and networking within the industry.

· Multi task, remain associate and guest service centric.

Specific Responsibilities

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.

2. Books appropriate business that allows hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.

3. Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation calls goals as well as outside call goals are met or exceeded based on guidelines agreed to in the Commitments to Success.

4. Include General Manager on appropriate sales appointments as well as calls on Corporate-based Sales personnel for assistance as needed to “win” business.

5. Uses property’s computerized sales management system to manage the hotel’s business, including but not limited to adding all sales activities, generating weekly sales reports, entering business, blocking meeting space if hotel has it and building accounts.

6. Remain in active status and attend a minimum of one outside organization including but not limited to: Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations etc.

7. Works closely with General Manager and Regional Director of Sales to generate sales contracts and BEO’s (if applicable) within LBA guidelines. Also dev