Senior Sales Manager

Hotel:

Stamford Hilton1 First Stamford Place

Stamford, CT 06902

Compensation Range

21.35 - 32.03

Compensation is determined based on a variety of factors, including experience, skills, qualifications, and the specific location of the role. Actual pay may differ depending on these factors.

Job Description

Profile:
Telecommute:    No
Bonus Eligible:    Yes
Direct Reports:    Yes
Reports To:    Director, Sales & Events    
Equipment:    Laptop
            
Primary Purpose:
The primary purpose of the Senior Sales Manager is to secure a significant amount of group and meetings business from local, regional, and national corporations; associations; or other organizations. This position will also be responsible for generating the most productivity on the team.  The Senior Sales Manager will customarily serve as an important liaison for the hotel in all important industry events, business functions, and community affairs to ensure a positive recognition of the hotel and company within the community.

Work Performed:

The Senior Sales Manager will be tasked with the following duties, responsibilities, and assignments:

• Solicit, negotiate and generate contracted business from the property’s largest key account revenue generators by following the hotel business plan.
• Represent their hotel at industry tradeshows, client events, and brand forums in key account base markets. Travel required.
• Prospect for new business using a wide variety of methods including phone calls, sales system database, outside sales calls, attendance at community functions, internet prospecting, supplier partnerships, etc.
• Customarily engage with primary third-party business representatives in local, regional, and national client events and business affairs to secure ideal business opportunities for the hotel.
• Actively participate with industry organizations (MPI, PCMA, ASAE, etc.) locally/regionally and seek committee and/or board positions. Will require a time commitment during regular business hours away from the property sales office.
• Regularly engage key account clients and decision-makers outside of the sales office in presenting proposals, negotiating contracts, entertaining and building strong, long-lasting relationships to benefit the hotel business plan.
• Employ revenue management techniques and strategies to recommend corporate rate proposals.
• Respond to all Requests for Proposals in a timely manner and ensure that a prospective client receives the best possible offer to secure additional business for the hotel. 
• Develop, implement, and constantly modify sales action plans.
• Manage and maintain an accurate and up-to-date contact management system.
• Negotiate and close contracts that meet the hotel’s business plan objectives. Desired arrival, departure and volume patterns must be met.
• Internally communicate client requirements, thereby ensuring all information is accurate between client and hotel staff.

Any and all other work as required to complete the primary purpose of the position.

Qualifications:

Required Prior Experience:

Over five years of large group selling experience in a full-service hotel with successful results.

Prior sales goal responsibility of no less than $2.0 million.

Preferred Prior Experience:

Selling large group in the existing market.

Required Education:

High School Diploma or Equivalent

Preferred Education:

Bachelor’s Degree in Sales & Marketing, Business, or a related field OR commensurate experience.

Preferred Licenses/ Certification:

CMP

Required Technology:

Either Delphi.fdc or Marriott CI/TY

Travel:

As needed.  Perhaps 25% of time.

Competencies:

(53) DRIVE FOR RESULTS

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

(37) NEGOTIATING

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships, can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

(15) CUSTOMER FOCUS

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it fo