Group Sales Manager

Additional Information: This hotel is owned and operated by an independent franchisee, Sage Hospitality. The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

POSITION FOCUS
Meets and exceeds revenue goals by developing new group accounts and growing current hotel accounts in a profitable and win-win selling approach.

ESSENTIAL RESPONSIBILITIES
Direct Sales: 
•    Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. 
•    Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls. 
•    Key Account Management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth. 
•    Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
 

New Account Development:
•    Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. 
•    Acquires referrals from existing accounts: Follows up on all leads within 48 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Sage hotels. 
•    Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts. 
•    Continually targets and prospects for new business through telemarketing, individual creativity and innovation. 
 

Yield Management: 
•    Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance. 
Account Service and Management: 
•    Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.
•    Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction. 
•    Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. 
•    Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner. 
 

Product Knowledge: 
•    Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities. 
•    Develop strong internal and customer relationships. 
•    Set and manage priorities and plan activities in advance. 
•    Solve problems and make sound business decisions. Respond to coaching, feedback and training.
•    Strong and effective sales skills.

OTHER RESPONSIBILITIES
•    All other duties as assigned, requested or deemed necessary by management.

POSITION QUALIFICATIONS

Education/Formal Training
Minimum of high school diploma or equivalent. College degree preferred.

Experience
Six months minimum in sales, customer service related position or hotel experience preferred.

Knowledge/Skills
•    Requires knowledge of general sales techniques. 
•    Requires yield management experience. 
•    Requires highly developed customer service skills. 
•    Requires ability to hear, speak, read and write English fluently. 
•    Requires 12th grade level mathematics, spelling and reading skills. 
•    Requires effective business writing skills. 
•    Must be able to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment. 
•    Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions. 
•    Understand and follow verbal/written instructions. 
•    Work on more than one task at a time. 
•    Develop strong internal and customer relationships. 
•    Set and manage priorities and plan activities in advance. 
•    Solve problems and make sound business decisions. Respond to coaching, feedback and training.
•    Strong and effective sales skills.

Physical Demands
The physical demands described here are representativ