Area Sales Manager

Job Summary:

Assists the direct sales effort of two hotels by collaborating with the General Manager or Director of Sales to proactively target those segments/accounts that the General Manager or Director of Sales is not pursuing. In addition, responds to sales inquiries and walk-ins by qualifying and booking business appropriate for the hotel.  

 

Develops and executes quarterly sales actions plans, maintain positive interdepartmental relations and completes special projects as assigned by the General Manager and/or Director of Sales.

 

Success is determined through achievement of the hotel's revenue goals and improvement, where possible, in market share 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.

• College Degree (BS/BA) preferred or equivalent work experience
• Valid Driver's License and Proof of Auto Insurance.
• Previous direct selling experience or previous experience in sales support (ex: sales coordinator) in a hotel preferred
• Experience selling Marriott, Hilton Focus Service and/or IHG is a plus.

 

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 stand for eight hours, bend, stretch, reach.
• Must be able to see and hear.
• Must have the ability to drive and have current proof of auto insurance.
• Must be able to speak and read English, the ability to communicate in another language may be helpful.

Required Knowledge, Skills and AbilitIes

Knowledge:

• Must be proficient in Microsoft Office to include Excel, Word, Outlook and customer relationship software.
• Knowledge of the market area for the hotel.

 

Skills:

• Effective communication skills, written and verbal, including group presentations.
• 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.
• Project management skills (i.e., organizing, multitasking).
• Creative and strategic skills.
• Relates well with others and flexibility of working with a team
• Analyze work for accuracy of self and others.

 

Abilities:

• Sees a vision and is not deterred from achieving it.
• Committed to the company and the achievement of its goals.
• 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.
• Ability to manage Sales Team at two hotels.
• 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. Based on each hotels' s selling strategy, books appropriate business that is the best for the appropriate brand from assigned segments that allows each hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.
2. Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation calls goals are met or exceeded as outlined by the property and participates in outside sales calls as directed by the GM/DOS.
3. Utilizes available business tools to prospect for new business (i.e., Brand database reports, Construct Connect, Agency 360m if applicable, local newspaper and business journals)
4. Remain in active status in a minimum of three outside organizations including but not limited to: Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations etc.
5. Performs the necessary pre-call planning and post-call follow-up for client outside sales calls.
6. Works with the property GM and/or DOS to evaluate potential business opportunities for assigned hotels.
7. Over time, becomes thoroughly knowledgeable with regard to their client base and builds strong business relationships.
8. Looks for opportunities to grow revenue for LBA Hospitality by cross-selling other LBA hotels.
9. Maintains awareness of the sales practices of the hotel's competitive set, and, as warranted, takes proactive steps to "neutralize" their efforts.
10. Is an "expert" when it comes to selling against the hotel's competitive set.
11. Adds to the camaraderie of the hotel by helping to celebrate the successes of coworkers.
12. Ensures that he/she adheres to all sales administrative processes that are in place from the LBA Corporate Office.
13. Strives to continually improve his/her general business and industry/job specific skills by attending Brand and LBA Corporate-sponsored sales training, and, if appropriate, outside continuing education.
14. Ensures that all reports, internal requests for information and special projects are submitted on or before their due dates.
15. Practices safety standards at all times and is alert to hazardous conditions. Reports any hazardous conditions immediately to the hotel General manager or appropriate staff member.
16. Other duties as assigned, that the associate is capable of performing.

Working Conditions/Special Requirements

• This position requires a physical presence at the hotel and is not conducive of telecommuting or remote work.
• 80% of the time will be spent outside the hotel with appointments, cold calls and community events that drive business to the properties.
• May be required to come in on the weekends to greet guests and ensure meeting or group satisfaction.
• Standing, walking for long periods of time while maintaining a friendly professional image. 
• Periodic overnight travel may be required.

Positions for possible advancement

• Area Director of Sales
• General Manager
• Regional Director of Sales