Address
Form of workGROUP SALES MANAGER POSITION PROFILE
Reports To: DIRECTOR OF SALES, position is exempt
WHO WE ARE
Hotels done differently. It’s not just a slogan or catchphrase, it is who we are in everything we do. We believe in the power of People, Place and Character; ensuring our properties are a place where individuals are valued and celebrated as a tribute to the neighborhoods and the people of the communities in which we operate; elevating our associates’ pride in who they are, where they live and who we serve.
Heathman is managed by Aparium Hotel Group which was founded in 2011. The duo saw a clear need for a company that could bring c-suite service and accommodations to underserved, yet distinct and important cities, while maintaining and celebrating the unadulterated character of each. Driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium was born with an intense focus on unearthing the amazing moments unique to every city.
Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. It is a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing the disparate forces together in bustling, smaller markets.
WHO YOU ARE
You are humble and understand the need to work side by side with others; and you take feedback to make things better seriously. It is quite natural for you to walk into a hotel and see the potential of the environment and how it could work for a variety of people, groups, events or meetings. The first thing you prefer to discover is the event space, thinking “how big is the ballroom and how many people does it hold?” or “I wonder what the rooms are like and how many suites do they have?”. And for giggles, you are tempted to ask the front desk for a sales contact so you can take a fam tour.
Your career experience has been dynamic and is filled with numerous success stories of how you captured indecisive groups. You are adventurous in discovering the needs of your city and known to walk the area to connect and drive business to fill those seasonal gaps, all without a central reservations system as your individual effort has been greater than a central reservation system could keep up with. For you to feel comfortable within our portfolio you will have familiarity with secondary markets and recognize that hospitality differs from city to city and even from neighborhood to neighborhood. You are comfortable with casual sophistication and realize the concept of luxury has evolved to be approachable and not cookie-cutter.
THE ROLE
Heathman Hotel is searching for a Group Sales manager who has the heart and tenacity to hunt and discover business for a brand-new product. This role is not for the faint of heart, so if prospecting business and taking it to the streets is not your preference this would not be a role for you. Although, if you are known to have the grit that is associated with an entrepreneurial spirit, then we invite you to your next career opportunity! This position will lead Group Sales efforts and be quick to identify and respond to market needs to fill the gaps and set the pace for future bookings. Heathman will offer upscale experiences, with tailor-made services, and a premier restaurant and social scene.
WHAT YOU WILL DO
- Uphold and role model the company’s principles of People, Place and Character; and ensure your team and peers are also modeling the way of our values that drive collaboration, intuition and translocal hospitality
- Analyze business to ensure booking guidelines and function space to guest room ratio is in the best of interest for the hotel; while communicating effectively with catering and other stakeholders to ensure we exceed clients’ needs and expectations are satisfied, or better yet, exceeded
- Fulfill the hotel's translocal hospitality operating principle by planning or supporting sales activities, promotions and client events that bring to life heritage and character of the city, the uniqueness of the hotel, and celebration of local merchants
- Engage in fair and transparent client negotiations to achieve maximum revenue and profit potential, and meeting client's needs
- Demonstrate strong on-going organizational skills in maintaining and documenting all pertinent information specific to group and transient accounts ensuring all is documented in Delphi.fdc.
- Respond expediently to client requests and needs. Be proud of your ability to adhere to trace dates to ensure we are not delayed in meeting client needs
- Collaborate and problem solve with other departments as needed to book business into the hotel e.g. salvaging of accounts threatening cancellation, groups that have outgrown confirmed space; and when needed enlist senior management to interact with tentative or prospective clients in to close the sale
- Demonstrate expert knowledge of the hotel' and competitor’s facilities, services, amenities, and meeting space so that you can skillfully match the stated or unstated needs of a client;
- Take ownership of assigned sales territory and respond to specific market needs by initiating recommendations to the Director of Sales for updates to pricing, availability, or needed services and amenities
- Collaborate with team to discuss, innovate and support key service and product differentiation to attract groups to the hotel
- Unselfishly perform tasks and projects that support client schedules and sales revenue achievement that help the sales team meet telephone volume, respond to walk-in site inspections, and meet evening and weekend appointment
- Willing to take on reasonable requests from Director of Sales or other Executive Committee members
- Build and maintain a trusting and transparent relationship with all stakeholders, specifically taking the time to develop rapport and respect with the individuals of your peer group.
- Understand who the hotel is and what we aspire to be by following established practices and procedures; and project the appropriate brand voice and image of each hotel to achieve objectives, public recognition and acceptance
- Evaluates, solicits, sells and confirms business in assigned market area to meet overall budgeted sales and profitability; control dates, availability, and rates on guest rooms and function space
- Aparium Hotel Group does not discriminate based on disability, veteran status or any other basis protected under federal, state or local laws. The hotel is a smoke-free, drug-free facility, and equal opportunity employer.
WHAT YOU WILL NEED
- Minimum of three (3) years within a Sales role within upscale, lifestyle or luxury hospitality companies
- Past experience of working within a boutique-lifestyle hotel company
- Comfortable in working without a big-box hotel company central reservation system
- Willingness to work a flexible schedule in order to meet client needs, which may include weekends or evenings
- Familiarity and ability to read, understand and develop strategy through market intelligence reports to include but not limited to : STR, Knowland Group and Agency 360
- Understanding of Delphi.fdc sales and catering
- Professional proficiency of the English language in reading, writing and verbal communication
HOW YOU LEAD
- Highly analytical in thought and recommendations; although will never act like the smartest person in the room; and continually seek out the facts; can express a point of view without it be driven by an ego
- Engages others in general conversation tactics to build rapport quickly; and can lead and adapt communication and presentation tactics to engage audience; displays adaptable interpersonal skills for a wide range of audiences and stakeholders
- Approaches fact finding and discovery missions in a collaborative effort; values input and experiences of others that creates additional insight to uncover deeper issues that need to be addressed or removed as a barrier to implementation
- Values the importance of making decisions with integrity, maintaining confidentiality across internal work groups and knows how to use discretion when appropriate; understands the difference between transparency and confidentiality.
As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment, and sense of belonging for all employees. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve.
