Address
Form of workMetropolitan Hotel, LLC
Job Description
Job Title:Sales Manager
Division: Sales
Department: Sales
Reports to: Director of Sales
FLSA Status: Non-Exempt
SUMMARY:
On property sales/catering contact for customers, the Sales Manager is responsible for proactively soliciting and managing group/catering-related opportunities. The Sales Manager actively up-sells each business opportunity to maximize revenue opportunities and to achieve personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery.
QUALIFICATIONS:
- 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, Business Administration, or related major; two years’ experience in sales and marketing or related professional area.
- Knowledge of guest room forecasting and attrition
- Knowledge of need time strategy as developed by Revenue Management
- Strong customer and development and relationship management skills
- Knowledge of group, extended stay and transient business
- Understands revenue management functions and account profitability
- Strategic planning skills
- Ability to creatively execute and drive results; can originate and invent new ways to create a unique guest experience and maximize revenue
- Ability to take constructive action without relying on directions form others
- Ability to network and build relationships to grow the business
- Ability to exercise flexibility rather than rigid adherence to procedures in order to accomplish goals
- Effective decision-making skills and judgment skills
- Strong problem-solving skills; encourages new innovative solutions when appropriate
- Ability to influence others
- Ability to develop and maintain relationships e.g., associates, customers, vendors
- Strong presentation and platform skills
- Strong negotiation skills & organizational skills
- Strong communication skills (verbal, listening, writing)
- Strong customer and associate relation skills
- Knowledge of overall hotel operations as they affect department
CORE WORK ACTIVITIES
- Responds to incoming group/catering opportunities for the hotel.
- Proactively identifies, qualifies and solicits new group/catering business to achieve personal and hotel revenue goals.
- Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
- Closes the best opportunities for the hotel based on market conditions and hotel needs.
- Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
- Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
- Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
- Utilizes Marriott as a resource and for information regarding (Training opportunities, market segments, companywide communication, etc.).
- Leverages available eTools (eRooming Lists, eProposals, Marriott’s Asset Library, etc.)
- Effectively manages and develops relationships with key internal and external stakeholders.
- Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
- Effectively use sales resources and administrative/support staff.
- Conducts site inspections
- Provides accurate, complete and effective turnover to event management.
- Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
- Reviews meeting planner survey’s, guest experience index reports and guest comments to understand level of guest satisfaction; continuously strives to improve service performance.
- Continuously focused on improving guest satisfaction to create loyalty and increase market share.
Other
- Performs other duties as assigned to meet business needs.
- Participate in departmental sales and staff meetings; be prepared with the appropriate paperwork.
- Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and team members.
- Adhere to the Lobby Ambassador program.
- Develop and follow a targeted action plan and complete weekly sales reports
- An expectation to dedicate a significant portion of time to direct solicitation sales
- Responsible for inputting and maintaining business data in CI/TY
- Responsible for collecting significant history on all complex group bookings
- Develops plans for area blitzing, special sales activities and promotions for assigned market segments
- Achieve monthly departmental revenue goals as outlined in the review criteria and/or bonus program.
- Ensure timely and accurate distribution of information to all affected departments.
