Sales Manager

Job Description

Job Description

Market Segments:

1. Corporate Negotiated & Entertainment.
2. Group (SMERF)

Position Purpose:

We are seeking an experienced, tenacious and highly motivated individual to join our team as Sales Manager. The Sales Manager is responsible for driving revenue growth and achieving sales targets. This role involves developing sales strategies, building client relationships, and overseeing the sales process from prospecting to closing.

Experience:

• Minimum of 2/4 years hotel sales experience – luxury brand preferred.

Works Closely with:

• Cipriani 10 South Street (event venue) to handle all group and corporate leads funneled through.
• Membership team to leverage and share leads back and forth.
• Reservations/Revenue.

Essential Functions & Duties:

• Conduct site inspections, client entertainment, sales trips and trade shows as required.
• Monthly target of proactive phone calls and site inspections/client entertainment.
• Manage and direct the on-property multi-segment sales efforts to achieve hotel revenue goals by proactively targeting current and prospecting new targeted accounts in these markets to grow Casa Cipriani New Yorks business.
• Create quarterly and yearly action plans.
• Must be well versed and effective in selling high rated, luxury suites with a keen understanding of the ultra-luxury market.
• Ability to be well versed on current trends in various markets and maintain confidentiality of information.
• Attend hotel clients and local community business events to network and maintain high visibility
• Update management and relevant departments on VIP arrivals, meet and greet accordingly
• Perform monthly review account profile on room nights production and average rate and utilize Agency 360 & Demand 360 and relevant business intelligence tools to maximize ROI
• Ensure that all accounts profile, all sales reports and any other relevant information are updated in the CRM system
• Identify and communicate ideas, customer expectations from assigned segments and territory
• Must be well versed and effective in selling high rated, luxury suites with a keen understanding of the ultra-luxury market.

General Skills

• Perform job functions with attention to detail, speed and accuracy
• Prioritize, organize and follow-up on all actions
• Be a clear thinker, remaining calm and resolving problems using good judgment
• Understand guest service needs
• Work with minimal supervision
• Maintain confidentiality of guest and client information and pertinent hotel data.
• Exceptional interpersonal skills - able to represent the property in the community
• Ability to prioritize and organize work assignments
• Ability to meet deadlines
• Business acumen

Technology

• Experience with technology such as
• Delphi.fdc (sales force)
• Opera Cloud
• Alliants
• Microsoft Office Suites
• Hoteligence/Demand 360

This role does not need to action anything Food & Beverage or Events related.

Travel

Perhaps 1 week per quarter.

Day to Day duties:

• Attend 9am, morning meeting for sales representative. Share this responsibility with Sales & Marketing Coordinator.
• Occasionally create delphi reports as and when needed.
• Refine existing and create new SOP’s where necessary. SOP's are a critical part of achieving success.
• Ensure all previous week’s sales activity is in Delphi by EOD each Monday and generate report.
• Ability to work independently and without close supervision. Qualify any reactive leads.
• Solicit new business.
• Work with reservations team to ensure we are feeding opera the most relevant information, so the operations team are well prepared.

Market Segment: Group and Corporate Negotiated/Entertainment

Estimated at 2.5 million in net room revenue for 2025.

GROUP

• Take group lead inquiries, work with Revenue team to get rates, prepare a proposal in Delphia and share with client within 24 hours.
• Ballroom events, set up booking in Delphi and unique booking link. Offer tours as needed.
• Presidential Suite events are considered group revenue.
• Prepare and issue group contracts and ensure payments collect initial and final deposits.
• Create Group Resumes for all contracted groups. 8+ rooms on peak.

CORPORATE NEGIOTIATED

• Use Hoteligence/demand 360 to solicit new corporate negotiated accounts.
• Solicit new business from the Financial District neighborhood.
• Work with the membership team to potential uncover new leads for corporate accounts.
• Ensure all accounts are maintained in delphi and daily reports scheduled.
• Use the ‘reservations entered yesterday opera report’ to uncover potential new corporate accounts.
• Work with the revenue/distribution team to set up new accounts in GDS and systems.

ENTERTAINMENT

• Establish relationships with large entertainment accounts such as but not isolated to TAG/Ascot/Altour etc and increase production for entertainment business from them.
• Establish relationships with Studios and relevant accounts on the West Coast to increase production in the entertainment segment.
• Keep on top of award shows, concerts, fashion shows and all entertainment related activities in NY and penetrate our share of the business.

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