Sales Manager

Sales ManagerThe Sales Manager functions as business leader of the property's Sales department and develops strong relationships to proactively position and market the property. Provides day to day leadership to a small team of on-property Sales associates (e.g., Sales Coordinators). The Manager implements the brand's strategy and applicable brand initiatives in all aspects of the sales process and focuses on building long-term, value-based customer relationships that enable achievement of the hotel's sales objectives.Essential Job FunctionsExecutes the sales strategy and verifies that individual booking goals are met for the on-property Sales team.Serves as the Sales contact for the General Manager, Revenue Management, Sales Support team, and Catering Sales leaders.Serves as the Sales contact for customers; serves as the customer advocate.Serves as the property Sales liaison with Marriott National Group Sales and National Accounts.Provides customer intelligence in evaluating the market and economic trends that may lead to changes in sales strategy to meet or exceed customer expectations.Reviews the Smith Travel Research STAR report, competitive shopping reports, and uses other resources to maintain an awareness of the hotel's market position.Researches competitor's Sales team strategies to identify ways to grow RevPAR and increase market share.Attends Sales strategy meetings to provide input on weekly and overall sales strategy.Participates in business planning with the Revenue Management and Sales Support team.Suggests innovative Sales and Marketing ideas and proactively develops deployment strategies to continue to grow market share.Proactively participates in hotel direct sales effort by conducting sales calls for assigned accounts and with members of the on-property Sales team.Evaluates the property's participation in the various sales channels (OTA, Group, brand.com, RFP, etc.).Executes and supports Marriott's brand standards.Executes and supports the operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).Participates in and practices daily service basics of the brand.Verifies that the property implements a seamless turnover from Sales to Operations.Maintains successful performance by increasing revenues and controlling expenses.Interfaces with Revenue Management and Sales Support team to execute the PSR and Sales and Marketing quarterly action plans.Develops strong partnerships with local organizations to further increase brand and product awareness.Develops and manages internal key stakeholder relationships.Develops strong community and public relations by obtaining property participation in local, regional, and national tradeshows and client events.Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and monitoring their satisfaction before and during their program or event.Serves the customer by understanding their needs and recommending the appropriate features and services to best meet their needs and exceed their expectations, while building a relationship and loyalty to Marriott.Gains understanding of the hotel's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program or event.Monitors the effective resolution of guest issues that arise as a result of the sales process by creating mechanisms to channel issues to property leadership and/or other appropriate stakeholders.Develops strategic working relationships with leaders of these sales channels in order to proactively position and drive sales to the property.Functions as the business leader of the property's Sales department with overall responsibility for achieving booking goals and property revenue.Develops quarterly bonus Key Sales Objectives (KSO) and sales action plans.Verifies the Sales team is leveraging Marriott demand engines to full potential.Verifies that effective structures, processes, jobs and performance management systems are in place.Sets career development goals and reviews performance for direct reports using Perfode.com.Addresses performance issues and holds team accountable for successful results.Forecasts talent needs and manages talent acquisition strategy to minimize lost time due to turnover.Keeps an active list of the competition's best sales people and executes a recruitment and acquisition plan.Champions leadership development and workforce planning priorities by assessing, selecting, retaining and developing diverse, high-caliber talent.Attendance is a key component of this position.Maintains a professional appearance in accordance with Company standards; wears the appropriate uniform or attire.Maintains open and effective communication with team members and management.Attends and participates in team meetings.Adheres to established safety and emergency procedures and protocols, this includes Company, federal, and state specific regulations and guidelines.Completes all required Company training/compliance courses as assigned.Adheres to Company standards and maintains compliance with all policies and procedures.Performs other related duties and responsibilities as assigned.EducationHigh School diploma or equivalent.ExperienceA minimum one (1) year of experience in the hotel sales and marketing field required.A minimum one (1) year of supervisory experience in the hotel sales and marketing field required.Supervisory ResponsibilitiesOversees and coordinates the department's activities, with a focus on supervisory and organizational goals. While a portion of the time may involve performing tasks similar to those of direct reports, the primary responsibilities are related to management and coordination. Analyzes and resolves issues, establishes work methods, ensures regulatory compliance, and maintains productivity. Uses judgment within established procedures and policies to make appropriate decisions and take necessary actions.Specific supervisory duties include, but are not limited to the following:Determines and creates policies, procedures, and manuals for direct reports.Establishes objectives and goals for the team.Assigns, monitors, and reviews work; evaluates direct report's performance.Recruits and interviews.Orientates and trains.Issues corrective action and makes recommendations for termination.Investigates and resolves concerns and complaints.Creates department work schedules.Approves time records and time off requests.Skills & AbilitiesThis position requires the capability to understand and follow both oral and written directions, as well as the ability to communicate effectively with others in English and interact successfully with internal and external customers.Proficient in time management; the ability to effectively organize and manage multiple priorities.Emotional intelligence and interpersonal skills, with the ability to build strong working relationships with team members at all levels.Skilled in building and motivating a team, fostering a collaborative environment and inspiring high performance.Analytical and problem-solving skills.Performs well with frequent interruptions and/or distractions.Understands how to develop and implement business strategies.Ability to interpret and create policies, procedures, and manuals.Able to communicate appropriately and effectively with all levels of management and external stakeholders.Ability to effectively listen, understand, and resolve challenges and concerns from management, team members, and/or customers (internal/external).Exceptional interpersonal skills to include coaching, counseling, and mentoring.Able to identify and seize revenue-generating opportunities while effectively managing costs and resources.Visionary mindset, capable of developing and executing a comprehensive business strategy that aligns with brand identity and exceeds guest expectations.Knowledge of key industry trends, best practices, regulations, and the current industry landscape.Proven ability to drive revenue growth, optimize costs, and achieve financial targets.Able to engage diplomatically and effectively with third party operators and owners, empathizing, and reacting appropriately to partner feedback and helping resolve issues where necessary.Proficient in public speaking.Basic math skills.Proficient in Google Docs/Microsoft Word.Proficient in Google Sheets/Microsoft Excel.Proficient in Google Slides/Microsoft PowerPoint.Proficient in Gmail/Microsoft Outlook.Ability to adjust effectively to evolving work environments and shifting customer (internal/external) requirements.