Sales Manager

JOB OVERVIEW:

As our Sales Manager, you’ll play an important role in driving business and building lasting relationships for Avenue of the Arts Costa Mesa, the city’s only AAA Four-Diamond hotel and a recognized Condé Nast Traveler’s Choice property. Part of Marriott’s Tribute Portfolio, our eclectic, music-inspired luxury hotel sits in the heart of Orange County, directly across from Segerstrom Center for the Arts and just 2.5 miles from SNA Airport. We’re looking for an engaging, motivated sales professional who is excited to represent a property that is anything but ordinary—combining captivating design, first-class hospitality, and memorable guest experiences. You’ll work closely with our Sales and Catering team and hotel leadership to build client relationships, uncover new business opportunities, drive revenue, and showcase what makes Avenue of the Arts an exceptional destination for meetings, events, and group business.

The Sales Manager is responsible for the achievement of group room/banquet/catering revenue goals generated by the assigned market vertical segments. Manages proactively to successfully achieve the hotel’s budget and service goals utilizing the hotel’s sales/marketing plan and brand initiatives and revenue strategy. Establishes lasting relationships with clients and third parties by prompt follow-up, a willingness to exceed expectations, attention to detail and consistent communication to ensure that the client’s expectations are exceeded.

WORK REQUIREMENTS:

• Demonstrate comprehensive knowledge of the hotel’s market position, competitive set, sales strategies, pricing, rate structure, booking trends, revenue/yield strategies, and sales tools.
• Achieve established individual Group Room/Banquets/Catering Revenue booking goals, aligned with the hotel’s annual budget and sales objectives.
• Proactively solicit and develop new group business, with an emphasis on small-to-mid-size meetings, corporate groups, trainings, retreats, and other opportunities that generate both guestrooms and banquet revenue.
• Manage assigned accounts and market segments through consistent prospecting, account development, follow-up, and relationship management.
• Utilize prospecting and business intelligence resources such as Knowland, Cvent, business journals, industry databases, brand resources, and online research to identify new opportunities.
• Respond to and qualify incoming group leads, evaluating dates, guestrooms, meeting space, F&B potential, rate expectations, and overall revenue value before presenting proposals.
• Partner with Revenue Management and Sales leadership to ensure appropriate pricing, availability, concessions, and business mix while maximizing total hotel revenue.
• Maintain strong knowledge of the competitive set, including pricing, meeting space, promotions, renovations, and market activity, and identify opportunities to increase the hotel’s market share.
• Prepare proposals, negotiate agreements, and execute group contracts while maintaining accountability for contractual commitments, financial terms, deposits, attrition, cancellation, and other key provisions.
• Conduct creative and personalized client site inspections that effectively showcase Avenue of the Arts Costa Mesa’s guestrooms, meeting/event spaces, lakeside setting, and overall guest experience.
• Partner closely with Catering/Event Services and Banquets to ensure a seamless transition from sales to servicing and successful execution of contracted programs.
• Maintain accurate and timely account, activity, lead, booking, and production information within the hotel’s sales systems.
• Participate consistently in proactive sales activities, including prospecting calls, appointments, outside sales calls, sales blitzes, networking events, client entertainment, and hosted hotel events.
• Develop and maintain relationships with third-party meeting planners, intermediaries, brand/global sales representatives, local businesses, corporate accounts, and industry partners.
• Represent the hotel at appropriate local, regional, brand, and industry trade shows, networking events, client events, and sales missions. Domestic travel may be required.
• Identify need periods and recommend targeted promotions, value-adds, packages, and sales initiatives to generate incremental Group and Banquet revenue.
• Develop SMART action plans when pace or production is below established goals and provide regular updates on progress and results.
• Manage client entertainment and travel expenses responsibly and demonstrate measurable return on investment.
• Maintain strong communication and collaborative relationships with Revenue Management, Front Office, Operations, Catering/Event Services, Banquets, and other hotel departments.
• Participate in required sales meetings, revenue strategy discussions, training programs, and brand initiatives.
• Maintain complete knowledge of hotel products, services, event capabilities, brand standards, and health and safety requirements.
• Perform additional sales-related responsibilities as assigned by the Director of Sales & Marketing based on businessneeds.

REQUIREMENTS:

• Minimum of 2 years in a Sales role in a 200+ room property with at least 10,000 sq. ft of meeting space required.
• AAA 4 Diamond Experience preferred.
• Brand experience preferred.
• Excellent written and oral communication skills with the ability to negotiate, convince, sell, and influence prospects and hotel guests.
• Advanced knowledge of the sales and hospitality principles and practices.
• Must be able to cover for sales and catering team members when out of the office.
• Must be available weekends and weeknights as needed.
• Sales-oriented writing techniques and strategies for correspondence, i.e. letters, reports, proposals, and contracts.
• Appropriate and accurate grammar and punctuation in written communication.
• Ability to maximize impact, maintains interest, and establishes a rapport with your audience when conveying information.
• Ability to proactively prioritize needs and effectively manage time and resources.
• Understanding the positioning of the hotel, services provided, and how the hotel can meet the needs of clients.
• Must possess computer skills, including, but not limited to, Microsoft Outlook and Office, Cvent, Opera and CI/TY.
• English is a must; other languages are a plus.
• Must be able to sit for long periods of time.
• Must be able to walk, bend and stoop throughout day.
• Frequently use hands for keyboard and arms to reach.
• Must be able to lift up to 30 pounds.
• Must have a valid State of California Driver’s License

Source: Hospitality Online