Sales Manager

Position Purpose & Summary

The Sales Manager's primary role is to research, prospect, cold-call, map, and identify new group business opportunities for the property in hotel group sales, banquets, and meetings. Manages and sells into a sales territory/segment and achieves or exceeds quarterly and yearly room nights, banquet, and catering revenue goals by developing and contracting accounts and business opportunities.


Specific assigned market segments are groups under 20 room nights peak, and in-state Colorado based clients requiring a group room block.

Essential Functions:

• Manages market territory based on annual room night and revenue target. This includes identifying potential individual and group business, negotiating room nights and rate, and closing the deal with a signed contract that actualizes.
• Fielding incoming leads to qualify and utilizing Delphi for tracking and follow up.
• Prospects and cold calls for clients using multiple sources including outside sales calls weekly, inside sales calls weekly, sales blitz with state/citywide sources, referral and relationship building activities and events.
• Identifies, research, prospects, and maps key accounts to develop new business.
• Performs market research, utilizing print or electronic resources to identify prospective clients. Provides timely, organized, and well-documented research to ADOS and DOSM and other team members for follow-up.
• Acts as Conference Service Manager to detail BEOs and Group Resumes for self-contracted groups of 20 peak room nights and under.
• Remains current on industry trends and economic indicators. Uses pertinent information to aid in the development of strategies to target new business.
• Participates in industry related professional organizations, attends trade shows, and conducts sales trips. Represents the organization at property sponsored functions and/or related events as required.
• Follow SOPs and protocols to ensure timely correspondence, meet promised response times, and move business from inquiry through contract, execution, and closeout within approved turnaround times.
• Maintains the integrity of Delphi CRM program by following the process and protocols for inquires, accounts, lead, booking, function diary, room blocks, BEO's, estimates, activities and organizational follow-up, and maintaining lead/group databases.
• Completes weekly sales reports and other departmental reports as designated.
• Attends and participates in daily business reviews.
• Works with Catering Sales Managers, other Sales Managers, and Revenue Manager to assure maximum utilization of facility.
• Attends weekly sales meeting, training programs, and other meetings as designated.
• Works with the ADOS on direct initiatives to increase identified business and projects supporting the development of new business. Shares uncovered new business development opportunities.
• Conduct onsite property tours, site tours and FAM's with prospective clients and community partners.
• Entertain clients on and off property in a professional and productive manner to secure relationships and future business opportunities.
• Maintain current knowledge of competitive set (local and regional).
• Assists with and completes special projects and assignments as designated by the ADOS or DOSM.
• Review and understand Group sales revenue and operation budgets and provide market forecasting reports as requested to DOSM.
• Greets all directly booked clients as they arrive at the property, and/or as needed. Serve as guest contact during the event when needed.
• Establishes relationships with area event vendors, competitive and non-competitive hotels and event venues and the respective managers at these locations.
• Make connections through industry sector by joining focused meetings to enhance and develop sales experience and relationships, as well as expand product knowledge and sales efficiencies.
• Interacts effectively with all operational departments and vendors to ensure guest satisfaction.
• Deliver "I Am Proud" service standards and department-specific signature touch points.
• Establish cross-departmental channels of communication among teammates that are consistent and complete.

Additional Duties and Responsibilities:

• Maintains post-event files and ensures invoices, receipts and closing inventories copies are maintained and records actual final guest count and revenues in Delphi.
• Maintains complete and in-depth files on all future and past events as directed by departmental standards.
• Practices and observes safety rules and regulations and encourages others to do the same.
• Timely participation in morning stand up, weekly operations meetings and staff meetings.
• Provide extraordinary service that is "Enriching by Nature."
• Upholds Garden of the Gods Resort and Club's brand, culture, vision, mission, and values.
• Be empowered to make things go right if they go wrong.
• Address feedback by utilizing the LEARN Model.
• Demonstrate a professional appearance and be attentive to what matters most.
• Comply with company policies and procedures.

Marginal Functions:

• Performs other job-related duties as assigned.
• Interface positively with other departments, offering assistance when needed.
• Displays care in use of equipment and maintains an organized and professional work environment.

Position Requirements:

1. Minimum Knowledge & Skills:
1. 2 years experience with Delphi sales and catering software or similar sales & catering software to produce merge documents and Banquet Event Orders
2. Proficient computer skills and in-depth knowledge of relevant software such as MS Office Suite
3. Experience with Room diagram software such as Social Tables
4. Ability to all days of the week as business requires
5. Ability to travel with occasional overnights to client meetings and industry tradeshows

1. Formal Education and Job-Related Experience:
1. 2 years experience in hotel or resort group sales. AAA or Forbes 4-Diamond Rated hotel/resort property, preferred.
2. 2 years experience with Meetings/Event Group Sales and Planning, or Education as a CMP

1. License, Registration, and/or Certification Required:
1. Valid Unrestricted Driver's License Required
2. First-Aid / CPR / AED Certification preferred

External and Internal Personal Contact:

1. Communications:

• Daily - Participate in one-on-one team and peer communication through face-to-face, email, text, phone methods.
• Weekly - Consulting to others; making formal presentations and speeches,
• Occasionally - Participating in meetings; conducting meetings / leading group discussions, attending leadership meetings.

1. Teamwork and Collaboration: This position requires continuous teamwork as well as internal and cross-departmental communication.

Additional Licenses and/or Certifications Required:

YES

NO

Valid Driver's License

X

CPR Certification

X

Food Protection Manager Certification


X

Food Handler Certification

X

Alcohol Server/Seller Certification

X

Position Analysis/Specifications:

N/A

(Not Applicable)

OCCASIONAL

FREQUENTLY

Sitting

X

Standing

X

Walking

X

Bending Over

X

Crawling

X

Reaching

X

Crouching

X

Kneeling

X

Balancing

X

Pushing / Pulling

X

Lifting / Carrying:

10 lbs. or less

X

11 to 25 lbs.

X

26 to 50 lbs.

X

51 to 70 lbs.

X

Manual Dexterity

X

Fine Motor Skills

X

Gross Motor Skills

X

Eye / Hand Coordination

X

Near Vision

X

Far Vision

X

Color Recognition

X

Hearing

X

Environmental Factors:

Environmental factors may include indoor settings with overhead lighting and comfortable ventilation. May occasionally be called upon to work in all areas of the property, both inside and outside, possibly in inclement weather.

YES

NO

Working Outside

X

Working Inside

X

Working Alone

X

Working Closely with Others

X

Excessive Cold / Heat

X

Excessive Humidity / Dampness

X

Noise / Vibrations

X

Working Above Ground

X

Working Below Ground

X

Working with Chemicals / Detergents / Cleaners

X

Working Around Fumes / Smoke / Gas

X

Walking on Uneven Surfaces

X

Operating Motorized Equipment or Vehicles

X

Working Around/Near Machinery/Motorized Equipment

X

Climbing on Scaffolds or Ladders

X

Continuous use with a Computer and Keyboard

X

The Garden of the Gods Resort and Club offers a diverse, dynamic, and thriving environment that supports career development for all our team members.