Sales Manager

Sales ManagerReports to: Director of Sales, position is exemptYour past experiences have led you to understand that there is an art + science to how and what a hospitality professional is responsible for. You have great pride in Crossroads Hotel and love to sell! You are a proactive self-starter who is highly motivated by achieving financial results, you get an adrenaline rush when STR reports come out, you love to be #1! You have worked in hotel sales, and you are excited by the opportunity to learn more. The passion you have for delivering results has led you to be in this Sales role and challenging the status quo is part of your DNA. You continually find ways to partner with your clients and peers to identify areas of opportunity and have the grit and tenacity to see it through. The ability to work with controlled measure and respect for your leadership team and peers is imperative. You will also actively develop trusting and transparent relationships with your clients and associates at the hotels. As a team member within Aparium Hotel Group, you will work with a phenomenal group of peers who insist that you are collaborative, humble, experienced, and open-minded – no egos are allowed.What You Will DoThe Sales Manager is salesperson who has demonstrated through performance a thorough understanding and competence in sales, account management functions and the hotel/business travel industryFully develop the local corporate market segment to achieve monthly room night and catering goals, develop and implement sales action plans, and achieve monthly activities targets, maintain positive interdepartmental communications and to complete special projects as assigned by the Director of Sales.Business development of potential new accounts through proactive sales calls, connecting with guests in the pre-arrival stage, in person and/or virtual presentations, monthly/quarterly account reviews, and continual interaction with travel agents & account managers, not solely with decision makers but with decision influencers as well.Existing account management & maintenance, including regular contact with existing accounts, optimizing opportunities and monitoring account productionCreatively engage the local community to ensure the property is front-of-mind, targeting optimal visibility placements, and active engagement.Identify new accounts for the hotel by navigating and analyzing the business intelligence available and action accordingly. This includes but is not limited to, Business Journal Reviews, Google Alerts, and Hotelligence (Agency360) deep dives.Understand the Competitive set- competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them and shift share.Invite clients to the hotel for entertainment, lunches, FAM Trips tours, site inspections or participation in Lifestyle events.Be familiar with all Aparium sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).Develop networking opportunities through active participation in community and professional associations, trade shows, activities, and events for sales opportunities.Provide excellent customer sales service in order to grow share of the account.Handle account details so that all pertinent aspects of solicitation and closing are complete and documented and coordinate various departments' participation in servicing accountsReinforce the company's Art + Science ideologies to ensure the experiences of translocal hospitality, intuitive service, and collaboration are implemented and modeled by yourself and every leader of the hotel.Uphold and role model the company's principles of People, Place, and Character; and ensure you are modeling the way of our values that drive collaboration, intuition, and translocal hospitality.Leading the proactive sales efforts through mining and uncovering business travel sales leads, prospecting off competitor data and market insights.Entertaining and touring clients at Crossroads Hotel to develop and foster mutually beneficial relationships.Responsible for accurate data entry of all accounts into Delphi FDC, logging activities, and responsible for tracking individual production.Attend weekly banquet – resume meetings with the hotel team to ensure a collaborative and open communication to each department.Demonstrates a high degree of drive and determination and the willingness to complete task and projects as assigned by the Director of Sales or Aparium team.How You Will LeadEngage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and clientsDemonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of Sales goals and budgetsApproach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation.Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentialityHighly analytical in thought and recommendations; although will never act like the smartest person in the room; and continually seek out the facts; can express a point of view without it be driven by an egoEngages others in general conversation tactics to build rapport quickly; and can lead and adapt communication and presentation tactics to engage audience; displays adaptable interpersonal skills for a wide range of audiences and stakeholdersApproaches fact finding and discovery missions in a collaborative effort; values input and experiences of others that creates additional insight to uncover deeper issues that need to be addressed or removed as a barrier to implementationValues the importance of making decisions with integrity, maintaining confidentiality across internal work groups and knows how to use discretion when appropriate; understands the difference between transparency and confidentiality.What You Will NeedPrevious hotel sales, hospitality sales, group sales, or business development experienceBachelor's degree in hospitality management, business administration, marketing, or a related field, preferred; or, equivalent experience.Must possess computer skills and detailed knowledge of various programs, including but not limited to a thorough knowledge of sales systems, platforms, GDS and PMS. Preferred system knowledge of Delphi.Must be guest service-oriented and have excellent hospitality skills.Proven track record of achieving individual revenue goals and managing a sales pipeline from prospecting and lead generation through contract execution.Must be able to work independently while collaborating effectively with a cross-functional hotel teamMust maintain composure, sound judgment, and a positive, solution-focused approach in a fast-paced environment.Ability to organize competing priorities, manage deadlines, and follow through on client commitments.Professional proficiency of the English language in reading, writing and verbal communication.As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment and sense of belonging. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve. Aparium is an E-Verify employer.