Dual Sales Manager

Job purpose

The role of the Sales Manager is to maximize revenues through direct sales, marketing and designated activities specific to targeted sales accounts. The role of the is to also execute sales strategies which will maximize hotel profitability while maintaining customer satisfaction.

Duties and Responsibilities

Operational Responsibilities

• Work with Sales team, Revenue Manager and General Manager to achieve monthly, quarterly and annual budgeted revenues, ADR, occupancy and RevPar.

• Solicit new and existing accounts through outside sales calls, telephone prospecting, site inspections, written communication, participation in promotional events, participation in industry and community events as well as trade shows.

• Fully utilize marketing programs to solicit new business.

• Respond within 24 hours to all inquiries, prospects, and tentative or definite business.

• Consistently work on developing and improving sales presentations to prospective clients.

• Assist with various sales activities to include but not limited to telephone sales blitz, cold calls, outside sales blitz, direct mail.

• Interact with clients during meetings or conventions on the property through; personal welcome, periodic contact, participation in pre and post-convention meetings.

• Ability to enter and retrieve all necessary information from the Delphi System.

• Ensure that Delphi along with any other systems as they relate to the sales department are up to date.

• Be abreast of any trends in the market place or within the comp set and report back to General Manager.

• Responsible for submitting to the General Manager any Standard Operating Procedures (SOP) that pertain directly to the Sales department.

• Ensure that all sales collateral is up to date.

• Complete and turn into General Manager weekly sales report.

• Compile and provide all necessary data for the Corporate/Ownership month end packet.

• Attend weekly Sales meeting with General Manager.

• Attend weekly Revenue Management meeting.

• Properly maintain all sales files and account information.

• Continually assess challenges and strengths of the sales team.

• Provide coaching, mentoring and training whenever necessary.

• Establish a sense of urgency with sales team to understand and achieve the needs of the hotel.

• Handle assigned market segment based on experience and depth of contact base.

• Complete knowledge of competitive set and ability to recommend sales/pricing strategies, service and product improvements.

• Consistently review shifts in market mix with General Manager and Revenue Manager and develops pricing strategies accordingly.

• Work with National Sales Team to communicate specific account needs in an effort to impact revenues.

• Work alongside the General Manager with managing the hotels Public Relations efforts.

• Work with the General Manager and Revenue Manager in dissecting the DayStar report on a weekly/monthly basis to determine any downward trends and put together action plan for immediate correction.

Financial

• Achieve budgeted Revenues, ADR, Occupancy, REVPAR, operating expenses.

• Responsible for developing the annual budget and marketing plan.

Guest Relations

• Is proactive and demonstrates a sense of urgency when dealing with guest concerns.

• Is readily available and approachable to all guests.

• Interacts with guests on a frequent basis to obtain feedback about their experience.

• Anticipate the needs of large groups or high profile guests in order to deliver flawless service.

Team Interaction

• Encourage and build mutual respect and cooperation among team members.

• Nurture an environment that encourages empowerment, motivation, teamwork and a passion for providing excellent service.

• Conduct mandatory monthly Departmental meetings.

• Communicate effectively with all property team members.

• Respond in a timely manner to Department Heads requests and concerns.

• Attend weekly Leadership Meeting conducted by the General Manager.

• Is professional and courteous towards team members at all times.

Company/Brand Policies & Procedures

• Adhere to safety policies and procedures to ensure a safe working environment for all team members.

• Ensure department is in compliance with all brand standards as it pertains to the Sales department.

• Ensure that team members are properly trained and are performing to meet company/brand standards.

Human Resources

• Closely monitor and control team member turnover by being hands on within the operation to determine deficiencies, moral issues, employee concerns and to address issues with a sense of urgency.

• Perform team member evaluations in a timely manner.

• Ensure that all HR issues are addressed according to hotel policy.

• Ensure all team members are treated fairly, and with respect.

• Build rapport with team members by fostering an environment of open communication (open door policy).

• Ensure pay and benefits are appropriate for labor market.

• Celebrate the success of team members.

Performs all other duties as requested by the General Manager

Qualifications

• Bachelor’s degree in Hotel Administration, Business, or minimum of 3 years as Director of Sales in similar size property.

• Able to clearly communicate and execute the purpose of the sales department.

• Strong analytical and computer skills.

• Well organized, detail oriented and excellent follow up.

• Excellent communication skills both internally and externally.

• Must have a proven track record of motivating associates to meet and/or exceed goals and to provide the highest quality of service to our guests.

• Possess a strong understanding of budgeting, P&L analysis, DayStar reporting.

• Demonstrate the ability to mentor and develop team members.

• Able to professionally handle progressive disciplinary action.

• Willingness to work flexible hours to include weekends, holidays and late nights.

• Maintain a professional appearance at all times.

• Able to multitask and work in a fast paced environment.

Work schedule

• 8 hour shift

Benefits

• Health insurance
• Dental insurance
• Vision insurance
• Life insurance
• 401(k)
• Employee discount
• Mileage reimbursement