Sales Manager

Job Description

Job Description

JOB SUMMARY

The 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 FUNCTIONS

• Executes 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 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 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 the brand.
• 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 the 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.

EDUCATION

• Associate's degree from an accredited university or equivalent in a related field.

EXPERIENCE

• A minimum four (4) years of experience in the hotel sales and marketing field required.