Sales Manager

Assists the direct sales effort of a hotel by collaborating with the Director of Sales to proactively target those segments/accounts assigned by Director of Sales. Works in conjunction with Director of Sales to Develop and execute quarterly sales actions plans as assigned by Director of Sales. Success is determined through achievement of the hotel’s revenue goals and improvement, where possible, in market share performance as compared to that of the hotel’s defined competitors.

PREREQUISITES

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

• High school diploma or equivalent; College Degree (BS/BA) preferred or equivalent work experience.
• Previous hotel sales experience preferred as a sales coordinator, hotel operations, or equivalent work experience.
• Experience selling Marriott, Hilton, Best Western and IHG hotels -Hilton Focus Service, and/or Full Service (where applicable) and/or Extended Stay lodging, or tourism/hospitality industry.

SUMMARY OF ESSENTIAL JOB FUNCTIONS

• Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.
• Must be able to see and hear.
• Must be able to speak and read English, the ability to communicate in another language may be helpful.

Requirements

REQUIRED KNOWLEDGE, SKILLS AND ABILITIES

Knowledge:

• Knowledge of the market area for the hotel preferred.

Skills:

• Effective communication skills both written and verbal. 
• Proficient written and verbal English
• Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.
• Strong organizational and multitasking skills
• Creative and strategic skills.
• Relates well with others and is flexible to work with a team
• Analyze work for accuracy of self and others.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint. Experience working with customer relationship software like Delphi.fdc and/or STS preferred.

Abilities:

• Committed to the company and the achievement of its goals.
• Ability to effectively influence others and engage clients and coworkers on difficult issues.
• Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude. 
• Multi task, remain associate and guest service centric.
• Willing to perform other assigned duties that the individual is capable of carrying out.
• Works to successfully achieve sale goals as assigned by Director of Sales.

SPECIFIC RESPONSIBILITIES

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures. Document all sales activities in STS Cloud or Delphi.fdc sales systems depending on the brand.
2. Books appropriate business that allows hotel to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.
3. Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation calls goals as well as outside call goals are met or exceeded based on guidelines agreed to in the Commitments to Success.
4. Uses property’s computerized sales management system to manage the hotel’s business, including but not limited to adding all sales activities, generating weekly sales reports, entering business, blocking meeting space if hotel has it and building accounts.
5. Utilizes available business tools to prospect for new business (i.e., Brand database reports, local newspaper and business journals, Internet Prospecting, Construct Connect, ZoomInfo, Agency 360 where applicable, brand reporting etc Marriott reports/Hilton reports).
6. Detailed follow up via email for any client visits, site visits, cold calls, etc. 
7. Understands the need to follow up and regularly communicate with clients to stay engaged in relationship to either book or maintain business.
8. Contributes and provides input to Director of Sales for the annual budgeting process, revenue generation and advertising and promotion costs.

WORKING CONDITIONS/SPECIAL REQUIREMENTS

• This position requires a physical presence at the hotel and is not conducive of telecommuting or remote work.
• The ability to drive on behalf of the company and maintaining a valid driver’s license is required.
• Typical week consists of at least one day out of the office on sales calls either alone or in conjunction with Director of Sales and remainder of week in the office working on sales plan. 
• May be required to come in on the weekends to ensure meeting or group satisfaction.
• Periodic overnight travel may be required to assist with sales blitzes/training or attend client events.

POSITIONS FOR POSSIBLE ADVANCEMENT

• Director of Sales
• Senior Sales Manager
• Dual Sales Manager
• Area Sales Manager

Disclaimer

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.