Scope:

Generate revenue and improve market share for multiple hotels through direct sales and marketing. Develops and implements sales strategies to identify new business and further penetrate existing accounts resulting in revenue and market share growth for specific hotel portfolio.

Primary Responsibilities:

Develop new business and grow market share by:

Identifying new demand generators in the market and securing business

Capturing business formerly or currently at competitive hotels

Lateral development of existing accounts

Attracting new business to our markets

Complete established minimum of documented outside sales calls for each property visit. (This will be established by RDOS/AD and/or VP based on time spent in the market.)

Utilize all strategies for prospecting new business, including but not limited to:

Outside sales calls

Telemarketing

Internet prospecting

Networking

Site Visits

Market Blitzes

Build and maintain close relations with major accounts, community leaders and convention and tourism offices.

Prepare weekly sales reports documenting sales calls, outlining opportunities, and identifying new bookings and submit to appropriate Regional Director of Operations and/or Regional Director of Sales

Assist and participate in sales blitzes. Setting strategy with hotel team to insure proper and timely follow up on all leads identified.

As necessary, attends out-of-town conventions to generate transient and group business.

Assists General Managers and Regional Director of Sales in the development and execution of sales plans that support the overall business and sales strategies of the company.

Recruits, hires, trains, and provides career development for all sales personnel; conducts performance evaluations and provides feedback to employees using company hiring standards and guidelines.

Follows company policies and procedures and is able to effectively communicate them to subordinates.

Responds quickly to guest requests in a friendly manner. Follows up to ensure guest satisfaction.

Maintains a professional image at all times through appearance and dress.

Ensures hotel is in compliance with all federal, state and local laws, including OSHA, EEOC, Wage Hour and Health laws.

Note: Other duties as assigned by supervisor or management.

Relationships:

Internal: All hotel departments and sales staff:
To communicate client expectations and/or requests.

External: Guests: To provide service.
Third Party Bookers: To promote hotel services and generate business.
Competition: To stay informed of competitive strategies and business conditions.
CVB: To promote hotel services and generate business.
Governmental Agencies: To promote hotel services and generate business; discuss marketing/sales plan to ensure conformance to regulatory requirements.

Qualifications:

Education/Experience: High School diploma or equivalent. Two years experience in sales and supervisory experience desirable. Special consideration will be given to those who exhibit exemplary performance.

Certification and/or License Requirement: Alcohol awareness certification as required by local or state government agency.

Skills:
Leadership skills.
Strong oral and written communication skills.
Math and forecasting abilities.
Sales orientation.
Planning and organizational abilities.
Computer skills.
Customer Service.

Working Conditions:
Will be required to work nights, weekends and holidays.
Will be required to work in fast paced environment.
Will require extensive travel.

Physical/Cognitive Activities:

This description of physical and mental activities is not intended to describe essential job functions. Rather, its purpose is to give the job applicant a feel for the physical and mental activities of the job to the end that an applicant with a disability can determine whether he or she will be able to do this job either with or without accommodations.



While performing the duties of this job, the employee is frequently required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance and stoop, kneel, crouch, or crawl at times. The employee is occasionally required to smell.

A majority of time will be spent selling and negotiating hotel guestrooms and banquet facility and services, therefore a significant portion of time is spent speaking, listening, thinking, and writing.

A majority of time is spent conducting outside sales, therefore a significant amount of time is spent communicating and interacting with various people inside and outside of the hotel. This person will be listening and speaking to guests and staff, making quick decisions and using problem-solving skills.


Reading and writing abilities are often used when communicating with the hotel outlets and outside contacts when planning services, as well as to document any sales related activity.

A portion of time is spent moving about the property while conducting tours or meeting with other hotel departments.

Some travel is necessary in order to meet potential clients and to attend conventions and trade shows. Some travel is necessary in order to conduct outside sales and move between hotels.

Mathematical skills including basic math, problem solving, reasoning, negotiating, budgeting, profit/loss concepts, variances and percentages are often used.

This person may occasionally assist other departments in labor tasks such as setting-up for banquet activities. This sort of activity some times requires the person to lift objects up to 50 pounds.

Organizational Structure:

Works closely with: General Managers

Subordinates: Sales Managers, Sales Representatives, Sales Administrative Assistant, Conference Sales Managers, Meeting Services Coordinator

This job description is a general representation of the duties and responsibilities commonly found in Hospitality for this type of position; it may be modified at an individual hotel based upon business necessity.