SENIOR SALES MANAGER

The Senior Sales Manager is a fully competent individual who has experience in the sales process and function of a hotel. The Senior Sales Manager is career sales professional and a top producer within hotel sales who has demonstrated through performance a commitment and expertise in direct sales.

This position will call on Group and Transient segments of business.

 Responsibilities include selling guest rooms, meeting space and other Hotel programs and tools to customer groups, managing accounts, and conducting site inspections, solicits and generates business. Duties also include preparing and presenting effective proposals, maintaining well organized documentation and utilizes Maestro Sales & Catering systems and coordinates customer service requirements as appropriate

 The Senior Sales Manager also works as a team member and mentors other sales and catering staff and is in close contact with the Sales & Catering Coordinator.  Through direct sales solicits the most complex accounts which exhibit potential for business.  This role reports to the General Manager.

ESSENTIAL FUNCTIONS:

Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication.  Solicit group business that enables the hotel to meet and/or exceed revenue goals in banquet room and food and beverage.

Prepare correspondence to customers, internal booking reports and file maintenance.

 Work with other departments within the hotel to provide quality service to customers.

 Participate in daily stand-up meeting, face to face and online training and other sales-related and staff meetings as required.

 Attends community events, sales affiliation chapter and industry meetings.

 Develop/maintain knowledge of market trends, competition and customers through STR Report, Hotelligence Agency 360, and Hoovers.com, LinkedIn and e-subscriptions to local/regional business journals/publications etc and resources.

 SUPPORTIVE FUNCTIONS:

In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel.

 Professionally represent the hotel in community and industry organizations and events.

 Provide feedback and support to all departments.

 Participate as a team player with all departments.

 Assist with projects and reports.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES:

 The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

 Strong communication skills (verbal, listening and writing).

 Strong organizational skills

 Good negotiation skills

 Strong presentation and platform skills

 Ability to understand, execute and display exceptional customer service.

 Ability to work collaboratively with hotel service team in providing exceptional customer service.

 Superior guest relation skills.

 Strong customer development and relationship management skills

 Knowledge of group, extended stay and transient business.

 Excellent selling skills and understanding of the sales process; can effectively up sell products and services and can bring a sale to closure.

 Effective decision making

 Ability to influence others

 Strong problem solving skills

 Knowledge of overall hotel operations and account profitability

 Knowledge of contractual agreements and legal implications

 Knowledge of need time strategy as developed by Revenue Management

 Ability to use software applications and hotel systems but not limited to Microsoft Word, Excel, Maestro Sales & Catering a plus and Lanyon.

 Knowledge of hotel and competitive market.

 Ability to establish and execute appropriate action plans.

 Desire to participate as part of a team.

 Ability to mentor peers.

 QUALIFICATION STANDARDS:

 Education      

High school or equivalent education required.  Bachelor’s Degree preferred.

 Experience     

Four years of hotel sales experience preferred.