Group Sales Manager

Job Description

Position: Group Sales Manager

JOB OVERVIEW: Manage accounts to achieve guest satisfaction and solicit past and new business to ensure all revenue goals are achieved or exceeded.

REPORTS TO: Director of Sales & Marketing

ESSENTIAL JOB FUNCTIONS:

1. Proactively solicit new group business through prospecting, outside sales calls, networking, referrals, industry events, account research, sales missions, trade shows, client entertainment, community events, and other lead-generation activities to achieve or exceed assigned revenue goals.
2. Prepare proposals, contracts, and related sales correspondence accurately and within established response-time expectations.
3. Maximize hotel revenue by selling guestrooms, meeting space, food and beverage, and other hotel services to prospective, current, and past clients.
4. Manage assigned market segments and accounts, developing strategies to grow existing business while identifying new accounts and opportunities for the hotel.
5. Conduct hotel site inspections and sales presentations for prospective clients, showcasing guestrooms, meeting and event spaces, food and beverage offerings, and hotel amenities.
6. Negotiate rates, concessions, meeting space, food and beverage commitments, and contract terms within established hotel guidelines while maximizing overall account value and revenue potential.
7. Maintain accurate and up-to-date records of accounts, leads, sales activities, and bookings in the hotel's sales systems.
8. Coordinate with Revenue Management, Operations, Conference Services, and other hotel departments to evaluate opportunities, ensure accurate handoffs, and support the successful execution of contracted business.
9. Maintain awareness of market conditions, competitor activity, demand generators, and industry trends, and communicate relevant sales intelligence to hotel leadership.
10. Develop and maintain strong relationships with clients, meeting planners, third-party intermediaries, and other business partners to encourage repeat business and referrals.
11. Meet or exceed established sales activity, revenue, and other performance goals.
12. Prepare and maintain sales reports, account plans, production updates, and other information as requested by hotel leadership.
13. Communicate effectively, both verbally and in writing, with clients, hotel leadership, and internal departments to ensure clear expectations and successful execution of business.
14. Maintain regular and reliable attendance and flexibility to work outside normal business hours when necessary for client events, site inspections, networking functions, and other business needs.
15. Perform other job-related duties as assigned.

Qualifications

• This is an on-property position and requires the individual to work on-site at the hotel.
• Minimum of 3 to 5 years of hotel sales experience at the management level, preferably within a full-service hotel environment.
• Strong prospecting, negotiation, presentation, relationship management, and closing skills.
• Knowledge of Marriott CI/TY systems is a plus.
• Excellent written and verbal communication skills.
• Strong organizational skills with the ability to manage multiple accounts, leads, deadlines, and priorities.
• Proven track record of generating new business and achieving established sales and revenue goals.

Must have the ability to communicate in English. Self-starting personality with an even disposition. Maintain a professional appearance and manner at all times. Can communicate well with guests. Must be willing to "pitch in" and help co-workers with their job duties and be a team player. Knowledge of a hotel structure and how all departments interact. Ability to effectively communicate with customers in a friendly and positive manner, in order to solicit business, meet client needs, and resolve complaints. Ability to move throughout the hotel to conduct site inspections

For applicants who will be working in California, the anticipated compensation range for the position is $85,000 - $88,000 per year. The salary offered to a successful candidate will be dependent on several factors that may include, but are not limited to years of experience within the job, years of experience within the required industry, education, work location, etc. Crescent Hotels is a multi-state employer and the salary ranges indicated herein may not reflect positions that work only in other states.