Hotel Senior Sales Manager

GENERAL SUMMARY

Under the direction of the Senior Vice President (SVP) of Revenues and the Senior Vice President (SVP), General Manager, the Hotel Senior Sales Manager is responsible for driving revenue growth and bringing new business from prospects by introducing and establishing Bay Club Renaissance Hotel as the preferred catering and events location. Additionally, this role is responsible for developing sales plans that meet and exceed revenue targets via outside sales calls, on-site visits, sales tours, and community networking. The ideal Hotel Sales Manager is customer-focused, team player, and has exceptional multi-tasking skills.

Our Culture

Our unique culture is at the heart of all we do and is guided by our values and behaviors. It's what we expect of ourselves and each other every day. We call it our "Code of Culture".

Our Code of Culture includes Our Mantra, Our Actions We Live By, and Pete's Promise:

Our Mantra:

Respect The Past

Accept Responsibility

Pay it Forward

Our Actions We Live By:

Actions We Live By. It's who we are when we step into our full power.

Keep It Real. Always. We need open and honest discussions. We need courage to speak up and to call things out that aren't good enough. And we navigate tough conversations with empathy and grace.

Think Ahead. Be An Owner. Always be proactive, not reactive; be on the front foot. If we want to be an owner of this business, we must act like it!

Stay Humble. Hustle Harder. Show up and do the hard workBe a gritty, roll-up-your-sleeves kind of crewKnow it's never about one person-we are a part of a powerful team.

One Team. One Voice. Be ONE united team. When we move in the same direction, there are no limits to what we can accomplish.

Be Curious. Ask Why. Stay member curiousWe seek to understand, and we never settle. We ask questions to truly understand the core of a matter.

Pete's Promise:

Service Forward

Ruthlessly Consistent

Do the Right Thing

Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time.

PRIMARY JOB FUNCTIONS

• Proactively generate new business and increase revenue by achieving monthly KPI's.
• Assist with the execution of Banquets and Events where needed.
• Maintain and nurture relationships with clients, vendors and other related businesses.
• Establish quarterly and annual business plans each fiscal year.
• Set monthly goals that coincide with forecasting and prior year performance.
• Provide weekly business and revenue reports to SVP of Revenue and Hotel GM.
• Support Bay Club initiatives where needed.
• Identify new business leads by examining local market trends and competition activities.
• Establish and grow our market share by developing and maintaining relationships with major groups and catering clients.
• Partner with Bay Club Marketing Department to establish goals and execution of hotel marketing.
• Ensure collection of payment from events and group business as the primary lead contact timely.
• Ensure Systems such as (not limited to) CI/TY, Marriott Event Management are up to date and accurate.
• Required System Proficiencies: CI/ TY, MI Leads, Lanyon, Cvent, MARSHA, Group Housing Solutions, MarRFP, PMS (FSPMS).
• Develops relationships within community to strengthen and expand customer base for sales opportunities.
• Create and develop Banquet Event Orders (BEO's) when required.
• Work together with the Marriott and internal revenue team to coordinate rate strategies, packages and promotions for both Transients and Groups.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

With the continual market shifts, this job description is subject to modification where needed to increase Sales Productivity and Effectiveness.

Additional Responsibilities

• Analyzes information and evaluating results to choose the best solution and solve problems.
• Informs and/or updates the executives, the peers and the subordinates on relevant information in a timely manner.
• Functions in place of the Hotel Sales and Catering team/coordinator in his/her absence.
• Communicates critical information from pre- and post-convention meetings to the Front Office staff.
• Participates in department meetings.
• Works with Club and Hotel departments to order supplies, process invoices and implement schedules.

Employee Management

• Hires, trains, supervises, develops, and terminates the employment of those supervised in accordance with company policies and directives.

• Performs timely performance evaluations on supervised Associates.
• Compiles comprehensive reports regarding performance of Associates.
• Responsible for implementation of all laws, regulations and policies regarding employment practices, safety rules and all other company policies and procedures.
• Monitor uniform adherence of all staff.

Club Management

• Daily walk-throughs of property to ensure staff is maintaining a clean, organized and safe facility.
• Support hotel supply inventory through monthly audits and loss control measures and ensuring that all supplies are adequately stocked when needed.
• Develop and implement comprehensive, member-focused operational standards.
• Act as Club and/or regional Manager on Duty, as required.
• Support day-to-day operations run safely, smoothly, and efficiently through a visible management presence and leadership.

Financial Accountability

• Manage financial performance of Hotel Sales, through achievement of revenue targets, expense management, proper planning and forecasting, and retention.
• Prepare and implement action plans to meet or exceed monthly department financial goals.

Communication & Relationships

• Effectively and professionally interacts and communicates with senior management, managers, other Associates, vendors, members, and guests.
• Promote harmonious relations among members, staff, vendors, and the community at-large.
• Communicate timely and follow up, as appropriate.

• Active participation in required events, required programs, required meetings, and required training.
• Ensure the TBCC mission and club brand is upheld in all aspects of club operations.

• Represent the club in a professional manner through image, dress, communication, and immediate follow through and response.

Corporate Goals & Objectives

• Promote the company's safety goals and actively work towards ensuring a safe working environment.
• Interpret and ensure compliance with company policies and procedures.
• Actively further Club objectives and continuously support improvement and positive change, which includes participating on corporate designated committees to improve the company and business operations.
• Make professional development a consistent priority.

OTHER JOB FUNCTIONS

• Flexibility in work schedule, as job may require day and evening shifts, weekends and holidays.

MINIMUM QUALIFICATIONS

To perform this job successfully, an individual must be able to perform each primary job function satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

SKILLS & KNOWLEDGE

• Policies and Regulations - Knowledge of company policies, federal, state, and local laws, government regulations and agency rules that pertain to property managed.
• Management of Personnel Resources - Knowledge of principles and procedures for legally identifying the best people for the job, hiring, motivating, developing, and directing people as they work.
• Management of Financial Resources - Basic knowledge of economic and accounting principles and practices for creating a realistic budget, banking, understanding financial reports and the ability to use mathematics to solve problems.
• Sales and Marketing - Basic knowledge of principles and methods for showing, promoting, and selling services. This includes marketing strategy and tactics, and sales techniques.
• Problem Anticipation/ Deductive Reasoning - Ability to tell when something is wrong or is likely to go wrong and then apply general rules to specific problems to produce answers that make sense. Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems and considers the relative costs and benefits of potential actions to choose the most appropriate one.
• Written Comprehension and Expression - Ability to read, understand and communicate information and ideas in writing so others will understand.
• Oral Comprehension and Expression -Ability to understand and communicate so others can understand ideas and information.
• Computer - Ability to develop and maintain computer records in MS Office programs such as Word, Excel, Outlook, and other software required by TBCC and regulatory agencies. Ability to utilize club management software programs.

EXPERIENCE & EDUCATION

• At least 3 years' experience in Hotel Sales; experience with a Branded Hotel or upscale/lifestyle full-service property is preferred.
• Ability to study, analyze and interpret complex activities and/or information in order to improve practices or develop new approaches.
• Demonstrated ability to achieve results and motivate a team toward common goals.
• Commitment to exceptional guest service
• Strong communication and listening skills, excellent speaking, reading and writing skills.
• Excellent leadership skills with a hands-on, lead-by-example work style
• CPR/AED certification preferred.

WORKING CONDITIONS/ PHYSICAL REQUIREMENTS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• This position deals with outside personnel such as members and clients on a regular basis with contact in various forms such as in person, phone and email.
• The location of the position changes frequently from indoors to outdoors as property extends to both environments. However, extreme environmental conditions do not exist.
• It is sometimes necessary to deal with unpleasant or angry people with the need to problem solve difficult situations.
• It is necessary to adapt to a frequently changing environment.
• Sitting and standing is as needed.
• Requires occasional physical exertion such as bending, twisting, sitting, stooping, and use of hands and fingers.
• It is necessary for the position to travel independently to property locations on a minimal basis.

JOB DESCRIPTION REVISION

This is not necessarily an exhaustive list of all responsibilities, skills, duties, requirements, efforts or working conditions associated with this job. While this job description is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed when circumstances change. This job description replaces all previous descriptions for this position.

An Equal Opportunity Employer

The Bay Club Company ("TBCC") provides equal employment opportunities without regard to race (and all traits historically associated with race, including but not limited to, hair texture and protective hairstyles), color, religion, creed (including, but not limited to, religious dress and grooming practices), sex (including pregnancy, childbirth or related medical conditions, and breastfeeding, and other related medical conditions), sexual orientation and identity, gender, gender identity, gender expression, actual or perceived national origin/ancestry, accent or ability to speak English, age, disability, marital/familial status, source of income, veteran status, citizenship status, political activities or affiliations, medical condition, genetic information, persons with AIDS or AIDS-related condition, or persons who are victims of domestic violence.