Senior Sales Manager, Group

SUMMARY

The Senior Group Sales Manager role is to solicit business that enables the hotel to meet and/or exceed revenue goals in rooms and food and beverage. 

ESSENTIAL FUNCTIONS

Understanding Market Opportunities & Driving Revenue 

• Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site visits and written communication.
• Prepare correspondence to group accounts in timely manner.
• Account management using DELPHI + sales/account management software.
• Prospect for new business, creating new leads and awareness of the hotel.
• Travel to strategic trade shows and customer events.
• Targets accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Partners with counterpart to effectively manage the business opportunity.
• Responds to and manages larger and more complex incoming opportunities for the property.
• Focuses efforts on accounts with significant potential sales revenue.
• Develops effective sales plans and actions.
• Works with partners to develop creative ideas and proposals for events.
• Maximizes revenue by upselling packages.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities based on market conditions and individual property needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Handles complex business with significant revenue potential as well as significant customer expectations.

Building Successful Relationships 

• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Develops relationships within community to strengthen and expand customer base for sales opportunities.
• Provides excellent customer sales service in order to grow share of the account.
• Manages and develops relationships with key internal and external stakeholders.

Additional Responsibilities 

• Utilizes intranet for resources, templates, and information.
• Participates in site visits.
• Develops and facilitates execution of contracts as required.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
• Executes the brand’s Customer Service Standards and property’s Brand Standards through the sales process.
• Work with Director of Sales and other members of team to ensure adequate coverage of the Sales Department.  Field unsolicited leads as allocated.
• Coordinate all details of bookings from these accounts with the assistance of Sales Assistant.
• Work to achieve annual budgetary goals with respect to occupancy and revenue in group segment. Achieve monthly and annual quotas.
• Manage relationships with accounts and ensure that all information/history in daylight is current and accurate.

Secondary Job Functions:

• Continually update Delphi database with contact information.
• Assist Director of Sales with development of sales strategies and planning
• Assist with preparation of annual rooms’ budget and marketing plan.
• Act as a backup sales resource in any capacity including handling leisure and corporate business travel reservations when needed.

QUALIFICATIONS

• Required: proven track record in sales within the luxury hospitality industry
• Required: in-person attendance at least 3 days a week, showcasing dedication to fostering strong partnerships.
• Southeast and Mid-Atlantic knowledge and experience recommended
• Hotel operations background.
• Ability to travel and work independently.
• Capable of planning and executing sales trips (local, domestic, international) including detailed follow through.
• Professional appearance & demeanor.
• Strong client/guest service skills.
• Working knowledge of reservations and sales & catering systems.
• Ability to portray the hotel as the unique hotel that it is.
• Ability to make verbal and written presentations to both large and small groups
• Pre-opening sales and operations experience.
• Knowledge of Delphi, Opera and Microsoft Office software.
• Familiar with travel throughout key US cities.
• Knowledge of (high-end) industry publications, general marketing and public relations skills.

PHYSICAL REQUIREMENTS

Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. Requires grasping, writing, standing, sitting, walking, repetitive motions, talking, listening and hearing ability and visual acuity.