SMERF Sales ManagerReports To: Director, Global Membership and Group Sales, Midwest and Western USOffice Location: Chicago or Surrounding SuburbsSummary Club Quarters Hotels is seeking an experienced and ambitious Sales Manager to drive growth within the
SMERF market for our Chicago hotels. The ideal candidate is a
market-savvy, results-driven seller ready to take full
ownership of this segment, build lasting relationships and
elevate our presence in the Chicago market.
Responsibilities - Create Sales Strategy: Create, implement, and monitor short- and long-range sales strategies for SMERF segments to optimize revenue, maximize profitability, and assist in developing overarching sales plans.
- Drive Business Development: Establish a robust SMERF client base (Social, Military, Educational, Religious, and Fraternal) through proactive inside and outside sales efforts to secure group business and exceed revenue goals.
- Target Key Accounts: Ensure group account room-night potential is identified, targeted, and solicited in a timely manner.
- Track Market Intelligence: Monitor and provide competitive market intelligence within the SMERF segments to identify trends and maintain a competitive edge.
- Negotiate Contracts: Negotiate and execute group contracts that align with the hotel's sales guidelines to meet or exceed revenue and incentive goals.
- Engage Prospects: Arrange and conduct site inspections, hotel tours, special events, and off-site presentations for potential clients.
- Cultivate Relationships: Build collaborative, mutually supportive relationships with customers, the local community, regional sales offices, and hotel staff.
- Secure Repeat Business: Follow up with clients regularly during and after their departure to ensure complete satisfaction and secure future repeat bookings.
- Represent the Brand: Represent the hotels in a professional manner by actively participating in local networking organizations, community groups, and industry events.
- Optimize Revenue Data: Effectively utilize Group Rooms Control (GRC) reports to track group opportunities, measure year-over-year (YOY) performance, identify need periods, and adjust strategies accordingly.
- Collaborate with Operations: Provide effective written communication and group resumes to the hotel operations team regarding onsite groups and events to ensure seamless execution.
- Solve Operational Challenges: Partner closely with appropriate hotel departments to identify and resolve operational bottlenecks that impact sales performance.
- Provide Peak Support: Promote teamwork and quality service by assisting the sales coordinator with servicing groups during high-demand periods and participating in resume meetings.
- Manage Client Data: Maintain accurate client files and update CRM/sales database information daily in accordance with established departmental procedures.
- Maintain Compliance: Comply with all departmental policies, service standards, sales guidelines, and safety/emergency protocols.
- Additional Duties: Perform other duties as assigned by leadership.
Qualifications and Skills- Sales Experience: Proven track record in proactive hotel group sales. Direct experience in the SMERF market is highly preferred but not required.
- Business Development: Demonstrated success in maintaining and building client relationships, with a passion for aggressively developing new business.
- Collaborative Mindset: Highly comfortable and effective working in a team-selling environment.
- Communication Skills: Strong presentation skills alongside excellent written and verbal communication.
- Technical Proficiency: Advanced computer skills with deep familiarity in common hospitality CRM and sales software, specifically Salesforce, Opera, and Thynk.
- Scheduling Flexibility: Must be willing and able to work varied hours based on business needs.
Salary $ 85,000 - $95,000 with 20% bonus potential.
Compensation is based on experience.
BenefitsWe offer a comprehensive benefits package for eligible associates, designed to support your lifestyle, health, and professional future.
- Career Growth: Continuous opportunities for professional advancement and internal career growth.
- Work Environment: A warm, inclusive, and supportive work environment.
- Competitive Compensation: Competitive wages with regular opportunities for review.
- Health Insurance: Comprehensive medical, dental, and vision insurance plans.
- Flexible Spending Accounts: Flexible Spending Accounts (FSA) for eligible healthcare expenses.
- Income Protection: Voluntary life insurance along with short-term and long-term disability coverage.
- Retirement Planning: A 401(k)-retirement plan to help secure your financial future.
- Paid Time Off: Robust Paid Time Off (PTO) programs to rest and recharge.
- Holiday Pay: Paid holiday time off or holiday compensation.
- Paid Leave: Dedicated paid leave for jury duty and bereavement.
- Hotel Discounts: Exclusive hotel discounts across our portfolio.
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