3+ years of experience in hotel sales or a relevant field preferred
High school diploma or equivalent required
Strong negotiation skills with a focus on relationship building
Excellent communication and time-management abilities
Self-starter with a proven track record of meeting sales goals
Responsibilities
Participate in sales meetings to strategize on prospecting and existing accounts
Solicit accounts to exceed budgeted revenue and enhance brand performance
Oversee negotiations for contracts and event details
Prospect new accounts through cold calling and relationship management
Monitor account production and market trends to inform strategy
Benefits
Paid time off (PTO)
Discounts at select LodgeWorks properties
Health, vision, and dental insurance
401(k) plan with matching contributions
Paid holidays
Company-sponsored short-term and long-term disability
Referral bonuses
Flexible spending accounts
Full Job Description
Senior Sales Manager | JOB DESCRIPTION
Job overview
The Senior Sales Manager is savvy, loves making new connections and is responsible for becoming familiar with all accounts in their market area and effectively maintaining those accounts while soliciting new accounts, which impacts hotel revenue. The Senior Sales Manager actively develops superior service skills in dealing with clients, guests and team members.
As a leader in the department, the Senior Sales Manager guides the team alongside the Director, assists with developing and implementing sales strategies to increase the company's profit and motivates employees to hit sales goals.
In addition, the Senior Sales Manager ensures that sales activities and bookings are focused to yield maximum revenue per available guest room and any meeting or event space where applicable.
Your day-to-day
In conjunction with the General Manager (GM) and/or Director of Sales, participate in regularly scheduled sales meetings that focus on the number of prospecting and existing calls to be made and the potential business results of these calls.
Solicit assigned accounts to achieve or exceed budgeted rooms revenue and to improve performance of the brand in the marketplace.
Oversee sales related negotiations, including but not limited to concessions, contracted rate negotiations, deposit schedules, group contract negotiations and event detailing as needed.
Assist events team with detailing banquet event orders.
Spend the majority of time prospecting and cold calling for new accounts and thoroughly saturating existing accounts.
Meet or exceed all established sales goals.
Monitor production of all top accounts and evaluate trends within the marketplace.
Make sales appointments and cold calls to consistently prospect accounts for all direct sales segments (i.e., long-term business, short-term business and leisure).
Successfully perform the sales process (i.e., establishing rapport, qualifying, meeting needs, handling objections and closing).
Close new business from prospecting calls.
Maintain a good working relationship with the existing client base and explore ways to increase revenue from this base.
Invite clients to the hotel for site tours, lunches, barbecues, etc., as well as traveling to off-site sales calls, meetings, conventions, activities, etc.
Meet and greet on-site clients.
Assist in implementing special promotions relating to direct sales segments (e.g., parties, sales blitzes).
Abide by prime-time selling activities to optimize revenue-generating activities.
React to negative trends in the marketplace by implementing blitzes and special promotions.
Develop extensive knowledge of the marketplace.
Develop telemarketing and maintenance calls and trace appropriately.
Accept the opportunity to change or give up established accounts for the good of the hotel.
Participate in maximizing ADR and revenue by contributing in the rate mix meetings.
Understand and utilize the sales tracking program.
Keep all files current and organized.
Follow up on all requests in a timely manner.
Carry through all assigned tasks within the approved timeline.
Assist with the completion of the hotel's annual budget.
Travel to meet clients and attend trade shows.
Work a schedule of at least 40 hours per week, which may occasionally include weekends.
Maintain and monitor production on assigned accounts.
Monitor inventory and rate availability.
Perform any other task or duties as requested by the GM.
Who you are
A team player with a heart for hospitality.
Entrepreneurial at heart and innovative in mind.
A long-term thinker.
Customer-focused, with guests, clients and employees at the forefront of your thinking.
Nimble and able to adapt to change quickly.
Committed to sharing and togetherness and value the family mindset of our organization.
Aware that a good reputation is a huge asset to a hotel and committed to being a representative of that great reputation.
Able to maintain composure and objectivity under pressure.
A strong and confident negotiator.
Comprehensively aware of how important relationships are and find joy in growing and maintaining new ones with clients and employees.
An excellent communicator with stellar time-management skills.
A self-starter with a strong work ethic who can work both individually and with a team.
A leader by example, ready to motivate and inspire others.
Passionate about closing the business and thinking creatively in order to win it.
Ethical, with high integrity, respect and sense of community.
Capable of exerting up to 20 pounds of force occasionally, and up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
Fluent in English.
A plus: Three years' experience in hotel sales or relevant field.
A high school graduate with a diploma or equivalent.
Able to drive, with a valid driver's license for the applicable state.
Benefits
We are proud to offer competitive wages and the following benefits for full-time employees:
PTO
Hotel and restaurant discounts available at select LodgeWorks properties
Health, vision and dental benefits?
401(k) plans with matching contributions?
Paid holidays?
Short-term and long-term disability (company sponsored)?
