Sales Manager

Position Overview: Must have previous hotel sales experience.

Responsible for leading the sales for revenue production of the hotel, and meeting or exceeding planned revenue objectives for occupancy and ADR.  Manages all sales areas in accordance with Brand Standards. The Sales Manager is a “hands-on” manager, actively involved daily in securing, qualifying, and following up on leads to book specific business. Hotel Sales experience required.

Roles and Responsibilities:

• Meet or exceed budgeted monthly, quarterly, and annual REVPAR goal.
• Accurately forecast revenues for the following month by the 15^th of the month.
• Analyze short-term fluctuations and direct selling activities to maximize revenues. Must have understanding and familiarity of online sales and marketing channels.
• Knowledge of and familiarity with the STR report.
• Manage rates and inventory in coordination with the General Manager.
• Prepare Marketing Action Plan each year for the following year, including:
• Data on Competing Hotels
• Monthly forecast with the names of events that will occur during each month
• Proposed rate plan for next year and projected ADR
• Marketing Action Steps by segment and month
• Budget for marketing expenses
• Ensure that the hotel front desk staff is knowledgeable about all sales programs and key accounts.
• Produce and present sales department reports, budget, forecasts, and other sales documents for management on a regular basis.
• Know which market segments produce effective business for the hotel, sources of business for each, and understand how to balance them to maximize revenues.
• Know primary competitors’ strengths and weaknesses and market against them.
• Identify major revenue opportunities and work to secure business from them.
• Demonstrate commitment to exceptional guest service through personal response to guest needs.
• Design and coordinate (with General Manager) advertising, public relations, and promotional campaigns for the hotel.
• Manage direct sales activities for the hotel. Attend events that may occur outside typical business hours; the position may require flexibility to work evenings and weekends.
• Will achieve a professional rapport and routine visibility within the local business chamber and community.
• Actively sell the hotel through outside sales calls, telemarketing calls, site inspections, etc.
• Actively market the hotel through advertising, sales blitzes, direct mail campaigns, etc.
• Welcome tour groups, greet arriving guests, speak with breakfast patrons, etc.
• Saturate potential business sources within the local area, qualifying them as to the amount of business they produce.
• Maintain an organized and accurate sales filing system on all accounts, including a complete file on each active prospective or buying account, and a trace file for future activities.

Education and Experience:

Previous Hotel Sales Required.

Working on the Opera PMS system a plus, but not required.