Senior Sales Manager

JOB SUMMARY

Responsible for the development and performance of all sales and service activities related to groups with, or without rooms, 10 rooms or less. Listen to customer needs, analyze this information and create tailored proposals. Negotiate and close sales while meeting/exceeding sales targets. Impress customers with tailored proposals, quality and timely service in a pleasant and friendly manner. Work with management throughout the hotel and the Company. 

ESSENTIAL JOB FUNCTIONS 

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Solicit, negotiate and confirm new and repeat business through various efforts i.e.; outside sales calls, telemarketing, direct mail, referrals, networking, internet prospecting, etc. to maximize revenues to meet/exceed goals.
• Develop and implement creative sales strategy by analyzing historical, current and future hotel/market/account trends.
• Prepare individual monthly sales reports as directed/required by DOSM.
• Act as the primary liaison between the meeting planner and the staff of the property while focusing on the clients expectations. Communicate accurate information for in house groups to assist operations in servicing them properly.
• Conduct site visits and prepare proposals to impress the client.
• Ensure precise execution of group events by effectively coordinating all operating departments to deliver required services to include but not limited to arrival and departure, meeting room set-ups, audio visual/production needs, special individual needs, diagrams, special events, transportation as liaison to hotel staff.
• Maintains open communication and timely updates with all Departments in an effort to better meet the clients requirements.
• Communicates frequently with meeting planner to ensure expectations are met or exceeded.
• Focus on consistently execute up-selling approach.
• Meet with clients to work out the details of their functions.
• Escort clients through the property and highlight features of facility as well as available services.
• Distribute BEO (Banquet Event Orders) and group resume information to all appropriate hotel departments to facilitate efficient purchasing, planning and team member scheduling.
• Attend daily BEO meeting and weekly Resume Review meetings when appropriate to review all details and record any last minute changes. Informs operating departments of any changes, additions or deletions to assigned group function plans.
• Professionally represent the hotel in community and industry organizations and events.
• Keep abreast of individual sales goals and develop action plans to achieve goals.
• Organize and/or attend scheduled sales department and related meetings.
• Ensure all guest checks, payments, master folios and advance deposits are submitted to accounting.
• Adhere to hotel grooming standards.
• Perform any additional tasks requested by management.

KNOWLEDGE, SKILLS & ABILITIES

Experience

• Preferred (1+) years of progressive sales experience. 
• Previous experience in the hospitality industry preferred; experience selling luxury brands and experiential services preferred.

Skills and Knowledge

• Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ratio. 
• Possesses software knowledge (Microsoft Office, etc.).
• Possesses systems knowledge (Delphi and Delphi Diagrams).
• Must be able to “Knock on doors” to get the business.
• Knows how to conduct research on the Internet.
• Weekly prospecting and soliciting goals.
• Uncovering new customers. 
• Effective sales skills to up-sell products and services.
• Knowledge of menu planning, food presentation, and banquet and event service operations.
• Ability to manage guest room and meeting space inventories.
• Strong customer development and relationship management skills.
• Knowledge of overall hotel operations as they affect department.
• Knowledge of AV products and services at both hotels.
• Knowledge of contract management and legalities.
• Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling.
• Strong communication skills (verbal, listening, writing).
• Strong problem-solving skills. 
• Strong customer and associate relation skills.
• Strong presentation and platform skills.
• Strong organization skills.
• Strong “Closing skills”.
• Strong “persuasion” skills.
• Ability to use standard software applications and hotel systems. 
• Effective decision making skills.

PHYSICAL DEMANDS

Frequent walking, standing, sitting, hearing, talking, smiling. Lifting, pushing and pulling of objects weighing up to ten (10) pounds.