Hotel Sales Manager

Position Summary

The Hotel Sales Manager is responsible for soliciting, proposing and contracting group, convention center and catering contracts for business. This position is responsible for achieving revenue goals within set markets for quantity of sleeping rooms, average daily rate, food and beverage revenue, audio visual, annual budgeted revenue per available room, and guest satisfaction scores. Additionally, this position manages, coordinates and communicates the needs of thegroups to the operation departments of the hotel in the form of the Banquet Event Order, Group Cover Sheet, verbally and by email.

Our philosophy is built on the principles of integrity, fairness, collaboration, communication, and recognition for performance excellence. Meeting all performance standards leads to attracting and retaining a qualified workforce, provides opportunities for qualified team members, and contributes towards the ongoing success of the Pueblo of Sandia today and in the future.

Essential Duties and Responsibilities

1. Responsible for meeting booking and service goals.
2. Actively participates in daily stand ups, weekly sales meetings and for attending pre and post-convention meetings to understand group needs, where applicable.
3. Proactively solicits and qualifies new business in assigned market.
4. Responds to incoming business opportunities within 24 business hours.
5. Sets and monitors market specific SMART quarterly action plans.
6. Provides accurate, complete and effective turnover to Conventions Services.
7. Interacts with guest to obtain feedback on product quality, service levels and effectively responds to guest problems and complaints.
8. Effectively communicate client’s needs and challenges to the operations team to ensure appropriate services are being offered and challenges are overcome.
9. Participates in all sales blitzes, attends industry events and trade shows to maximize hotel sales and revenues.
10. Effectively develops relationships within the community to strengthen and expand customer base for group sales opportunities.
11. Conducts creative and memorable site tours.
12. Establishes client rapport, entertains qualified potential clients in accordance with the SOPs.
13. Ensures that current and prospective client databases are maintained.
14. Responsible for catering functions from development of initial contact with client through final billing of event.
15. Establishes preferred vendor recommendation lists for resort.
16. Negotiates function space, minimum revenue commitment, food and beverage prices, room rates, room blocks, and hotel services within approved departmental booking guidelines.
17. Creates an environment of teamwork through strong communication, mentoring, and providing guidance, support, and appreciation for team members contributions.
18. Punctual and regular attendance is an essential responsibility for all team members and are expected to report to work based upon the assigned schedule each day in accordance with the Attendance Policy for Pueblo of Sandia.

Additional Responsibilities

1. Performs other job-related duties as assigned

Key Performance Indicators

This position has Key Performance Indicators (KPI’s) identified as a measurement of success. KPI’s will be shared with all team members who work in this job title and feedback will be provided regarding the successful completion of the KPI’s as part of the performance review process.

Knowledge, Skills, and Abilities

1. Knowledge of Delphi, SMS, and Microsoft Office to include Word, Excel, Power Point, Outlook, and Internet marketing.

2. Must possess strong presentation, negotiating, creative selling and prospecting skills.

3. Must be able to prioritize and complete tasks based on due dates and revenue generation.

4. Must possess effective and creative problem-solving skills.

5. Team player with a professional, friendly demeanor with a positive attitude. Ability to foster a cooperative and successful work environment.

6. Excellent customer service skills and group event survey scores pertaining to goals.

7. Must possess strong organizational and time management skills for most effective results.

8. Ability to negotiate contracts and close on best business opportunities for the hotel based on market conditions and hotel needs.

9. Ability to conduct independent research.

10. Knowledge of the overall hospitality market – competitors’ strengths and weaknesses, economic trends, supply and demand and ability to sell against them within given market segment.

11. Knowledge of food and beverage operations procedures and controls.

12. Ability to supervise and train staff, including organizing, prioritizing, and scheduling work assignments.

13. Ability to analyze event requests and assess catering product and equipment requirements.

14. Ability to generate revenue through event sales.

15. Ability to work long hours, 5-6 days per week.

16. Must read, write and speak the English language at a level sufficient to efficiently perform the functions of the position.

Education and Experience

Required:

1. High School Diploma, GED certification or equivalent.
2. Bachelor's degree in Marketing, Hospitality, Business Administration or related field
3. Three (3) years’ experience in hospitality, hotel or catering sales.

Note: Any combination of education from an accredited college or university in a related field and/or direct experience totaling seven (7) years may substitute for the required education and experience.

License/Certifications/Registrations

1. Must possess and maintain a valid, unrestricted New Mexico Driver’s License.
2. Must be able to successfully pass a stringent background investigation.
3. Will require a pre-employment and random drug screening.

Physical Requirements/Working Conditions

The following selected physical activities are required to perform the essential functions of this position

Physical Requirement

Description

Balancing

Maintaining body equilibrium to prevent falling and walking, standing, or crouching on narrow, slippery, or erratically moving surfaces. This factor is important if the amount of balancing exceeds that needed for ordinary locomotion and maintenance of body equilibrium.

Climbing

Ascending or descending ladders, stairs, scaffolding, ramps, poles and the like, using feet and legs and/or hands and arms. Body agility is emphasized. This factor is important if the amount and kind of climbing required exceeds that required for ordinary locomotion.

Crawling

Moving about on hands and knees or hands and feet.

Crouching

Bending the body downward and forward by bending leg and spine.

Feeling

Perceiving attributes of objects, such as size, shape, temperature, or texture by touching with skin, particularly that of fingertips.

Finger Dexterity

Picking, pinching, typing or otherwise working, primarily with fingers rather than with the whole hand as in handling.

Grasping

Applying pressure to an object with the fingers and palm.

Hearing

Perceiving the nature of sounds at normal speaking levels with or without correction. Ability to receive detailed information through oral communication, and to make the discriminations in sound.

Kneeling

Bending legs at knee to come to a rest on knee or knees.

Lifting

Raising objects from a lower to a higher position or moving objects horizontally from position-to-position. This factor is important if it occurs to a considerable degree and requires substantial use of upper extremities and back muscles.

Pulling

Using upper extremities to exert force to draw, haul, or tug objects in a sustained motion.

Pushing

Using upper extremities to press against something with steady force to thrust forward, downward, or outward.

Reaching

Extending hand(s) and arm(s) in any direction.

Seeing

The ability to perceive the nature of objects by the eye.

Walking

Job requirements include, in the performance of duties, walking throughout the work area, on various work surfaces throughout internal or external locations.

Sitting

Particularly for sustained periods of time.

Standing

Particularly for sustained periods of time.

Stooping

Bending body downward and forward by bending spine at the waist. This factor is important if it occurs to a considerable degree and requires full motion of the lower extremities and back muscles.

Talking

Expressing or exchanging ideas by means of the spoken word. Those activities in which they must convey detailed or important spoken instructions to other workers accurately, loudly, or quickly.

List Working Conditions Required:

1. Work is performed indoors and outdoors. Outside work is subject to temperature
   1. extreme and inclement weather conditions.
2. Work hours subject to change with overtime work required.
3. Work is normally performed in a typical interior/office work environment.
4. Limited physical effort is required, some lifting, and standing for extended periods of time.