Sales Manager

Job Description

The Sales Manager position is responsible for strategically soliciting and developing new group business and corporate accounts, maintaining excellent rapport with existing accounts and successfully promoting the hotel to the community. Through proactive and reactive sales efforts, the Sales Manager is responsible for meeting and exceeding sales goals. This position will focus on sales plan and strategy, client development, managing key relationships, identifying new target markets and sales productivity with the goal of meeting and exceeding revenue goals. Additionally, the Sales Manager will be responsible for identifying key market trends and industry best practices.

Job Responsibilities

• Generating top line revenue to meet or exceed budget expectations within the applicable business markets
• Soliciting, prospecting, qualifying leads and identifying new corporate accounts and clients from cold calls, sales blitzes, and other sources
• Developing and maintaining an active and visible position in the local community
• Networking and providing outstanding customer service orientation that will contribute to the development of new accounts and of enthusiastically satisfied guests
• Solicitation of accounts in assigned markets, proactively manage all aspects of the sales process including sales presentation, proposal generation and contract negotiation, to yield maximum revenue
• Ensures the integrity of key account/key prospect database and monitors staff input for accuracy, thoroughness and coverage of local area
• Prepares weekly, monthly, quarterly and annual reports as required
• Participates in select sales activities both on and off property
• Coordinates and conducts periodic pricing reviews
• Maintains open communication with Corporate Office
• Focuses attention on prospecting new accounts, which may be users of other regional, national and international destinations
• Regularly entertains existing and potential clients
• Has ongoing personal involvement in community events
• Participate in business review meetings
• Organize and conduct pre-function meetings with clients and the operations team as required to assure accurate execution of client events
• Involved in events and catering where needed
• Monitor room inventory and rate programs and is knowledgeable of occupancy
• Initiate and follow up on all leads
• Conduct site inspections with potential clients
• Attend and participate in property and industry sales meetings
• Attend and participate in CVB events, AAA events, bridal shows, trade shows, etc.
• Maintain close relationships and develop a positive rapport with tourism accounts, business associations, and community leaders to ensure repeat business
• Monitor competitive set to maintain proper positioning
• Establish relationships with competitors to ensure referral opportunities

Job Qualifications

• At least 3 years of progressive hotel sales experience preferred
• Ability to travel as needed
• Knowledge of hospitality/hotel market trends, competition and key customers of the hotel
• Must possess strong sales skills, strong written and verbal communication and customer service skills as well as a strong knowledge of the applicable market
• Hotel Sales or industry related experience required
• Must be highly motivated, self-directed, with strong initiative and desire for achievement
• Exceptional customer service skills required
• Excellent communication and presentations skills required
• Must be a leader, a driver, and bottom line oriented
• Proficient in computer software including Microsoft Excel and Word
• Working knowledge of PMS systems