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Sales Manager (Group)

posted November 21, 2017

Hilton Auburn Hills Suites
Auburn Hills, MI
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643337 l

About This Job

Job overview

The Group Sales Manager is responsible for effectively and proactively soliciting and closing on appropriate business opportunities through a combination of prospecting and direct sales in his/her assigned market segments to achieve assigned hotel revenue goals.

What you will be doing

  • Responsible for learning the hotel brand and strategy
  • Drive customer loyalty in order to grow share of the account by delivering service excellence throughout each customer experience
  • Manage business travel accounts to maximize business potential
  • Negotiate group business, guest room rates, meeting room rental, and hotel services within assigned markets that meets or exceeds hotel revenue goals
  • Negotiate contracts according to company standards
  • Responsible for obtaining appropriate approvals for contracts per SOP (airlines, major sporting events, etc…)
  • Be aware of departmental revenue and up sell at every possible opportunity
  • Ensure all pertinent aspects of solicitation, closing, and customer communications are complete and documented maintain existing accounts with active trace/follow up system
  • Ensure accurate and complete use of the sales system per SOP including recording all bookings and lost business
  • Identifies and solicits new accounts from telemarketing, appointments, site tours, cold calls, and inquiries via email, phone, and in person interactions
  • Develops, maintains, and prospects a Target List of accounts and communicates updates to DOS
  • Research and understand demand generators, new business sources, and use the internet as a prospecting tool
  • Prepares resumes for groups prior to group arrival and review all details in weekly meeting
  • Assist with all group rooming list, daily inspection of guest folio, communication with front office on group arrival, communication with accounting regarding guest billing, communication with Revenue Management team on group room block.
  • Conduct pre- and post-conference meetings when it is agreeable with the client
  • Attends property specific receptions to generate leads and interact with customers
  • Organize and execute local area blitzes
  • Implement special promotions relating to sales segment
  • Partner with third party meeting planners such as HelmsBriscoe, HPN, Conference Direct to generate additional leads and bookings
  • Establishes relationships with local businesses and organizations and is an active member in local industry associations
  • Builds relationships with competitors in like roles to keep apprised of trends in the market and industry, and supply changes
  • Conducts tours of the hotel and banquet facilities; entertains qualified potential clients in accordance with company and property policies and procedures
  • Provide prompt and accurate responses to all client requests for proposals and information
  • Consistently meet or exceed sales goals including predetermined revenue and sales activity
  • Completes daily/weekly/monthly reports as directed by the DOS/GM
  • Participate in Quarterly/Annual Business and Marketing Plans, assist with budget process
  • Attends appropriate trade shows, organizes sales trips in local market and feeder cities as directed by the DOS
  • Communicates any product or service issues to DOS or GM
  • Work client-related special events
  • Abides by Prime Time Selling hours
  • Participates in MOD program as required
  • Other duties as assigned

Requirements

Education & Experience
  • Minimum of High School education, post-high school education preferred
  • Minimum of 2 years in hotel customer service role or sales experience preferred
Knowledge, Skills, and Abilities
  • Outgoing personality
  • Maintains a professional image at all times through appearance and dress
  • Ability to work collaboratively with hotel service team in providing exceptional customer service
  • Clear, concise written and verbal communication skills
  • Demonstrate ability to achieve sales goals
  • Proactive sales approach; assertive and fast paced, driven to succeed
  • Excellent time management skills
  • Understands need time strategy as developed by Revenue Management
  • Must have flexible work hours that may include evenings, weekends, and holidays
Competencies
  • Approachability
  • Coachable
  • Customer Focus
  • Interpersonal Savvy
  • Problem Solving
  • Functional/Technical Skills
  • Integrity/Trust

Schulte Hospitality Group is an Equal Opportunity Employer.

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About This Employer

Hilton Auburn Hills Suites

2300 Featherstone Road

Auburn Hills, MI 48326-2844

Telephone (248) 334-2222

224 Room All Suite

www3.hilton.com

Your all-suite destination in Auburn Hills

Enjoy spacious living and modern comfort at Hilton Auburn Hills Suites. This splendid Auburn Hills hotel is conveniently located near I-75, across from the Chrysler Fiat Headquarters and just a few miles from the Great Lakes Crossing Outlet Mall and the Somerset Collection. Make yourself at home in a large suite and take advantage of our terrific meeting, dining and leisure facilities.