Description

JOB OVERVIEW:

Senior Sales Manager will assist the Director of Sales & Marketing in the management, coordination, and execution of items related to the marketing and sales operation of the hotel. Responsible for the management and solicitation of a designated market.

Senior Sales Manager position is based on site, remote may be consider.

Plan, direct, organize and control departmental activities such as telemarketing, outside sales calls, conducting walking tours, entertaining clients, developing and soliciting new leads, and presenting and preparing written proposals and contracts.

Train and develop new team members within the department. Develop and conduct persuasive verbal sales presentations to prospective clients. Assist the DOS with supervising the sales staff through account review, correspondence review, and coaching toward improvement.

Gather, organize and disseminate written and verbal information regarding the specific requirements of client events to the appropriate departments and individual clients in a prompt, accurate, profitable, pleasant, and professional manner.

Develop target lists and action plans for account solicitation. Assist in assignment and distribution of leads. Provide guidance in prospecting and qualifying potential leads.

Essential Duties and Responsibilities: Include the following. Other duties may be assigned.

• Increase group room and contributing revenue (Banquet Food and Beverage, Resort Fees & Room Rental) by increasing production of existing accounts as well as developing new accounts.
• This position requires a minimum of 50% hunting for new business with a remainder of growing share of existing accounts.
• Meet established sales objectives on a monthly, quarterly, and yearly basis as outlined in the Commercial Strategy Plan, as well as carry out necessary job functions that may not be directly related to group room nights sold.
• Prospect for new group business
• Respond to inquiries and requests for proposals.
• Plan for and execute predetermined number of sales trips in feeder cities.
• Attend industry events.
• Establish a strong partnership with regional representation companies.
• Research client room night histories for previous meetings and manage the room block from the time of the booking until the meeting begins.
• Plan for and execute sales presentations in local or feeder cities.
• Must be team oriented.
• Maintain in-depth electronic and paper account files.
• Update database on a continual basis
• Understand sales strategies and tactics of competitor hotels.
• Negotiate all rates for group accounts within the guidelines of our budgeted average rate.
• Excellent group presentation, writing, speaking, and training experience and skills.
• Strong business analysis skills with the ability to understand and manage complex sales.
• Excellent negotiating skills with the ability to develop and execute account sales plans and write detailed proposals.
• Maintain accurate account files and provide rapid response and follow up to account service needs.
• Excellent time management skills
• Ability to be a leader within the hotel interacting with all levels of clients and management.

Qualification Requirements: An individual must have at least 5+ years hotel sales experience or proven sales performance in similar field. Must have met or exceeded a minimum of $1 Million annual Group Sales Goal. Must be motivated to achieve quarterly individual and annual team bonus.

REQUIRED SKILLS AND ABILITIES:

Must have the ability to communicate in English. Self-starting personality with an even disposition. Maintain a professional appearance and manner at all times. Can communicate well with guests. Must be willing to “pitch-in” and help co- workers with their job duties and be a team player. Ability to effectively deal with internal and external customers. Basic knowledge of mathematics and calculator skills to prepare mathematical calculations without error. Ability to communicate effectively both verbally and in writing in order to interact with vendors and department heads. Hotel reservations & Sales and Catering software program knowledge is helpful.

PERFORMANCE STANDARDS

Customer Satisfaction:

Our customers are what we are about. One of the keys to a positive guest experience is positive interaction with Crescent staff. It is essential that you remain professional at all times, and that you treat all guests and associates with courtesy and respect, under all circumstances. Every Crescent associate is a guest relations ambassador, every working minute of every day.

Work Habits:

In order to maintain a positive guest and associate experience, your work habits should always meet and strive to exceed hotel standards for work procedures, dress, grooming, punctuality and attendance. You should be adaptable to change in your work area and in hotel procedures with a willingness to learn new skills and/or improve existing ones, have the ability to solve routine problems that occur on the job and ask for help whenever you are not sure how to do something.

Safety & Security:

The safety and security of our guests and associates is of utmost importance to Crescent Hotels & Resorts. Every Crescent associate should adhere to the hotel security policies and procedures, particularly regarding key controls, lifting heavy objects, using chemicals, and effectively reporting safety hazards and safety concerns.

NOTE:

This description excludes non-essential and marginal functions of the position that are incidental to the performance of the fundamental job duties. Furthermore, the specific examples in each section are not intended to be all-inclusive. Rather, they represent the typical elements and criteria considered necessary to perform the job successfully. Other job-related duties may be assigned by the associate’s supervisor.

Furthermore, this description is subject to change, in the sole discretion of the Company, and in no way creates an employment contract, implied or otherwise; each associate remains, at all times, an “at will” associate.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)