Sales Manager

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 availability am and pm, variations in shift days, starting times, and hours worked in a week.  Availability to travel for business is required.

• Proactively identify and solicit new local, regional, and national corporate accounts
• Negotiate and manage preferred corporate rate agreements. Drive corporate revenue growth while protecting rate integrity
• Participate in Marriott’s annual RFP process and ensure timely, strategic submissions
• Target key segments including financial services, legal firms, government agencies, healthcare/pharmaceutical, cruise-related businesses, and regional Caribbean corporations
• Maintain and grow relationships with existing corporate accounts to penetrate and saturate additional revenue
• Proactively and reactively solicit, conduct and complete regular sales calls, client meetings, and site inspections
• Monitor account production and performance and implement action plans to increase market share for improvement of Hotel RevPAR and RevPAR Index
• Develop quarterly and annual business plans for assigned accounts; present said business plans to the Director of Sales & Marketing and General Manager.
• Collaborate closely with Revenue Management to establish competitive BT/Corporate strategies and rates
• Analyze production reports, market intelligence, and competitive trends. This includes but is not limited to STR Reports, Amadeus 360, MarRFP, Lighthouse Segment Drilldown Info, Marriott MiNT Info
• Ensure all necessary account activity and documentation are maintained within Marriott sales systems
• Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs and identify opportunities to up-sell products and services throughout the sales process.
• Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply, and demand, etc.
• Build and strengthen relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
• Responds to incoming inquiries within their market segment within 4 hours.  Conducts customer site inspections,
• Represent Hotel Rumbao at networking events, business associations, and industry functions
• Build strong relationships within the Old San Juan and greater Puerto Rico business community including the Puerto Rico Chamber of Commerce and Municipality of San Juan as well as leading private corporations
• Maintain awareness of local market dynamics and corporate travel trends

The Hotel may consider equivalent combination of acceptable education and experience providing the knowledge, skills and abilities cited below, when applicable

• Minimum 3 years of hotel sales experience, with a focus on corporate transient business preferred
• Marriott brand experience strongly preferred
• Proven success in securing and managing negotiated BT/Corporate accounts
• Local Puerto Rico market experience strongly preferred
• Strong negotiation, acumen, presentation, and relationship-building skills
• Highly organized with strong analytical abilities
• Bachelor’s degree in Hospitality, Business, or related field preferred
• Well-developed negotiation, project, and account management skills.
• Demonstrated ability to make successful presentations to individuals and/or groups at all levels of an organization.
• Ability to work independently and as a member of various teams and committees.
• Commitment to excellence and high standards.
• Ability to work with all levels of management.
• Strong organizational, problem-solving, and analytical skills.
• Good judgment with the ability to make timely and sound decisions.
• Excellent problem resolution and consultative sales skills.
• Proven ability to handle multiple projects and meet deadlines.
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
• Proficient in Microsoft Office and Delphi.
• Must have proven and aggressive selling background in the Hotel industry.

• While performing the duties of this job, the employee is regularly required to stand, walk, and talk or hear. 
• The employee frequently is required to use hands to finger, handle, or feel objects, or telephone. 
• The employee must regularly lift and/or move up to 10-25 pounds.