JOB TITLE: Sales Manager
REPORTS TO: General Manager
JOB OVERVIEW: The Sales Manager is responsible for selling local corporate and local negotiated accounts, groups and meetings with overnight guest rooms. Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. Prepare correspondence to customers, internal booking reports and file maintenance. Participate in daily business review meeting, training and other sales related meetings as required. Work with other departments within the hotel to provide quality service to customers. Attend trade shows, community events and industry meetings. Develop and maintain knowledge of market trends, competition and customers. Maintain an active list of top accounts and target accounts to ensure continuous relationships.
ESSENTIAL FUNCTIONS: Achieve budgeted room revenues, personal/team sales goals and maximize profitability. Participate in the preparation of the annual departmental operating budget, the hotel marketing plan and business plan, and financial plans.
Create and implement sales plans that drive measurable volume increases in overnight room bookings.
Follow up promptly on all sales leads regardless of the lead source. Monitor competing hotels for potential sources of group, transient, banquet & catering sales.
Submit monthly and weekly sales results and schedules on a timely basis.
Communicate to appropriate departments all pertinent information, requirements and special needs for arriving VIPs, groups and other events. Works closely with all departments to ensure information is relayed to be included daily and weekly on event sheets, ie. Banquet Event Orders (BEO).
Develop and maintain relationships with key local corporate clients and outside contacts in order to produce overnight room group bookings.
Create and develop special events and sales blitzes to showcase the hotel to potential clients. Attend trade shows and major market events locally, and nationally, to promote new business and increase sales and marketing opportunities for the hotel. Develop awareness and reputation of the hotel and the brand in the local community.
Perform special projects and other tasks as assigned.
SKILLS AND ABILITIES: Ability to manage and organize an extensive amount of information and provide constructive feedback and/or direction.
Excellent written skills sufficient to produce sales and marketing communication that properly reflects the brand, hotel and Company image.
Excellent spoken and presentation and listening skills and an effective closer.
Ability to work effectively both independently and as a team.
Ability to delegate, manage and organize complex projects and establish priorities consistent with department, hotel and Company objectives.
Ability to effectively communicate and deal with department heads, customers and team members; some of whom may require high levels of patience, tact and diplomacy.
Ability to manage multiple projects; meet and work effectively under time and resource constraints.
Ability to effectively lead a team of professionals.
HOURS REQUIRED: Forty (40) to fifty (50) hours over a five (5) day period which may include weekends.
TRAVEL: Frequent weekly local travel.
EDUCATION & EXPERIENCE: Four-year college degree or equivalent education/experience required. Three (3) years of sales experience required. Must possess a proven track record of success in achieving revenue objectives; proven ability to recruit, motivate and train a sales team.
The statements in this job description are intended to describe the essential nature and level of work being performed. They are not intended to be ALL responsibilities or qualifications of the job.
