Senior Sales Manager

Reports to: General Manager, Corporate Director of Sales

Status: Exempt

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Job Summary:

Senior Sales Manager will actively seek group and transient opportunities, build rapport with clients, qualify their needs, sell the appropriate hotel services, book the business in SFA system, and secure the sale with contracts. Due to pre-opening environment, this manager will execute proactive total account development and management. This Senior Manager will be an extension of the corporate director of sales and will assist with conducting training, development, goal-setting, accountability, performance evaluations, and any third party contract services. Works with the VP of sales and marketing and corporate director of sales to develop and manage the hotel’s sales and marketing budget. Participates in revenue management strategies. Manages, develops and maintains a specific market for the hotel through quantified bookings of new and repeat clientele.

Essential Functions

Sales Leadership

  • Execute the sales strategy and ensure individual booking goals are met for both self and staff
  • Ensure the development of a strategy account plan for the demand generators in the market
  • Ensure sales team understands and is leveraging MI demand engines to full potential
  • Ensure focus is on proactive selling as well as reactive selling
  • Review STAR report, shopping reports and other resources to maintain awareness of the hotel’s market position
  • Attend revenue meetings to provide input on weekly and overall sales strategy
  • Develop/implement innovative marketing ideas and deployment strategies to grow market share
  • Serve as authority on sales processes and sales contracts
  • Identify public relations opportunities and coordinate activities to augment the overall marketing communications strategy
  • Execute and support Mainsail’s core values
  • Perform other duties, as assigned, to meet business needs

 

Specific Sales Market Responsibilities

  • Oversee and manage the group for the hotel
  • Maintain current and accurate information on clients through databases and sources
  • Define, develop and maintain contact with present and future clients to ensure repeat and new business
  • Produce and deliver presentations as needed to clients and third party partners
  • Promote and sell the hotel by participating in industry trade shows and sales trips

 

Hotel Performance

  • Ensure successful performance by increasing revenues, controlling expenses and providing a return on investment for the owner and investors

 

Talent Management

  • Set goals and expectations for direct reports, aligning these with the overall business forecast and budgets
  • Appropriately address performance issues and hold staff accountable for successful results
  • Partner with Human Resources to attract, develop and retain the best people
  • Identify, train and mentor staff

Qualification Standards

Education & Experience

  • 4-year Bachelor’s degree preferred
  • Demonstrated skills in supervising a team
  • Lodging sales experience in either with luxury or upscale hotels and resorts
  • Excellent customer service skills
  • Excellent communication skills, both verbal and written
  • Ability to effectively present information to individuals or groups
  • Proficient with Microsoft Office programs
  • Current Marriott or Starwood experience preferred
  • Current CI/TY/SFAweb, MarRFP, and MRDW access preferred

 

Physical Demands

  • Ability to sit or stand for extended periods of time
  • Ability to communicate clearly
  • Corrected vision to normal range
  • Ability to drive/transport self and others
  • Ability to travel, domestically and internationally
  • Long hours sometimes required

 

Mental Demands

  • Make sound judgments quickly
  • Work on multiple tasks, making appropriate progress towards deadlines
  • Able to work independently, take direction and provide direction to others
  • Manage differing personalities with the office, the resort and the community
  • Maintain the highest degree of confidentiality
  • Ability to work effectively in stressful, high pressure situations
  • Ability to effectively handle challenges in the workplace, including anticipating, preventing, identifying and solving problems

Career Information

Date Posted:
February 8, 2019

Career Category: