Senior Sales Manager

Job Summary

Fully develops assigned segments with an emphasis against the development of new business for assigned hotel. Works closely with the General Manager, Regional Revenue Manager and the Regional Director of Sales to optimally merchandise revenue potential for assigned property and ensure customers have a memorable hotel experience. Coordinates with GM and RDOS to develop and execute Sales action plans, maintain positive interdepartmental relations. Complete special projects as assigned by the General Manager, Regional Director of Sales and / or Vice President of Sales and Marketing. Success is determined through achievement of the hotels revenue goals and improvement, where possible, in market shared performance as compared to that of the hotel(s) defined competitors.

Prerequisites

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

• High school diploma or equivalent; college degree (BS / BS) preferred or equivalent work experience
• Previous hotel sales experience preferred as a sales coordinator, sales manager, hotel operations, or equivalent work experience.
• Experience selling Marriott, Hilton, Best Western and IHG hotels -Hilton Focus Service, and / or Full Service (where applicable) and / or Extended Stay lodging, or tourism / hospitality industry.

Summary of essential job functions

Knowledge :

Skills :

Abilities :

Specific Responsibilities

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures.

2. Books appropriate business that allows hotel to achieve / exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to assigned hotel.

3. Approaches the position with a relationship building / proactive selling mindset. Ensures that weekly telephone prospecting / qualification / solicitation calls goals as well as outside call goals are met or exceeded based on guidelines agreed to in the Commitments to Success.

4. Include General Manager on appropriate sales appointments as well as calls on Corporate-based Sales personnel for assistance as needed to “win” business.

5. Uses property's computerized sales management system to manage the hotel's business, including but not limited to adding all sales activities, generating weekly sales reports, entering business, blocking meeting space if hotel has it and building accounts.

6. Remain in active status and attend a minimum of one outside organization including but not limited to : Local Convention and Visitors Bureau, Chamber of Commerce, Sports Commission, university affiliations etc.

7. Works closely with General Manager and Regional Director of Sales to generate sales contracts and BEO's (if applicable) within LBA guidelines. Also develops, presents business case as needed on LNR and Group business if the business falls outside of established group rates and allotments. Deploys seasonal and segmented promotions and packages where needed to drive bookings.)

8. Understands and utilizes available business tools to prospect for new business (i.e., Brand database reports, Construct Connect, ZoomInfo, Agency 360 where applicable, local newspaper and business journals, etc.) and utilizes internal lead source generators (such as in house guest lists and brand reporting) to maximize revenue production for assigned hotel.)

9. Target, saturate, penetrate specific companies to reach true decision makers in position to refer to our hotel(s) while seeking new business and / or working an existing account.

10. Strives to continually improve his / her general business and industry / job specific skills by attending Brand and LBA Corporate- sponsored sales and training, and, if appropriate, outside continuing education.

11. Understands the need to follow up and regular communicate with clients to stay engaged in relationship to either book or maintain business.

12. Monitors economic / business news in general and news specific to assigned market segments. Understands the business rationale behind and contributes, as appropriate, to the hotel's rooms forecast.

13. Coordinates with RDOS and General manager on business rationale behind annual budgeting process, revenue generation and advertising and promotion costs.

Working Conditions / Special Requirements

positions for possible advancement

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