Description

TITLE: Dual Sales Manager

DEPARTMENT: Sales

REPORTS TO: Dual Director of Sales

SUMMARY

Responsible to develop and foster business through pro-active direct sales, marketing, telemarketing, direct mail, appointment calls and tours of the hotel. Also develops strategic action plans for hotels to drive measurable, incremental sales revenue. Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach.

ESSENTIAL RESPONSIBILITIES

Direct Sales: 

• Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls. 
• Key Account Management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue 
• growth. 
• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

New Account Development:

• Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. 
• Acquires referrals from existing accounts: Follows up on all leads within 48 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other G Lodging hotels. 
• Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts. 
• Continually targets and prospects for new business through telemarketing, individual creativity and innovation. 

Yield Management: 

• Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance. 

Account Service and Management: 

• Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.
• Develops strong customer relationships through frequent communication and the use of professional, courteous and 
• ethical interpersonal interaction. 
• Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner. 

Product Knowledge: 

• Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities. 

Time Management: 

• Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts. 
• Professionalism: Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs. 
• Represents themselves and G Lodging Management with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times. 
• Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel. Displays a neat, clean, and business-like appearance at all times.

OTHER RESPONSIBILITIES

• All other duties as assigned, requested, or deemed necessary by leadership.

SUPERVISORY DUTIES

• None

BEHAVIORAL FOCUS

At G Lodging, our core values which provide a guide for our decisions are:

• Do the Right Thing: demonstrate empathy, honor and integrity in all that we do.
• Think We, not Me: Together as a team we reach new heights in our work and community.
• Be Your Best Self: We are engaged, move with purpose, and serve with enthusiasm.
• Think Like a Guest, Act Like an Owner: Anticipate the needs of our guests and value our properties.

CORE COMPETENCIES

Drawn from our core values, each competency is built upon a set of basic behaviors that are shared by all associate, regardless of role which include: 

• Integrity and Respect
• Communication
• Innovation
• Teamwork and Relationships
• Hospitality
• Job Excellence

Requirements

POSITION QUALIFICATIONS

Education/Formal Training

Minimum of high school diploma or equivalent.

Experience

1 year min. in sales, customer service related position or hotel experience, preferred.

Knowledge/Skills

• Requires knowledge of general sales techniques, yield management, and customer service skills. 
• Ability to Travel
• Requires the ability to hear, speak, read and write English fluently. 
• Requires 12th grade level mathematics, spelling and reading skills. 
• Requires effective business writing skills.
• Must be a ble to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.
• Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions 
• Understand and follow verbal/written instructions.
• Organization skills.
• Be able to work on more than one task at a time.
• Develop strong internal and customer relations.
• Set and manage priorities and plan activities in advance.
• Adhere to deadlines.
• Solve Problems and make sound business decisions.
• Respond to coaching, feedback and training. Strong and effective sales skills.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Sitting 85%, Walking 5%, Standing 5%, bending, kneeling, lifting, climbing 5%
• Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, and operate basic office equipment. 

Environment

Office environment, weather exposure when making sales calls.