This is the job description for CLUSTER SALES MANAGER.
Position: Cluster Sales Manager
Department: Sales
Company: Dimension Hospitality
Reports To: Director of Sales
Supervises: N/A
Job Purpose: Secure new volume accounts; grow positive relationships with assigned existing accounts; assure positive recognition within the local community for two hotels with a focus on the government and transient markets.
Job Responsibilities:
1. Solicit, negotiate, and generate contracted revenues from volume prospects that meet criteria established in the hotel business plan.
2. Employ revenue management techniques to recommend corporate rate proposals.
3. Accurately prepare and present Requests for Proposals so that both client and hotel receive a good value.
4. Prospect for new contract business using a wide variety of methods including phone calls, outside sales calls, attending community functions, internet prospecting, supplier partnerships, trade journals, etc.
5. Develop, implement, and constantly modify sales action plans.
6. Manage and maintain an accurate and up-to-date contact management system.
7. Negotiate and close contracts that meet the hotel’s business plan objectives. Desired arrival, departure and volume patterns must be met.
8. Internally communicate client requirements, thereby insuring all information is accurate between client and hotel staff.
9. Coordinate and participate in target market trade shows and sales blitzes.
10. Conduct competitive analysis and maintain competitor files in order to be able to compete successfully.
11. Maintain good rapport with local civic groups and companies.
12. Other duties as assigned.
Job Skills:
1. Computer skills to include word processing, spreadsheet, and familiarity with brand specific property Management System(s).
2. Excellent Prospecting Skills
3. Ability to exercise excellent communication, presentation, organization, time management and listening skills.
Job Qualifications: Describe the minimum qualifications needed to complete the job responsibilities.
Education: Associates Degree in Sales & Marketing, Business or a related field.
Experience: Minimum 2 years hotel sales experience or the equivalent amount of industry experience; OR
equivalent combination of education and work experience.
Licenses/Certifications: N/A
Discretion & Independent Judgment: Answer all questions and provide multiple specific examples.
Question Answer (If yes, give multiple examples)
Does this position have authority to formulate, affect, interpret, or implement management policies or operating practices? No
Does this position have authority to commit the employer in matters that have significant financial impact? Yes, negotiate and close contracts that meet the hotel’s business plan objectives.
Does this position have authority to waive or deviate from established policies and procedures without prior approval? No
Does this position have authority to negotiate and bind the company on significant matters? Yes solicit, negotiate and generate contracted revenues from volume prospects that meet criteria established in the hotel business plan.
Is this position involved in planning long or short-term business objectives? Yes, develop, implement and constantly modify sales action plans.
Does this position represent the company in handling complaints, arbitrating disputes or resolving grievances? Yes, as customer complaints and concerns arise, the sales manager is the company representative to resolve and find amicable solutions.
Does this position have authority to make an independent choice, free from immediate direction or supervision or make decisions or recommendations that may occasionally be reviewed, revised or reversed? Yes, employ revenue management techniques to recommend corporate rate proposals.
Physical Requirements: Indicate requirements that are representative of those that must be met to successfully perform the essential duties of this job. Working Conditions: Indicate the environmental aspects of the job.
Ability to speak and hear. Close and distance vision. Frequent sitting with some walking and standing. Frequently lifts/carries up to 10 lbs. Continual use of manual dexterity and gross motor skills with frequent use of bi-manual dexterity and fine motor skills. Continually works in normal office conditions and in close proximity to others.
Additional physical & visual requirements (check all that apply) Additional working conditions (check all that apply)
Identify and distinguish colors Outdoor weather conditions
X Stand for long periods of time Extreme cold (non-weather)
X Walk extended distances Extreme heat (non-weather)
X Lift/carry 6-25 lbs. Wet or humid conditions
Lift/carry 26-50 lbs. Near moving or mechanical parts
Lift/carry over 50 lbs. On high precarious places
Reach hands and arms in any direction With fumes or airborne particles
Kneel and/or stoop repeatedly Near toxic or caustic chemicals
X Able to work overtime and/or irregular hours Near risk of electrical shock
Near loud noises
In areas of strong vibration
Other______________________________