Principle Responsibilities & Position Purpose:

To maximize customer satisfaction and the overall profitability of the hotel by directing the revenue generating activities in accordance with the Business Plan and Monthly Action Plan Calendar. Coordinates service activities related to the sales function in accordance with the standards of the hotel and brand. Responsible for revenue production for the hotel, meeting or exceeding planned revenue objectives for occupancy and average daily rate (ADR). Manages all areas of sales according to company standards of operations to achieve a professional rapport within the local business, community, and clients.

Pre-Requisites (Requirements):

• 1 years of experience in sales at a branded hotel preferred
• Minimum requirement is Associate degree. Four-year College or Hospitality degree is preferred, and/or equivalent work experience.
• Brand certification programs are preferred
• Must display professionalism and have characteristics of honesty and trustworthiness
• Must have excellent attendance and be punctual

Work Environment & Context:

• Must be able to perform major life activities: standing, lifting, bending, learning, reading, concentrating, thinking, and communicating
• Must be able to sit or stand for eight hours, bend, stretch, and reach
• Work schedule varies and may include occasionally working on holidays, weekends, and evenings. Long hours sometimes required
• Must be able to push or pull 60 pounds and lift and/or carry 30 pounds

Required Knowledge, Skills, and Abilities:

Knowledgeable in:

• Entire property, staff services, hours of operation, type of rooms, locations, rates, and discounts
• Phone etiquette and answering procedures
• Be able to answer inquires of local shopping, dining, entertainment, and travel directions
• Daily hotel operations, check daily events, bulletin boards, and be up to date on changes, new procedures, and events
• Manager on Duty functions when necessary or as scheduled

Skills:

Abilities:

• Create new business, and expand existing business via cold calls, site visits, telephone prospecting and marketing, blitzes, internet and other avenues.
• Assimilate complex information, data, etc, from disparate sources and consider adjust or modify to meet the constraints of a particular need.
• Multi task, detail oriented, remain service centric
• Communicate with guests, co-workers, receiving and transmitting mail, phone and written messages and relay pertinent information using log books
• Manage time effectively
• Assist with guest issues with professionalism maintaining hospitable attitude.

Essential Functions:

• Achieves revenue goals by developing and implementing sales and marketing strategies
• Develops and implements marketing and sales strategies by analyzing current and potential.
• Identifies new business opportunities through Market Intelligence
• Establishes sales goals that support achievement of the budget/profitability
• Coordinates the development of the Marketing Plan and preparation of the top line budget/marketing expenses in conjunction with the General Manager
• Coordinates with the General Manager and the Revenue Manager on the booking parameters for future dates, availability, and selling parameters for guest blocks and event
• Develops annual sales goals for sales staff which support achievement of the budget; monitors achievement of those goals and implements alternative strategies as necessary to achieve revenue and room night goals
• Performance Benchmark: Preparation of Annual Marketing Plan is approved
• Achieves sales goals by supervising sales staff
• Implements strategies to improve market penetration
• Maximizes sales productivity by ensuring that sales staff utilize use proven/brand sales techniques
• Monitors call productivity and revenue goals for each sales person by tracking results
• Improves call productivity by counseling sales staff on appropriate selling techniques
• Performance Benchmark: Achieve/exceed retention % for hotel each month
• Increases sales volume and profitability by formulating and executing projects for all market areas as stated in the Hotel Marketing Plan
• Analyzes sales statistics to formulate profitability
• Reviews market analysis to determine client needs, occupancy potential, rates desired, etc.
• Performance Benchmark: Achieve/exceed RevPar and other revenue for hotel each month
• Meets overall budgeted sales and profit margin by soliciting, evaluating, selling, and confirming business
• Qualifies prospective leads as to profitability
• Designs and proposes programs to meet client's needs
• Negotiates with client to achieve maximum profit while satisfying client needs
• Coordinates transient and group room commitments to insure proper market mix
• Approves function space allocation for group and catering bookings
• Meets and exceeds the expectations of the staff and customers by utilizing leadership skills and motivation techniques in order to maximize employee productivity and satisfaction of direct reports
• Develops and implements strategies to achieve retention goals
• Selects qualified employees and provides orientation and training
• Creates a positive work environment for all employees
• Determines and communicates standards of performance to employees. Evaluates employee performance on a regular basis and recommends salary increases as appropriate
• Develops employees to maximize potential and prepare for future promotional opportunities by conducting counseling sessions, determining developmental needs and allowing these needs to be met
• Ensures that disciplinary action is taken as required utilizing consistency, fairness and respect within framework of established company guidelines
• Insures customer satisfaction and hotel profit by overseeing the coordination of various department's activities related to booked business
• Reviews sales work file to ascertain a proper exchange of information
• Coordinates details with other department heads
• Insures maximum occupancy on a daily basis by performing follow-ups on progress of groups booked with Front Office Management
• Maintains safe and secure environment for customers and employees
• Ensures that all employees follow safety rules and procedures
• Takes corrective action where required to improve safety of work areas
• Utilizes corporate resources effectively by communicating with corporate associates on a regular basis
• Keeps the Corporate Sales Director and general manager and key corporate staff informed of developments on a regular basis. Requests assistance as needed
• Adheres to company standards of operations (SOP)
• Ensures that operation adheres to federal and state laws
• Increases visibility of the hotel by actively participating in community
• Performance Benchmark: Timely reporting as required
• Participates in solving problems with other department as required related to business booked in the hotel including space conflicts, threatened cancellations, and compromises between customer needs and hotel facilities
• Enhances the hotel's community image and stays abreast of competition, new developments, and sales method techniques in the hotel industry
• Prepares reports as necessary to develop a more informative data base for improved management decision making and critical evaluation of work activities
• Prepares Food & Beverage, Pre-Conference, Sales, and Executive Committee reports
• Performs all duties and responsibilities in a timely and efficient manner in accordance with established company policies and procedures to achieve the overall objectives of this position

Positions for Possible Future Advancement:

The next step for this position is in a training capacity. The ability to teach skills and competencies will enhance leadership skills in preparation for further promotion. Once that is achieved, the individual may qualify to be promoted to a Director of Sales.