The Sales Manager is responsible for increasing room revenue by growing production of new and existing accounts; and implementing and executing programs for sales.

• Solicit business through cold calls, internet leads, brand leads, trade shows and community involvement.

  • Uncover new potential local business and penetrate existing local accounts.

  • Organize/execute local sales blitzes.

  • Present to key accounts in the market.

  • Partner with national sales to maximize global account revenue.

  • Attend property receptions as needed.

  • Partner marketing opportunities with sales opportunities when possible.

  • Review daily arrivals to isolate potential new clients.

  • Actively set seasonal promotions for targeted accounts.

• Must possess communications skills in terms of the ability to negotiate, convince, sell and influence professionals and hotel guests

• Advanced knowledge of sales/hospitality principles and practices

• Ability to investigate and analyze current activities or information in the sales/marketing field and make logical conclusions and recommendations

• Ability to make decisions based on established policies and procedures

• Maximize revenue by selling all facets of the hotel to previous, current and potential clients

• Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements

• Manage accounts ensuring pertinent aspects of solicitation and closing are complete and documented

• Maintain hotel relationships with key accounts to increase customer satisfaction and account revenue

• Develop and conduct persuasive verbal sales presentations to prospective client

• Weekly telephone research professionally qualifying all local and regional outside sales calls. Appointments should be made where possible and specific information obtained prior to actual call. This also applies to potential cold calls (non appointment and scheduled). Responsible decision makers name and potential annual sleeping rooms/hotel revenue should be obtained prior to actual call. Fridays or non "direct selling" times are suggested for this duty.

• Implementation of, unless otherwise specified by Director of Sales & Marketing or General Manager, a minimum of 25‑30 qualified outside sales calls weekly.

• Develop and maintain an "active and inactive" trace card file depicting all outside sales and inside sales call activity. In addition, complete and file individual sales call reports in local offices.

• Upon request of clients, and in the absence of appropriate designated sales personnel, book overnight accommodations for corporate transient, corporate groups, and local business contact. Upon return of appropriate personnel communicate clearly all transactions made.

• Correspond with potential customers providing any requested information concerning bids, proposals, confirmation of bookings, thank you letters, follow up letters, etc. In conjunction with other office personnel, maintain accurate and up to date records of all sales department functions and transactions.

• Conduct hotel tours and entertain qualified potential clients in accordance with the company and property policies.

• Review weekly, if not daily, results of all activities completed by the sales coordinator.

• Responsible for reporting to the Director of Sales & Marketing to make specific recommendations concerning their individual territories or market segments.

• Assist the Director of Sales and Marketing in the research and development of any annual business or marketing plans directly related to their market segments or territories.

• Submit required monthly/quarterly/annual reports to the Director of Sales & Marketing, General Manager and designated Metro Hospitality personnel.

• Local community involvement as it benefits the hotel, via approved memberships in organizations.

• You will Assist Director of Sales & Marketing in the development or research of pricing and policies updating.

• Present a clean, pleasant professional image to project a positive polished appearance to potential guests and clients.

• Contribute and work as a "team" member in all facets of the position.

• Perform other services and duties as requested by the Director of Sales & Marketing or General Manager. Sales managers may be called on to host functions and participate in, or conduct sales blitzes, travel and work extended hours to achieve departmental goals.

SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES:

• To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

• Ability to write reports, business correspondence, and procedure manuals.

• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists.

• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.

Qualification Requirements:

• To perform this job successfully, an individual must be able to perform each essential duty and responsibility satisfactorily.

• The requirements listed below are representative of the knowledge, skill, and/or ability required.

• Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Preferred experience in hotel transient sales or related industry

• Coordinate various departments' participation in servicing accounts

• Excellent working knowledge of all operating processes

• Able to create, implement and analyze manual and automated reports

• Comprehensive knowledge of technical and managerial applications of PMS and Delphi and appropriate PC applications

• Operational knowledge of reservations sales process

• Operational knowledge of national sales process

• Familiar with legal and contractual agreements

Education and/or Experience:

• Fifth year college or university program certificate; or two to four years related experience and/or training; or equivalent combination of education and experience.

Source: Hospitality Online