Sales Manager

Position Summary:

Implements and directs the property’s sales activities with the Marketing Plan; coordinates service, activities related to the sales function to maximize customer satisfaction and overall profitability. The Sales Manager is responsible for revenue production and for the hotel meeting and/or exceeding planned revenue objectives for RevPAR occupancy and average daily rate (ADR). Manages all areas of sales according to achieve a professional rapport within the business community.

Job Responsibilities & Duties:

• Direct the sales activities to achieve budgeted goals:

a. Directs the development of annual sales goals; ensures they are fully understood and implemented.

b. Directs the reporting and appraising of results against planned objectives; coordinates sales activities; takes appropriate action to maximize sales and effect valley periods.

c. Assists in the development of the Marketing Plan and strategies to increase share from competitors when the hotel revenue penetration goals are not being met.

d. Assists in the preparation of the budget and ensures the department operates within cost constraints.

e. Controls dates, availability, and rates on guest rooms and meeting space.

f. Establishes room rates subject to Marketing Plan.

g. Maintains effective plan of correspondence.

h. Participate in revenue management calls, rate strategy meetings, develop annual sales budget,

i. Motivating others and showing willingness to personally demonstrate a successful method of selling beyond goals and expectations.

j. Participate in Revenue Management calls and implement strategies by using tools such as STAR reports, demand analysis and other applicable front office system reports.

• Solicits, evaluates, sells and confirms business to meet overall budgeted sales and profit margin:

a. Qualifies prospective leads as to profitability.

b. Designs and proposes programs to meet client needs.

c. Negotiates with client to achieve maximum profit for the hotel while satisfying client needs.

d. Coordinates transient and group room commitments to ensure proper market mix.

e. Internet prospecting dedicating time each day to researching the internet for meetings, conferences, events and sports groups coming to the area, using this information to solicit possible future business.

f. Making cold calls, direct sales calls, sales blitzes and hotel tours. In addition, maintaining excellent working relationships with existing clients while exploring ways to increase revenue.

g. Manage RFP process for corporate and SMERF

h. Soliciting new business to ensure all revenue goals are achieved or exceeded within all market segments (Corporate, SMERF, Government, Tour & Travel, etc.)

i. Identify business opportunities, and proactively research, analyze and tele-market prospective clients.

j. Develop/maintain knowledge of market trends, competition and customers.

k. Abide by Prime Selling Time (PST) for Sales as outlined on contract.

• Oversees the coordination of various departmental activities as related to booked business to ensure customer satisfaction and hotel profitability:

a. Review sales work files to ascertain proper exchange of information.

b. Coordinate details with other Department Heads.

c. Maintain well documented accurate, organized and up-to-date file management system in order to serve clients and employees in the most expedient, organized and knowledgeable manner.

d. Use SalesPro along with the hotel PMS to manage hotel’s business, including but not limited to, generating reports, entering business, blocking space and building accounts.

e. For hotels not on SalesPro, they would be required to use the sales production report.

f. Both SalesPro and Sales Production Report activity need to be submitted to the GM and their Regional by 5PM every Friday.

• Insure that you are trained on how to utilize the information available from the hotel systems and reports:

a. Property Management System

b. Franchise based intranet & extranet systems

c. Revenue Management and room allocation

d. Tools and resources available through franchise company such as e-tools and other helpful tools available on Marriott Global Source (MGS)

e. Budget Information

f. Local competitors and market

g. Smith Travel Report