Sales Manager

This role will be part of our area cluster sales team for three hotels with a specific focus, overlooking duties for multiple properties. The Richmond cluster team is Marriott Brand heavy. We have opportunities with Marriott, Hilton and IHG. Prior hotel experience is a requirement for this position. 

About Company:

Our vision is to become the premier hotel development company with a concentration in Virginia, committed to excellence through strategic development and continued innovation in the hospitality industry. Guided by our core values, we will exceed the expectations of our guests and members and enhance the value of our partners' investments.

Our mission is to provide the ultimate guest experience through exceptionally talented associates committed to providing true hospitality. We do this by providing support, training, and growth for our team members while being fiscally responsible to our owners and investors.

About the Role:

The Sales Manager is responsible for an assigned market segment associated with group sales and meeting room facilities. Independently responsible for administrative support and client service coordination for the sales department and for development, solicitation, and maintenance of accounts as determined by the Director of Sales and/or Sales Leaders. Also performs a range of duties including the sales call process for leads, selling group blocks, processing, and servicing all requests for groups, handling all group customer inquiries, and producing status reports.

ESSENTIAL FUNCTIONS:

The sales manager works closely with the assigned sales team to execute the following tasks:

Guest Service

• Projects a professional image of the hotel (dress, appearance, hygiene, etc.)


• Has a friendly, personable style with guests. Anticipates customer needs before they ask.


• Responds promptly and follows through on guest concerns in an effective and friendly manner.


• Maintains professionalism regarding written correspondence and telephone etiquette for self and sales department.

Technical Knowledge

• Conducts direct selling activities in accordance with assigned sales activity and room night production goals.


• Knowledgeable of and practices effective telemarketing for segmentation focus. 


• Can properly qualify a prospect, determine demand potential, present features/benefits that match prospect needs, and gain “next step” commitment or “closing”.


• Knowledgeable of local area including special attractions, competing hotel facilities, restaurants, etc.


• Knowledge of hotel facilities including guest room and function room size and occupancy limits. Effectively communicates hotel products to guests.


• Knowledgeable of all hotel brand marketing programs


• Knowledgeable of reservation procedures, including group blocks, Central Reservations System, and property management system, etc. Can check a guest in or out of the hotel.


• Knowledgeable in billing and credit policies and procedures.


• Understands and effectively analyzes/oversees hotel/group booking pace to maximize yield.


• Compiles weekly and monthly reports as required by the Director of Sales or leadership. 


• Report any Revenue management concerns to Director of Sales or revenue team; manage blocks effectively.

Sales Operation

• Prepares sales contracts and proposals, maintains accurate sales files, prepares, and distributes correspondence to clients within hotel staff, and maintains trace system.


• Effectively handles solicitations for new business with in-house prospecting efforts. 


• Skillfully manages relationships with hotel’s top accounts in support of hotel efforts.


• Knowledgeable of and follow through on all policies including deposit requirements, cut-off dates, comp rooms, meal guarantees, public space policy, room rates, etc.


• Maintains accurate sales files, production reports, and sales PMS and/or trace system.


• Ensures sales files are effectively worked and maintained to company standards. Ongoing sales efforts communicated on paper call log if electronic system not available. 


• Attends and contributes to hotel revenue management meetings. (minimum 2-monthly)

• Meets sales goals; develops and implements monthly sales action plans. 

• Understanding and knowledge of Kalyan’s sister hotels with the ability to cross reference and share sell group and meeting opportunities. 

Marketing/Business Planning

• Completes all weekly and monthly reports accurately and timely.


• Effectively conducts market research, market segment tracking, and competition analysis as directed by the Director of Sales/General Manager. Understands and can draw accurate conclusions from Smith Travel Research Reports (STR).


• Understands and helps determine hotel pricing and rate improvement strategies.

Community Relations

• Maintains communication with competitive hotels, Convention & Visitors Bureau, and Chamber of Commerce (etc.) as directed by the Director of Sales or leadership. 


• Participates in community activities, employee activities, and guest events as directed by the Director of Sales.

 Inter-Departmental Relations

• Coordinates and maintains effective relations with other departments in the hotel to promote excellent guest service.


• Is aware of all departments’ roles and responsibilities. Coordinates with other departments on joint tasks as they relate to sales, particularly front office.


• Attends and participates in weekly staff meeting, ensuring all other departments are aware of hotel sales efforts, promotions and booking/group activity.

Requirements

• Prior sales and/or marketing experience is strongly preferred.


• Prior hospitality experience is preferred.

• Prior experience with hotel computer systems, analytical tools, and spreadsheet programs is preferred.

• Prior event/meeting/conference experience is a plus.


• Ability to plan, organize, and lead the activities of others.


• Strong initiative and work ethic.


• Strong multitasking and organizational skills.


• Punctual, reliable, and regular attendance mandatory.


• Strong attention to details.


• Customer-service oriented.


• Ability to work in a fast-paced environment.


• Excellent communication skills – verbal and written.


• Excellent interpersonal skills and relationship building skills.


• Excellent time, problem solving, and project management skills.


• Desire to learn and development new skills.