Sales Manager

Job Description:

The Sales Manager handles incoming leads from the "high impact" market and maximizes revenue through actively upselling each business opportunity to maximize revenue for individual properties. Aligns customer profile with the appropriate product by aligning customer preference with brand integrity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery in accordance with brand standards.

QUALIFICATIONS

• Bachelor’s degree or equivalent experience.
• 2 years sales experience (1 year in hospitality or related field)
• Negotiation skills.
• Business communication skills.
• Conflict management skills.
• Read, write, and speak English fluently.
• Willing to relocate.
• Understanding/knowledge of computers.
• Present a professional appearance and confidence.
• Ability to execute a Sales and Marketing Plan to enhance revenue.
• Creativity in designing events.
• Ability to direct/motivate team to meet and exceed goals.
• Time management skills.
• Ability to communicate effectively with public and other employees.
• No employee will pose a direct threat to the health/safety of self or others.

PERFORMANCE STANDARDS

• CUSTOMER SERVICE: Deliver the best service, quality and value to every customer, every time. Maintain customer satisfaction as the driving philosophy of the business. Personally demonstrate a commitment to customer service by soliciting and responding promptly to guest needs. Commit to satisfying every guest. Level of service provided to major accounts and groups meet or exceed customer expectations.
• PEOPLE: Manage people according to Davidson’s values. Maintain a positive, cooperative work environment between staff and management. Emphasize training and development as a way of doing business in order to empower employees to successfully perform their jobs. Help to develop management talent by acting as a mentor for others. Ensure employees fully understand performance standards, review process, and reward successes. Train employees to increase level of customer sales and service skills on an ongoing basis.
• QUALITY: Know the department operating standards and consistently meet those standards; including set up and maintaining an approved filing system, keep clients information organized according to standards, etc. Meet deadlines and respond to corporate, CVB and system sales leads in a timely manner. Require little to no supervision. Seek out assignments to improve the Sales department.
• MANAGING THE BUSINESS: Analyze the hotel’s demand segments, sources of business for each, and manages pricing and rooms inventory to maximize revenues and profits. Know the principle competition for each segment and leverage hotel’s relative strengths against each. Identify and effectively react to major revenue opportunities on an ongoing basis. Accurately forecast revenues

and profit potential from accounts and groups within acceptable variance levels. Meet or exceed sales goals for group bookings/corporate accounts, new leads, contacts and number of weekly sales

calls. Maintain effective involvement with key community organizations. Demonstrate effective sales skills to obtain maximum RevPAR.

ESSENTIAL FUNCTIONS

• Constantly. Demonstrate positive leadership characteristics, which inspire employees.
• Constantly. Ensure proper billing.
• Constantly. Maintain good working relationships with other departments, employees and guests.
• Constantly. Maintain professional relationships with customers in order to continue to re-book their business and penetrate business opportunities that each of them may control.
• Constantly. Maintain work area clean and organized.
• Constantly. Make sales calls each week.
• Constantly. Promote employee empowerment.
• Constantly. Report all unsafe conditions immediately.
• Constantly. Responsible for the “high impact” market for the hotel – highest booking pace goals.
• Constantly. Sell total hotel (rooms, facilities, outlets).
• Frequently. Complete all necessary correspondence for operating departments in order to execute the functions as contracted.
• Frequently. Confirm acceptable group business.
• Frequently. Draft proposals, letters, contracts.
• Frequently. Entertain guests, clients.
• Frequently. Prospect all potential avenues for group business.
• Frequently. Qualify customers for group, catering, and transient business.
• Frequently. Service all groups while in-house as required by level of commitment in contracts.
• Frequently. Work closely with Convention Services/Catering Sales/Reservations to ensure all contractual agreements with the customer have been met.
• Occasionally. Assist Director of Sales/Marketing in preparation of advertising and publicity.
• Occasionally. Assist in training sales managers.
• Occasionally. Attend all mandatory meetings.
• Occasionally. Be involved in community organizations as directed.
• Occasionally. Complete history and credit checks on all groups as required by Company policy.
• Occasionally. Complete other duties as assigned by supervisor to include cross training.
• Occasionally. Coordinate VIP deliveries.
• Occasionally. Plan and conduct pre-cons/post-cons.
• Occasionally. Plan reader board surveys.
• Occasionally. Prepare displacement analysis, when necessary.
• Rarely. Function as Director of Sales in their absence.

PHYSICAL REQUIREMENTS

• SITTING: Constantly. Standard office furniture, padded swivel chair.
• STANDING/WALKING: Constantly. Tours of hotel, showing meeting space and guest rooms, office errands.
• CROUCHING (BEND AT KNEES): Occasionally. Lifting luggage, boxes, sales materials, lower file drawers.
• KNEELING/CRAWLING: Rarely. Inspecting rooms.
• STOOPING (BEND AT WAIST): Occasionally. Picking up debris.
• TWISTING (KNEES/WAIST/NECK): Occasionally. Tours of hotel, conversing in person or by telephone.
• CLIMBING: Occasionally. Stairs, step stool.
• BALANCING: Rarely.
• LEG/FOOT USE: Rarely.
• REACHING (OVERHEAD/EXTENSION): Occasionally. Retrieving storage items, handshakes.
• HANDLING/GRASPING: Occasionally. Office supplies, handshakes, opening doors.
• FINGERING/FEELING: Occasionally. Paperwork, keyboard, PC.
• PUSHING/PULLING: Occasionally. Average weight: 20 lbs.; maximum weight: 50 lbs. Boxes of sales collateral, props.
• LIFTING/CARRYING: Occasionally. Average weight: 20 lbs.; maximum weight: 50 lbs. Boxes of sales collateral, props.
• OTHER PHYSICAL DEMANDS: Rarely.

USE OF SENSES

• TALKING IN PERSON: Constantly. Guests, public and employees.
• TALKING ON TELEPHONE: Constantly. Guests, public and employees.
• OTHER SPEECH REQUIREMENTS: Occasionally. Public speaking.
• HEARING IN PERSON: Constantly. Guests, public and employees.
• HEARING ON TELEPHONE: Constantly. Guests, public and employees.
• OTHER HEARING REQUIREMENTS: Rarely.
• NEAR VISION: Frequently. Corrected to 20/40; personal contact, PC, paperwork.
• FAR VISION: Occasionally. Corrected to 20/40; property tours.
• DEPTH PERCEPTION: Occasionally. Walking property, handshakes.
• COLOR VISION: Rarely. Color coded forms.
• FULL FIELD VISION: Occasionally. Tours of hotel.
• SMELL: Rarely. Detect potential hazards and odors.

MENTAL REQUIREMENTS

• INTERACTION WITH OTHERS/COMMUNICATIONS SKILLS: Constantly. Professionally deal with difficult situations/people, pre-cons/post-cons, room blocks, VIP contact, written/verbal contact with varied individuals, contact with varied educational backgrounds, inter-departmental communication, planning trade shows and sales blitzes.
• DEADLINES/SHIFT WORK/OVERTIME: Frequently. Meet deadlines as required. Meet multiple priorities of business demands. Contract production within 48 hours, guarantees called for at the 72-hour mark.
• FLEXIBILITY: Frequently. Multiple priorities, changing priorities, adapt to guest needs and demands, last minute changes, contract alterations.
• PACE: Frequently. Dictated by guest demands and needs.
• HIGHLY REPETITIVE WORK: Frequently. Phone solicitation, contract production, paperwork, sales calls.
• ATTENTION TO DETAIL: Frequently. Contract production and follow-through, communicating needs to operations, buying needs of clients.
• OTHER PSYCHOLOGICAL DEMANDS: Frequently. Constant drive for creativity, teamwork, extensive use of persuasion.

ENVIRONMENTAL SETTING

• SAFETY REQUIREMENTS (I.E., CLOTHING, SAFETY EQUIPMENT REQUIRED, ACTIVITIES PERFORMED): Occasionally. Adhere to safety standards and procedures.
• EXPOSURES (FUMES, CHEMICALS, VIBRATIONS, HUMIDITY, COLD, HEAT, DUST, NOISE): Occasionally. Outside sales calls, exposure to weather.
• OPERATION OF EQUIPMENT/TOOLS/VEHICLES: Occasionally. Hand tools, vehicle, copy machine, PC.

Benefits:

• Health Insurance
• Dental Insurance
• Vision Insurance
• Life Insurance
• 401(K)
• Paid Time Off
• Company Discounts