Sales Manager (Full Service) - Hilton Norfolk The Main

Overview

The Sales Manager is responsible for direct solicitation of a targeted client base by segment as assigned by the DOS through booking and selling activity quotas. This position is responsible for making telephone and personal sales calls, generating site inspections and booking all group related business to include but not limited to: corporate, local volume accounts, SMERF, relocation, government, military, training and local demand generator sourced business (i.e.; hospitals, schools, nursing and catering facilities). Maintains sales file for each client and reports weekly/monthly on bookings and call activity. Works closely with Reservations Manager filling in periods of soft demand during off peak and shoulder seasons, obtaining rate and stay approvals prior to transacting sales contracts with client.

Responsibilities

• Understand the target market segment(s) and sales plan (by segment, year, and month) for achieving the established sales booking goal.
• Establish lead sources for each target market segment and develop solicitation plan to meet weekly sales activity quotas: calls, site visits, and outside calls.
• Report progress punctually and proactively with the Director of Catering and Convention Services on planned and actual activity in daily pre shift, 1 on 1 meeting, and daily business review. 
• Follow the steps in the Group Sales Operating Plans to set up a customer, record solicitation activity, and prepare contracts in the CRM.
• Use Selective Sell Guidelines and rates, dates, space, and menus approved in Daily Business review prior when extending sales contracts to clients.
• Elevate any nonstandard or post sale request to the DOCCS for review and approval.
• Turnover accurate and complete sales contract to the Catering and Convention Services Team so they detail and upsell the event.
• Coordinate with Reservations, Rooms Controller, Front Office and Finance for rooming lists, arrivals needs, and direct bill approval.
• Cultivate sales relationships with contacts identified as realistic sources of business and use sales and marketing entertainment allocated funds effectively.
• Participate in any Gold Key/PHR or franchise related sales programs including responding to brand generated leads.
• Attend Daily Business Review Meetings presenting new business for approval.
• Actively participate in sales presentations, property tours and customer meetings
• Professionally represent the hotel in community, at industry organizations and events and while entertaining clients.
• Lead special projects and other responsibilities as assigned. Participate in task forces and committees as requested.

Qualifications

TypeQualificationEducationFour-year college degree preferred, however any combination of education and training within hotel sales may also be considered.SkillPrior experience as a group sales manager in an upscale full service hotel environment - Proficient computer skills (Delphi, Word, Outlook, Excel) - Ability to communicate effectively and positively with internal and external clients - Problem solving skills - Ability to establish and master goals - Strong multi tasking and organization skillsSkill

• Sound people and interactive skills.
• Ability to work independently, self motivated.
• Strong multi tasking and organizational skills.
• Clear written and verbal communication skills.

Experience

• Prior experience as a group or transient sales manager in an upscale full service hotel environment.

ExperienceSome college preferred.