Senior Sales Manager - Hotel

Position Summary:

Under general direction from the Director of Hotel Operations, responsible for coordinating the generation of new business for the hotel operations by identifying, developing and maintaining accounts to drive group revenue and market share growth. Sells hotel rooms, services, catering, venue space and other property amenities to prospective groups, both externally and internally, ensuring that the goals and objectives are obtained.    

This list of duties and responsibilities is illustrative only of the tasks performed by this position and is not all-inclusive.

Essential Duties & Responsibilities:

• Solicit, negotiate and confirm new and repeat business through various efforts (outside sales calls, telemarketing, direct mail, referrals, networking, internet prospecting, etc.) to maximize revenues to meet/exceed goals. Efforts are to be in compliance with established company sales process standards
• Record, notify and coordinate customer specifications with other departments and quickly, efficiently respond to customer issues, comments and problems to ensure a quality experience and enhance future sales prospects
• Create and distribute effective internal and external communication (written and verbal)
• Develop and implement creative sales strategy by analyzing historical, current and future hotel/market/account trends
• Develop and continually enhance relationships with key corporate, business and travel industry accounts
• Maintain accurate, legible records and files consistent with established automated or manual sales system
• Participate in training, trade shows, field trips and community, industry and professional organizations to maintain high visibility in support of the achievement of sales and revenue goals
• Perform special projects and other responsibilities as assigned and participate in task forces and committees as requested
• Represent property at various trade shows.
• Working with Events, Catering and Food & Beverage Departments to grow group revenue and customer's day-to-day needs are met while identifying viable opportunities for deliberate initiatives designed to improve operational and financial performance.
• This position consistently provides a high level of exposure of TMCR in major market areas through direct sales solicitation, telephone contact, written communications, and involvement in the community
• The Sr. Sales Manager has direct oversight of planning and managing the overall sales and marketing for a Full Service Hotel, Casino & Events Conference Center.
• The intention is to achieve optimal occupancy growth in existing accounts and generating new business all to maximize total revenue and meet / exceed hotel profit objectives.
• This role will oversee day-to-day operations of the hotel sales division including but not limited to direct sales efforts follow-up and proper sales administration and training.
• This role will ultimately recommend the sales forecast marketing advertising sales plans programs and annual budget, manages within approved plans and budgets.
• Coordinate all group transient and catering sales solicitations and bookings to maximize overall revenue
• Develop recommend implement and manage the division's annual budget and the advertising public relations marketing and sales plans and programs for the hotel, casino and conference event center to maximize rate occupancy and food & beverage opportunities thus ensuring TMCR meets/exceeds revenue profit goals and expectations.
• Proactively conduct outside sales calls conduct sales tours and entertain clients.
• Understand the content reflected in contracts and how to negotiate terms within.
• Develop and maintain market awareness to ensure ability to predict revenue opportunities and set proactive strategies.
• Monitor production of all top accounts and evaluate trends within your market.
• Comply with attainment of individual goals as well as team goals and budgeted metrics.
• Train all members of the hotel staff on how to recognize and capitalize on all sales opportunities to increase hotel occupancy and revenue.
• Supervise Catering & Event Management Team (as applicable) to ensure that the Catering Food & Beverage and Conference, Event Center Room rental budgets are met or exceeded.
• Develop a full working knowledge of the operations and policies of the hotel including Sales Food and Beverage Front Office and Reservations.
• Maintain strong visibility in local community and industry organizations.
• Attend and / or conduct daily / weekly / monthly meetings and any other functions required by management providing training on a rotational basis.
• Maintains professional working relationship and promote open lines of communication relationships to achieve initiatives with respective marketing partner(s) and other internal departments.
• Employ revenue management techniques to recommend corporate rate proposals within STS Cloud Software (Salesandcatering.com Experience a plus).
• Accurately prepare and present Requests for Proposals that are mutually beneficial to both the customer and the hotel.
• Reports sales data to Senior Management through analysis and offer insights into improvement strategies
• Maintains up to date with industry trends, changes in the market, and new technologies that can improve sales strategy.
• Represent the company effectively with comprehensive knowledge of our offerings.
• Prospect for new contract business using a wide variety of methods including phone calls, outside sales calls, attending community functions, internet prospecting, supplier partnerships, trade journals, etc.
• Develop, implement and constantly modify sales action plans.
• Manage and maintain an accurate and up-to-date contact management system, STS Cloud.
• Performs other duties as required.

Direct Reports:  Hotel Sales Manager and Sales Coordinator.

Access to Sensitive Areas:  Access to guest personal information and vendor invoices as well as Hotel storage areas.

Signatory Authority:  All Hotel and Catering & Banquet related forms.

Minimum Qualifications:

Bachelor’s Degree in Business or related field is required, unless waived by Executive Management.  Five (5) years of experience in hotel sales.  Excellent communication, interpersonal and decision-making skills required Will require a deep knowledge in groups meetings customer procurement strategies and structure, an expertise in account buying behaviors and strong internal training development Must be able to successfully pass a pre-employment drug/alcohol screen, background investigation, obtain and maintain gaming license. 

Knowledge, Skills and Abilities:

• Extensive knowledge in groups meetings customer procurement strategies and structure with expertise in account buying behaviors.
• Extensive knowledge of negotiation and sales associated with the hotel industry.
• Knowledge of Property Management systems such as Infor/HMS.
• Knowledge of Banquet and Event systems such as Triple Seat, STS, and Amadeus.
• Excellent written skills to produce sales and marketing communication that properly reflects the resort’s image
• Excellent speaking and presentation skills
• Ability to perform critical analysis.
• Ability to manage extensive amounts of information
• Considerable ability to listen effectively
• Ability to work effectively both independently and as a team member
• Ability to manage and organize complex projects and establishes priorities consistent with department/resort objectives
• Ability to effectively interact department heads, customers and team members, which may require high levels of patience, tact and diplomacy
• Ability to manage multiple projects, meet and work effectively under time and resource constraints.

Physical Demands:

The employee may be required to stand for prolonged periods, walk; use hands for dexterity of motion; stoop, bend, kneel or crouch, and have normal auditory and verbal communications skills.  The employee must occasionally lift and/or move up to 25 pounds.  Frequent local or regional travel, using personal vehicle. Periodic domestic travel required. Occasional competitive property visits, industry & other meetings/events.

Work Environment:

While performing the duties of this position, the work environment is occasionally noisy and employee will work indoors and outdoors (exposed to weather conditions). Additionally, the employee will be exposed to cigarette smoke.