Complex Business Sales Manager

Compensation Type

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.

With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

Location

Overview

The Complex Business Transient Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. BT Sales Manager must be familiar with GDS Systems, Psuedo-City Codes and Reporting. He/she is also responsible for month-end reporting and tracking of account production.

Responsibilities

• Attend and be prepared for daily Highgate Hotel Business Review (HHBR) meeting• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of andadherence to those policies by the sales team• Meet or exceed set goals• Operate the Sales Department within established sales expense budget• Participate in M.O.D. coverage as scheduled• Initiate and follow up on leads• Maintain and participate in an active sales solicitation program• Monitor production of all top accounts and evaluate trends within your market• Connect and maintain local negotiated accounts within the market along with developing new accounts• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program• Meet or exceed sales solicitation call goals as assigned by the Area Vice President of Sales & Marketing• Invite clients to the hotel for entertainment, lunches, tours and property tours• Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.• Assist in the preparation of required reports in a timely manner• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR)• Conduct a professional, thorough property inspection of the hotel with clients, exhibiting key features and benefits of the property• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts• Meet and greet onsite contacts• Work closely with brand Global Sales Office (GSO)• Develop networking opportunities through active participation in community and professional associations, activities and events• Entertain clients• Travel 

Qualifications

Education & Experience: • At least 3 years of progressive hotel sales experience• Must have a valid driver’s license in the applicable state.• Must have knowledge and able to analyze reports; Lighthouse, Amadeus, • Marriott MarRFP and MINT experience preferred• Marriott Consolidated Inventory System “CI” experience a plus

Physical requirements: • Long hours sometimes required.• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

General Requirements • Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.• Must be able to multitask and prioritize departmental functions to meet deadlines.• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.• Attend all hotel required meetings and trainings.• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.• Maintain high standards of personal appearance and grooming, which include wearing nametags.• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.• Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.• Must be able to maintain confidentiality of information.• Perform other duties as requested by management.