Group Sales Manager

Tiempo Completo

The Group Sales Manager is a highly motivated individual who will solicit and visit new and existing accounts to meet and exceed revenue goals through telephone solicitation, outside sales calls, site inspections and written communication. The ideal candidate is responsible for the future development of account sales of all segments with 10-50 rooms on peak nights.

Essential Job Functions

• Determine, develop, and execute action plans against existing and new target accounts to achieve and exceed sales revenue expectations. 
• Develop, maintain ongoing relationships with competitive set and customers and actively participate in community organizations and professional associations to maintain visibility and market share. 
• Continually target and prospect new business using marketing and sales resources
• Have a working knowledge of the hotel's surroundings including the history, culture, and points of interest
• Qualify incoming leads and send proposals, contracts and addendums if needed to negotiate group business using marketing and sales resources
• Negotiates guest room rates, meeting room rental, function space, and hotel services within approved booking guidelines
• Follow up on outstanding proposals and contracts to effectively close business
• Process definite contracts and route information effectively and appropriately to the hotel turnover catcher who in turn will forward on to the operations team
• Analyze competition, market trends and customer needs to continually assess the productivity against established goals and budgets
• Analyze historical, current, and future hotel performance to capture the maximum amount of revenue and meet/exceed his/her individual sales goals and sales budget
• Maximize revenue by selling all facets of the hotel to include golf, restaurant, spa, and F&B outlets
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented in required sales and catering system
• Conduct tours of property to meeting planners and other potential customers while informing of all hotel services available; entertain customers on property during site inspections, pre-planning trips, and program operation when appropriate
• Completed required site forms to alert the hotel of the tours
• Competently utilizes the required systems/equipment and platforms to effectively evaluate availability, profitability and track the progress of groups from proposal through execution.
• Maintain accurate, organized, and up-to-date files including computer filing and sales platform records (attachments, traces, activities, etc.)
• Complete business evaluation process to maximize revenues for rooms with the Director of Sales/Revenue
• Actively participate in all sales/operational meetings
• Quarterly travel is required to attend customer events, conducts outside sales calls, and participate in trade shows
• Perform other duties as assigned to meet business needs.

Education/Experience

• Bachelor’s degree in hospitality or tourism management required
• Two (2) to three (3) years of hotel/resort sales or conference services experience required

Requirements

• Must be able to speak, read, write, and understand the primary language used in the workplace.
• Must be able to read and write to facilitate the communication process. 
• Requires good communication skills, both verbal and written. 
• Ability to identify and develop accounts
• Extensive knowledge of meeting room capacities, banquet set-up, audio-visual, and any other pertinent details as they relate to sales
• Knowledge of hotel and competitive market.
• Must possess basic computational ability. 
• Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and iVvy.
• Excellent interpersonal and sales-related skills.
• Exceptional organizational and supervisory skills.
• Exceptional food and beverage knowledge and pricing.
• May be required to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form; to deal with problems involving several concrete variables in standardized situations.

Physical Demands

• Most work tasks are performed indoors. Temperature is moderate and controlled by hotel environmental systems.
• Must be able to sit at a desk for up to 5 hours per day. Walking and standing are required the rest of the working day. This includes traveling to and from meetings. Length of time of these tasks may vary from day to day and task to task. 
• Must be able to exert well-paced ability to maneuver between functions occurring simultaneously. 
• Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis.
• Must be able to lift up to 15 lbs. occasionally.
• Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.
• Talking and hearing occur continuously in the process of communicating with guests, supervisors, and other employees. 
• Vision occurs continuously with the most common visual functions being those of near vision and depth perception.
• Must have finger dexterity to be able to operate office equipment such as computers, printers, multi-line touch tone phone, FAX machines, photocopiers, and other office equipment as needed. 

Work Environment

• Must be able to work effectively in a stressful environment, communicate with others, effectively deal with customers, and accept constructive criticism from supervisors
• Must be able to change activity frequently and cope with interruptions