Senior Sales Manager

Job Description Summary

Reporting to the Director of Sales, the Senior Sales Manager is responsible for managing group bookings for the hotel. This person will work diligently to capture incremental business with a focus on the following: effective lead management, swift business review process, mastery of the sales and operating systems, timely and appropriate follow up, site presentations, business development and accurate turnovers to the events & operations team.

A successful candidate will be self-driven, have strong communication and customer-relations skills, and work quickly with accuracy. They will employ group sales strategies focused on improving Sonesta’s market visibility and revenue share. This includes creating and implementing regional and vertical-based sales strategies and tactical plans. Production results will be monitored and adjusted to current market conditions to stay nimble and react advantageously to competitors.

Job Description

DUTIES AND RESPONSIBILITIES:

• Create and implement hotel-level strategic and tactical sales plans that drive measurable  occupancy, increase average rates and improve business volume during off-peak periods.
• Enhance the image of the hotel in local community. Attends trade shows, community events and industry meetings.  Deliver sales activities/performance to ensure actual sales exceed the established revenue plan. 
• Manage and update Delphi.fdc daily with sales activities.
• Participate in daily business review meeting focused on speed to market.  KPIs will include improving conversion of inbound leads within defined deployment.  
• Use the sales process to qualify leads and better understand budget, buy factors, history, competition, decision makers and timeline to close.
• Formulate and submit sales proposals and contracts to prospective customers. Ensure accurate, compelling proposals are sent out with follow up traces and decision due dates.
• Responsible for meeting and/or exceeding revenue and room night targets. 
• Organize and lead on-site inspections for customers.
• Meet with clients in-house to rebook events and identify additional business opportunities. 
• Develops new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the hotel while maintaining guest satisfaction. Develop and maintain relationships with key clients.
• Coordinate with other hotel-level departments to facilitate services agreed upon by the Sales Office.
• Follow department SOPs and turnover complete files with all pertinent information. 
• Awareness of competition, top accounts, rates, and sales strategies on an ongoing basis. Stays abreast of trends in the market.

QUALIFICATIONS AND REQUIREMENTS:

• Property level group sales experience required.
• Ability to speak, read, and write fluent English; other languages beneficial.
• Professional verbal and written communication skills.
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances.
• Problem solving, reasoning, motivating, organizational and training abilities.
• Experience with Microsoft Office, Delphi, CVENT and Opera systems preferred.
• Ability to travel (including overnight travel) may be required.
• Valid driver’s license required.
• Ensure compliance with federal, state and local laws regarding health, safety, and alcohol services

All qualified applicants will receive consideration for employment regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
• Hospital Indemnity
• Critical Illness Insurance
• Accident Insurance