Business Transient Sales Manager

Full-Time

Choice Hotels International, Inc (NYSE: CHH) is one of the largest lodging franchisors in the world. A challenger in the upscale segment and a leader in midscale and extended stay, Choice® has more than 7,400 hotels, representing over 625,000 rooms, in 45 countries and territories. A diverse portfolio of 22 brands that run the gamut from full-service upper upscale properties to midscale, extended stay and economy enables Choice® to meet travelers' needs in more places and for more occasions while driving more value for franchise owners and shareholders. The award-winning Choice Privileges® loyalty program and co-brand credit card options provide members with a fast and easy way to earn reward nights and personalized perks. For more information, visit www.choicehotels.com. 

The ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.

Our managed hotels portfolio includes Radisson Blu, Radisson, Radisson Red, Park Plaza, and Country Inn & Suites by Radisson.

The Business Transient Sales Manager works to maximize sales occupancy and rates in conjunction with hotel operations, to increase profits by increasing business transient sales and generating business through aggressive sales efforts.The Business Transient Sales Manager reports directly to the Director of Sales and Marketing.

Core Responsibilities:

• Conduct a successful, aggressive solicitation process involving outside sales calls, inside appointments, telephone calls, email, personalized letters, and direct mail. As a proactive Business Transient Sales Manager, 80% (eighty) of the time should be spent in active sales solicitation.
• Assist the Director of Sales and Marketing, in creating a realistic, and aggressive, annual marketing plan. Update your portion of this plan monthly to ensure it is up to date and changes with market conditions.
• Quarterly Action Plan to be created each quarter, that ties into the annual marketing plan and market conditions. This includes developing sales strategies and timelines for the business transient sales segment.
• Respond to all Brand RFPs by the provided due date. Discuss the account and rate strategy with the Director of Sales and Marketing and Director of Revenue Management before responding to the RFP. This will include all Consortia and Corporate business requests, through Lanyon.
• Partner with Group and Catering Sales managers to penetrate top accounts
• Clearly outline on Inquiry sheets the client’s annual room night production, budget information, decision maker/process and client’s hot buttons. Will also cross sell for catering and group room blocks and forward all leads found to the appropriate Sales Manager of that property.
• Obtain, document, and route all necessary information on definite CNR/LNR accounts, including billing information, credit application (if applicable), how the client books, GDS loading instructions (if applicable), VIP arrangements and client hot buttons.
• Forecast business transient production monthly, per property, and provide to each Director of Sales and Marketing to ensure a property forecast can be created.
• Provide feedback to the Director of Sales and Marketing, on any account/client changes including number of rooms needed, method of booking changes and any other pertinent information.
• Maintain an updated account list, for front desk and Director of Sales and Marketing, to include name of the account, Client ID, Rates (by season if applicable) and any rate inclusions such as breakfast, Wi-Fi, etc.
• Verify CNR/LNR rate information provided during rate audits.
• Quarterly review of accounts and their production. Have quarterly calls with clients to discuss past quarter’s production and see if there are any future changes.
• Shop comp sets each season to ensure accurate rate data at all competitor hotels. Maintain that information on a Google spreadsheet for property Director of Sales and Marketing.
• Review Hotelligence/H360 for comp set rates and corporate account production.
• Look at arrival reports at each property to identify new in-house LNR, project business or for CNR accounts that may have more production.
• Use H360 on a weekly basis to identify new trends and accounts at comp set hotels and the submarket. Discuss with that property Director of Sales and Marketing if the account works into the hotel’s overall top line revenue strategy.
• Attend trade shows and local events that will further enhance client relationships and drive new business to your properties.
• Achieve all assigned KPI’s. Including sales solicitation goals, bookings, and lead response times.
• Make Director of Sales and Marketing aware of any business transient offers/e-blasts that need to be created.
• Prepare any sales reporting needed by management or ownership.
• Maintain total and complete sensitivity to customer satisfaction and guest’s needs.
• Assist the Director of Sales and Marketing on special projects as assigned.

Requirements:

• Strong business communication and presentation skills, both verbal and written.
• Talk and listen to clients, demonstrating excellent sales skills by knowing and selling the hotel in a professional and courtesy manner. Demonstrate proven creative thinking to win the business.
• High work ethic and self-initiative
• Strong computer skills in Microsoft Suite products and sales systems.
• Some travel may be required
• Adheres to proper attendance guidelines as established by employee handbook and property Director of Sales/General Manager.
• May be required to work varying schedules to reflect the business needs to the property.
• Must possess basic computational ability.
• Focus and maintain attention to tasks, and complete work assignments on time, despite frequent interruptions.
• Highly organized and be able to keep information for each property accessible for the property’s Director of Sales and Marketing.
• Ability to maintain excellent relationships with staff, managers, corporate staff, and ownership.
• Must always maintain staff & guest confidentiality.
• Ability to lead departmental meetings and participate in/lead hotel team meetings if needed.

Ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.

Choice Hotels International is an equal opportunity employer and affirmative action employer. Employment practices and decisions are not influenced by an applicant’s race, color, religion, sex, national origin, age, sexual orientation, gender identity or express, disability veteran status, genetic information or any other characteristic protected by law.

In compliance with the Immigration Reform and Control Act of 1986, this offer of employment is conditional upon your presenting documents verifying your identity and legal authorization to work in the United States.  All offers of employment are conditional upon the satisfactory completion of a background check and E-Verify.