SALES MANAGER

Job Summary

The Sales Manager is responsible for using independent judgment to effectively solicit and book substantial profitable business into the properties taking into consideration the needs of the hotel as well those of the client. This position must be able to take the general pricing guidelines and booking patters into consideration and make sound business decisions that will positively impact the hotels revenue. The Sales Manager is responsible for becoming familiar with all accounts and taking initiative to research and solicit new opportunities in his/her market segments. The Sales Manager should have an upbeat, professional.

Qualification Standards

Education & Experience

• At least 2 years of progressive hotel sales experience in a specific market; or a 4-year college degree and at least 1 year of related experience; or a 2-year college degree and 2 or more years of related experience.
• Must have a drivers license in the applicable state
• College course work in related field helpful

Physical Requirements

• Flexible and long hours sometimes required
• Light work - exerting up to 50 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.

Mental Requirements

• Must be able to convey information and ideas clearly.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must work well in stressful, high-pressure situations including the ability to handle guest objections and disputes to satisfactory results and maintain a professional respectful approach.
• Must be able to show initiative in job performance, including anticipating what needs to be done before it becomes a necessity.
• Must maintain composure and objectivity under pressure.
• Must be effective in handling problems in the workplace, including, preventing, identifying and solving problems as necessary.
• Must have the ability to assimilate complex information, data, etc., from disparate sources and consider, adjust or modify to meet the constraints of the particular need
• Must be effective at listening and understanding in order to clarify the concerns and issues raised by co-workers and guests.
• Must be able to work and understand financial information data and basic arithmetic functions.

Duties & Functions

Essential

• Approach all encounters with guests and employees in a friendly, service oriented and professional manner.
• Maintain regular attendance and punctuality in compliance with Expotel Hospitality Service standards, as required by scheduling, which will vary according to the needs, but will include the daily Expotel Hospitality Service Business Review (EBR) meeting.
• Maintain high standards of personal appearance and grooming which include compliance with Expotel Hospitality Service dress code and wearing nametag when working.
• Comply at all times with Expotel Hospitality Service standards and regulations to encourage safe and efficient operations.
• Maintain a warm, friendly and professional demeanor at all times.
• At all times must be attentive, helpful and courteous to all managers, guests and fellow employees.
• Maintain work s that are neat and organized.
• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations. Ability to answer guest inquiries about hotel services, facilities and hours of operations.
• Develop a complete knowledge of company sales policies, S.O.P.’s and relevant information to sell and answer questions about hotel in assigned.
• Meet or exceed set goals.
• Operate in the sales department within established sales expense budget.
• Be familiar with all Expotel Hospitality Service sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Book room business while focusing on maximizing room revenue and average rate using standard rate quoting scenarios at all times. Up sell rooms when possible. Enter reservations according to standard operating procedures and handle all special reservations to include V.I.P reservations packages and discounts when necessary.
• Book and block rooms using hotel standards for Group Rooming lists and Booking Agreements.
• Operate in the Sales Department within established sales expense budget.
• Initiate leads, answer and direct all inquiry, sales, service and catering phone calls. Respond to all emails in a timely manner.
• Maintain and participate in an active sales solicitation program. Meet or exceed sales solicitation call goals as assigned by the ADOS.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Conduct a professional, through site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Abide by Prime Selling Time (PST).
• Assist in implementing special promotions relating to direct sales segments.
• Assist in the preparation of required reports in a timely manner.
• Attend daily Expotel Hospitality Service Business Review (EBR) meeting with Sales & Catering operations staff/General Manager.
• Respond to forwarded RFP leads in a timely manner.
• Maintain strong client relations and ensure that specifications are communicated and executed for a successful meeting experience for the meeting planner and attendees.
• Monitor and manage room blocks according to contract utilizing group history reports and information given by clients to maximize hotel revenue making adjustments as necessary.
• Review sales contracts as well as other important information, i.e. room block cut off date, special concessions, attrition clauses and validate with client via turnover letter. Verify correct space is on hold.
• Monitor and enforce program deadline dates and work with clients to release meeting space not needed to maximize hotel revenues.
• Answer incoming calls promptly, in an attentive, courteous and efficient manner.
• Maintain Trace File
• Monitor as needed, Social Media sites for the properties.
• • Perform any other duties as requested by the General Manager, ADOS or Executive Director of Sales & Marketing.
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Review meeting planner evaluations with the ADOS to ensure the issues receive follow-up.
• Contribute to annual sales and marketing plans, strategic revenue plans and budgets based on local knowledge of business trends and opportunities.