What are the responsibilities and job description for the SALES MANAGER position at Holiday Inn, La Mirada?
Job Details
Description
BASIC PURPOSE: Generate hotel revenues through the art of sales.
ESSENTIAL FUNCTIONS:
- Solicit and manage market segment to achieve and exceed budgeted revenue goals.
- Maintain and review revenue quotas bi-weekly.
- Prospect all potential avenues for group/transit business.
- Cultivate leads, establishing relationships and providing exceptional service to existing accounts.
- Spend 80% of time on proactive direct client solicitation via telemarketing, outside sales calls, and tradeshows in search of new business.
- Achieve and exceed personal sales goals.
- Conduct site inspections and entertain qualified potential clients in accordance with company policies.
- Participates in sales trips to key feeder markets and attends trade shows to promote the hotel.
- Participates in industry and community organizations representing the sales opportunities for the property.
- Greet and welcome groups contact upon arrival to the hotel as often as possible. Establish a time to meet for a few minutes sometime throughout the groups stay.
- Maintain minimum weekly sales activities
- Sales:
Telemarketing Calls: 30-50 Week
Past groups history, reader boards, membership directories, local business directories (on-line) and web searches according to segment/competition. Example: Knowland Reader Board Leads
Outside Calls: 25-35 per week
Calls can be existing customers as well as NEW
10 maintenance, 15-25 NEW
On-site Appointments: 3-8 per week
Lunch 2 per week
Site Inspections 3 per week
2 Full days outside sales calls
For all outside sales, call reports must be submitted by Friday 4:00pm.
- Power Hour from 10:00am to 11:00am, Monday-Thursday.
- Attend weekly sales meetings.
- Maintain accurate and up-to-date records in Delphi Management System.
- Complete daily traces and enter daily activities in Delphi.
- Complete summary of weekly activities must be finalized by 4:00pm every Friday, for weekly reporting.
- Provide an update about his/her adopted hotels on a weekly basis. This is part of the Reader Board shop calls of the competition.
- Perform Lobby Lizard Ambassador duties once a week.
- Perform MOD day, usually on a Sunday and according to staff calendar rotation.
- Analyze inquiry requirements, outline available hotel facilities and services and quote rates.
- Execute prompt and courteous service to ensure that guest expectations are exceeded.
- Complete all necessary correspondence for operating departments in order to execute the functions as contracted.
- Embrace our brand Stay Real guest service culture.
- Work closely with Catering Services and Reservations to ensure all contractual agreements with the customer have been met.
- Maintain professional relationships with customers in order to continue to re-book their business and penetrate business opportunities that each of them may control.
- Be involved in community chamber organizations to establish hotel brand presence, obtain leads and/or referrals, as assigned by Director of Sales.
- Draft proposals, letters and contracts etc.
- Plan and conduct pre/post event meetings when deemed necessary.
- Submit expense reports by the last Friday of the month, unless the last day lands on any other weekday.
- Use the propertys email system and maintain their email box, as is policy. Additionally, this position may or may not have access and/or control over the email box of their supervisor(s).
- Appropriate business use of telephone and voice mail system.
- Greet internal and external customers in a friendly and professional manner.
- Knowledge of and compliance with all Emergency procedures. Reports unsafe conditions, as appropriate.
- Maintain a professional and friendly relationship with other departments, team members and guests.
- Maintain work area in a neat and orderly fashion.
Qualifications
Education: High School diploma or equivalent required, 2 year college degree preferred
Experience: A minimum of 3 year of hotel sales.
Skills and Abilities: Ability to negotiate, convince, sell and influence professionals and/or hotel guest(s). The job also requires customer service skills and proper telephone etiquette. Must possess great communication skills, be efficient and a team player. The position requires awareness and experience in sales to ensure revenue goals are met monthly.
No. of employees supervised: None
Travel required: Yes
Hours Required: Fifty (50) plus hours per week with flexible shifts/days. Likely to include weekends and holidays.