Senior Sales Manager
3 weeks ago
Handles incoming leads for large groups (e.g.,25-100 room nights) and catering leads for hotels supported by the Canada Sales Office. Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty. Verifies that business is turned over properly and in a timely fashion for quality service delivery. Drives customer loyalty by delivering service excellence throughout each customer experience.
CANDIDATE PROFILE
Required
Education and Experience
- High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.
- 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.
- 4 years of experience selling large complex group business experience, either at a property or in a sales office.
- 4 year college degree.
- Knowledge of property operations, Food and Beverage (F&B).
- Knowledge of the group sales process for all brands and how to close a sale.
- Team-based selling experience.
- Hospitality Management Degree.
Managing Sales Activities
- Responds in a timely manner to incoming large group/catering opportunities that are within the parameters of the Group Sales team within the Sales Office.
- Refers opportunities to appropriate sales associate if business is outside the Group Sales parameters.
- Understands the overall market (e.g., competitors’ strengths and weaknesses, economic trends, supply and demand) and how to sell against them.
- Verifies that business booked is within hotel parameters.
- Closes the best opportunities for each property based on market conditions and individual property needs.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
- Transfers accurate, complete, and timely information to property in accordance with brand standards.
- Up-sells each business opportunity to maximize revenue for individual properties.
- Understands and utilizes company marketing initiative/incentives to close on business.
- Follows up on opportunities uncovered by sales executives.
- Implements process improvements and best practices.
- Leverages other Group Sales resources and administrative/support staff to achieve personal and team related revenue goals.
- Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.
- Verifies that business is turned over properly and in a timely fashion for quality service delivery.
- Handles incoming leads for large groups (e.g.,25-100 room nights).
- Performs other duties, as assigned, to meet business needs.
- Works collaboratively with other sales channels (e.g., Market Sales, on-property resources) to establish coordinated sales efforts that are complementary and not duplicative.
- Drives customer loyalty through excellent customer service throughout the sales process.
- Serves the customer by understanding their needs and recommending appropriate features and services that best meet their needs.
- Builds and strengthens relationships with existing and new customers to enable future bookings.
- Builds and maintains strong working relationships with key internal and external stakeholders.
- Creates clear expectations for customers and properties throughout the sales process.
- Resolves guest issues that arise as a result of the sales process.
- Brings issues to the attention of Property and Group Sales leadership teams as appropriate.
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