Sales Manager

**Job Summary**
The Sales Manager is accountable for driving top-line sales, generating leads for group and corporate
business, and boosting Food & Beverage and banquet revenues. They oversee overall revenue
business and achieve revenue goals established for the hotel. In addition, will implement sales and
marketing strategies which facilitate achievement of budget objectives, profitability and return on
investment, through building strong business relationships and using effective negotiations and sales
practices.
**Duties & Responsibilities**
Assist the General Manager in the development of the hotel business plan
Represents the hotel to individuals, groups and corporations in order to ensure repeat business
and gain new business
Research new account opportunities through the use of Cold Call techniques, Websites, and
other new business lead opportunities. Proactively solicit new and repeat business using
appropriate selling techniques. Conduct inside and outside Sales Calls (pre-qualified and cold
calls).
Represents the hotel to the local community.
Works with corporate operations and sales & marketing to ensure the appropriate hotel
implementation of special promotions and sales initiatives.
Maintains a close liaison with other Hotel Managers/Sales Teams in order to ensure maximum
impact from regional sales and marketing efforts.
Supports the service personnel in any way possible to enhance guest experience and
satisfaction.
Meet and exceed personal sales room night revenue goals: monthly, quarterly and yearly
Utilize Opera sales system in compliance with IHG Hotels brand standards
Stay familiar with industry trends via appropriate publications/trade memberships
Following up on leads in a timely and professional manner within the respective territory both
by telephone and by written correspondence
Fully qualifying each piece of business to understand the full potential of the booking
Learn the strengths and weaknesses of our top competitors so as to be able to sell against them
Develop and maintain close and effective working relationships with all supporting departments
Maintaining positive relations with all Guests, Vendors, Colleagues and Global Sales Offices
while portraying a professional IHG image at all times
Attend/participate in hotel committees, staff meeting
Follow up on Groups to ensure customer satisfaction
Duties as assigned by the General Manager.
**Minimum Qualifications and Skills**:
A minimum 3-4 years of hotel sales experience, preferably with corporate market experience
A proven track record in cultivating business relationships and strong prospecting skills
Strong negotiations, presentation, influencing skills and decision-making capabilities
Experience in Hotel industry with knowledge of competitive markets considered definite asset.
Ability to identify markets, develop sales/marketing strategies to penetrate markets in line with
company business plan.
Possesses excellent organizational and time management skills
Exceptional communication and strong interpersonal skills; innovative, resourceful and results
oriented.
Background in the development & execution of business, marketing and sales plans.
Proactive sales approach, assertive, fast-paced, and driven to succeed
Must be able to travel and may be required to work evenings and weekends as required
Demonstrates strong leadership, team, communication and coaching skills
High degree of professionalism and dedication
**M**ENTAL **E**FFORT**:

- Listening and mental attentiveness in dealing with customer queries, and Director’s
requirements.
- Mental effort required in multi-tasking and handling interruptions that require refocusing.
- Mental and visual concentration during computer work daily.
PHYSICAL EFFORT
- Standing for long periods of time.
- Walking for a long period of time.
- Performs computer work daily.
**W**ORKING **C**ONDITIONS**:

- Governed by concurrent and dynamic deadlines, despite conflicting priorities and frequent
interruptions.
- Constantly handling of queries and calls from guests, potential guests, and other departments.
- Must have own vehicle and willingness to travel to events as required.
- Occasionally required to travel.
- Must be able to work flexible hours.
**T**YPE OF **S**UPERVISION **R**EQUIRED**
Reports to the General Manager and the Director of Sales & Marketing and works under mínimal to
no supervision. The Individual has complete responsibility to take whatever action is deemed
with immediate supervisor