Sales Manager

**SCOPE AND GENERAL PURPOSE**

To provide direction and support to reporting team members working closely with the General Manager*/Operations Manager* and National Sales Director to achieve market segments, revenues and occupancy targets as laid down in the property business plan. These goals will be realized with a proactive and innovative approach to emerging business trends and the development and solicitation of business from all markets to ensure the necessary advance bookings needed for a successful and profitable operation for the hotel.

MAIN DUTIES

1. Direct the solicitation efforts of the sales staff through effective oral and written communication while overseeing rate, date and space commitments for group room sales within the hotel.

2. Interview, hire, train, recommend performance evaluations, resolve problems, provide open communication and recommend discipline and/or termination when appropriate.

3. Ensure training programs are conducted regularly and LHM standards of performance are met. Give guidance and counsel staff toward improvement.

4. Compile and/or direct the preparation of reports pertaining to the operation of the Sales Department to include, but not limited to the annual and monthly Forecast, Marketing Budget, Booking Report, star reports and Sales Meeting minutes

5. Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies. Make reasonable recommendations to improve potential from various markets.

6. Develop and conduct persuasive verbal sales presentations to prospective clients. Internally promote Crescent programs.

7. Meet with and entertain clients some of which will require travel.

8. Communicate both verbally and in writing to provide clear direction to the staff.

9. Initiate preparation of computerized annual Sales & Marketing Plan and execute plans as outlined, critically examining and adjusting as deemed necessary by current market conditions.

10. Organize and/or attend scheduled Sales Department and related meetings.

11. Take an active and contributory role in the development of the annual Rooms Revenue budget.

12. Take an active contributory role in creating and ensuring full implementation/update of the rolling sales and marketing plan in accordance with the Business Plan Strategy defined for the property.

13. Target, coach, mentor, motivate and monitor team members’ performance in assigned market segments providing training and direction as required to achieve budget revenue targets.

14. Actively participate in the hands on selling process by retaining market segment responsibilities and revenue targets as agreed with the direct supervisor and the National Sales Director.

15. Ensure the achievement of proactive sales activity goals such as telemarketing sales calls, personal sales calls, site inspections, mail-outs, e-bulletins and sales follow-up calls to maintain and increase the property profile, retain existing clients and capture new business.

16. Ensure the effective qualification of all leads and time/cost effective scheduling of sales calls by all team members in order to maximize on effective use of time.

17. Work with the General Manager, Guest Services and Sales staff to develop recommend and implement room rate policies and special packages in order to maximize on revenue and occupancy.

18. Monitor competitors’ rates, facilities and promotions

19. Ensure professional and timely distribution/follow-up on correspondence/contracts.

20. Participate in the design/development of advertising programs in accordance with both National Brand direction and LHM company policy.

21. Ensure full and proper implementation of a trace file system in order to maximize on lapsed/repeat/potential business.

22. Liaise closely with Guest Services/Food and Beverage to ensure proper assessment/acceptance of business in line with Yield Management Strategy and the budget.

23. Host and attend or ensure attendance of a property representative at client entertainment functions and networking meetings.

24. Review group histories and accounts in order to facilitate decision making to improve occupancy and rate.

25. Ensure timely and professional preparation of sales and statistical reports and maintenance of record keeping systems by all members of the Sales Team.

26. Personally conduct Sales calls both individually and with team members as required to assess and provide assistance in developing new accounts, relationship building, follow-up and closing the sale.

27. Arrange or where appropriate, represent the property (brand) or company at Trade Shows.

28. Maintain a proactive and professional working relationship with National Sales and Brand Sales where applicable to the property.

29. Be alert to business trends, including occupancy/demand peaks and troughs and contribute innovative ideas in order to contribute to the profitability of the property.

30. Prepare and p