Sales Manager 1-CSO

2 weeks ago

Halifax Regional Municipality, Canada Corporate Full time

JOB SUMMARY

Handles incoming leads for large groups room nights) and catering leads for hotels supported by the Canada Sales Office, in an assigned geographic area. 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 

High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.
OR 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. Experience selling large group business experience, either at a property or in a sales office. Knowledge of the group sales process for all brands and how to close a sale. Team-based selling experience.  Hospitality Management Degree.

CORE WORK ACTIVITIES

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 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 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 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 groups room nights).  Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

Works collaboratively with other sales channels 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.

MANAGEMENT COMPETENCIES

Leadership

Adaptability - Maintains performance level under pressure or when experiencing changes or challenges in the workplace. Communication - Conveys information and ideas to others in a convincing and engaging manner through a variety of methods. Problem Solving and Decision Making - Identifies and understands issues, problems, and opportunities; obtains and compares information from different sources to draw conclusions, develop and evaluate alternatives and solutions, solve problems, and choose a course of action. Professional Demeanor - Exhibits behavioral styles that convey confidence and command respect from others; makes a good first impression and represents the company in alignment with its values.

Managing Execution

Building and Contributing to Teams - Actively participates as a member of a team to move the team toward the completion of goals. Driving for Results - Sets high standards of performance for self and/or others; assumes responsibility for work objectives; initiates, focuses, and monitors the efforts of self and/or others toward the accomplishment goals; proactively takes action and goes beyond what is required. Planning and Organizing - Gathers information and resources required to set a plan of action for self and/or others; prioritizes and arranges work requirements to accomplish goals and ensure work is completed.

Building Relationships

Coworker Relationships - Interacts with others in a way that builds openness, trust, and confidence in the pursuit of organizational goals and lasting relationships.  Customer Relationships - Develops and sustains relationships based on an understanding of customer needs and actions consistent with the company’s service standards. Global Mindset - Supports employees and business partners with diverse styles, abilities, motivations, and/or cultural perspectives; utilizes differences to drive innovation, engagement and enhance business results; and ensures employees are given the opportunity to contribute to their full potential.

Generating Talent and Organizational Capability 

Organizational Capability - Evaluates and adapts the structure of own assignments and suggests improvements to work processes to best fit the needs and/or support the goals of an organizational unit. Talent Management - Provides support and feedback to help individuals develop and strengthen skills and abilities needed to accomplish work objectives.

Learning and Applying Professional Expertise

Applied Learning - Seeks and makes the most of learning opportunities to improve performance of self and/or others. Business Acumen - Understands and utilizes business information to manage everyday operations. Technical Acumen - Understands and utilizes professional skills and knowledge in a specific functional area to conduct. Sales Call Facilitation - Ensures that a call serves its sales objectives; maximizing the productiveness of interactions by monitoring and building on customer cues. Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals. Knowledge of Contracts - Knowledge of contractual agreements and legal implications. Sales Ability: Persuasiveness - Using appropriate interpersonal styles and communication methods to gain acceptance of a product, service, or idea from prospects and clients. Basic Competencies - Fundamental competencies required for accomplishing basic work activities. Basic Computer Skills - Uses basic computer hardware and software personal computers, word processing software, Internet browsers, etc.). Mathematical Reasoning - Demonstrates ability to add, subtract, multiply, or divide quickly, correctly, and in a way that allows one to solve work-related issues. Oral Comprehension - Demonstrates ability to listen to and understand information and ideas presented through spoken words and sentences. Reading Comprehension - Demonstrates understanding of written sentences and paragraphs in work-related documents. Writing - Communicates effectively in writing as appropriate for the needs of the audience.

Prince Edward Island Applicants Only: The salary range for this position is to annually.

British Columbia Applicants Only: The salary range for this position is to annually.

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