Senior Group Sales Manager

POSITION OVERVIEW

The Senior Sales Manager is responsible for proactively generating new group business while providing account management for new and existing accounts, with the goal to meet or exceed budgeted revenue goals. They will work with other sales associates to achieve individual and team goals while ensuring all customers receive the highest level of service, in accordance with hotel standards. They will qualify, negotiate, prepare, and execute contracts, while ensuring all involved departments are aware and responsible.

DUTIES AND RESPONSIBILITIES

• Proactively generate new business, provide account management for new and existing accounts, and work with other sales team associates to meet and exceed monthly revenue goals.
• Prepare and execute sales action plans, negotiate rates/contracts, and qualify customers.
• Identify and pursue prospective accounts from internal and external market information, as well as information from purchased lead sources, analyze historical and other statistical information (market segment, account production and pricing, account mix goals), participate in conducting customer qualifications, and prepare customer call analysis reports.
• Maintain product knowledge at all times, including all relevant rate structures and promotional offers.
• Collaborate with the Director of Sales and Marketing and Director of Revenue Management to achieve targeted ADRs and segmentation mix goals.
• Successfully meet or exceed quarterly individual production goals based on assigned markets.
• Within established parameters, quote and negotiate prices with customer representatives, generating contracts; sign for the hotel and obtain customer signature to close transactions.
• Upon closing, coordinate and follow up with other hotel departments to ensure delivery of superior guest services.
• Prepare weekly, monthly, quarterly, and annual reports as required by hotel guidelines.
• As directed, compile and input account, customer, and booking information to the Sales Information Management System.
• As directed, participate in trade shows, conventions, and promotional events within the hotel, the industry, and customer organizations.
• Negotiate contracts and commission agreements with end-user customers and intermediaries, providing proven solutions that both achieve and protect the financial goals of the hotel.
• Maintain, prospect, independently solicit, and book business.
• Create monthly reports to track the success of campaigns.
• Drive key customer relationships through personal involvement in the sales process.
• Be highly visible and interface with guests on a regular basis to obtain feedback on quality of product, service levels, and overall satisfaction.
• Participate in departmental meetings and continually communicate a clear and consistent message regarding the departmental goals to produce the desired results.
• Maintain a professional and personable appearance at all times, according to hotel standards.
• Successfully achieve the hotels core competencies including work product, teamwork and culture, guest and customer service, work ethic, impact-oriented problem solver, and entrepreneurship.
• Primary duty will be performing work that is directly related to the hotels business operations and customers. This includes exercising discretion and independent judgment with respect to matters of significance.
• All other duties as requested.

QUALIFICATIONS

• Previous experience in a similar role in a luxury or upper upscale hospitality operation.
• Proficient in managing and using sales automation and PMS systems.
• Knowledge of forecasting sales and interpreting/analyzing results to plan and conduct budgetary analysis.
• Strong computer skills, including Microsoft Office.
• Strong communication skills, both verbal and written, including service recovery and resolution.
• Ability to stay calm under pressure and manage multiple concurrent demands while prioritizing responsibilities.
• Aptitude to perform numerical analysis of data and formulate conclusions and solutions.
• Approachable, authentic, and engaging demeanor, setting an example for all Associates.
• Results oriented and highly motivated self-starter.
• Flexibility to work a varied schedule, which may include weekends and holidays.
• Requires writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability, and visual acuity.

BENEFITS

• Medical
• Dental
• Vision
• Pet Insurance
• Employer paid Life/STD/LTD
• Fully vested 401k
• Employee Assistance Program
• PTO
• Holiday Pay (Hourly)
• Recognition Program
• Volunteer Initiatives
• Marriott Hotel Travel Discounts
• Tuition Reimbursement Program

Reasonable accommodation(s) may be made through the interactive process when necessary to allow qualified applicants and associates to perform the duties of this position.

We are an equal opportunity employer and value diversity. All employment is decided on the basis of qualifications, merit, and business need.