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Group Sales Manager

3 months ago

Chicago, Illinois, United States The Langham Chicago Full time
Primary Objective Of Position

The Group Sales Manager role is responsible to manage accounts, while achieving guest satisfaction and solicit past and new business to exceed revenue goals as assigned. The individual will serve as leader within Group team enhancing departmental effectiveness to achieve revenue goals, while developing own skill set with a deeper understanding of all sales segments and revenue management.

Responsibilities And Job Duties
  • Conduct elevated site inspections throughout property.
  • Meet booking goals to achieve budget and crossover.
  • Maximize revenue by selling all facets of the hotel.
  • Negotiate with clients to secure Group room nights for the hotel.
  • Develop and implement sales activities within Group market segment to achieve budgeted goals.
  • Present proposals to achieve maximum profit while satisfying client needs.
  • Follow up on assigned sales leads in a timely manner.
  • Maintain complete knowledge of all hotel services/features and hours of operation.
  • Maintain complete knowledge of and comply with all hotel and departmental policies and procedures.
  • Contact customers in-house to promote good will and foster additional business, repeat bookings, or referrals to other Langham properties.
  • Represent hotel at trade shows as specified by corporate trade show attendance guide. Set up exhibits involving bending, stooping, lifting and reading overhead.
  • Participate in business review meetings, special events, sales blitzes, and sales meetings.
  • Is familiar with basic operations of the Hotel's relevant computer systems.
  • Utilize Amadeus Advanced and Ideas for proper yielding of Groups.
  • Maintain Amadeus Advanced standards as it related to account profiling and documentation of accounts, contacts and bookings.
  • Effectively develop a prospecting plan while meeting prospecting goals.
  • Regularly meet with in-house clients, while entertaining, further developing relationships.
  • Effectively prospect comp set through utilization of Knowland ReaderBoards and following up accordingly on assigned leads.
  • Accurately complete and submit expense reports on a timely basis for approval and processing.
  • Other duties as assigned such as assisting with client requests on reservations.
  • Promote positive relations with guests and employees.
  • Maintain high level of knowledge in reference to The Langham product.
  • Maintain high level of knowledge of the competition's product.
  • Maintain good relations with counterparts at competing hotels; promote all Langham Hotels whenever possible.
  • Meet solicitation and maintenance call requirements, make outside sales calls, and handle all incoming inquiries.
  • Complete all assigned paperwork within a timely manner.
  • Plan and prepare appointments for sales trips, follow up in a timely manner.
  • Entertain clients in all outlets as necessary.
  • Successfully complete the training/certification process for this position.
  • Build and maintain positive relations with LHG Sales Offices.
  • Participate in conference calls.
  • Actively participate in the Langham Pipeline lead referral program.
  • Responsible for setting up sales calls and related entertaining activities for sales trips in assigned market.
  • Ability to properly qualify an incoming lead using Master Connection Associate's sales strategies and effectively achieve scoring on a mystery shop call.
  • Travel locally to conduct outside sales calls, promote the hotel and review competition reader boards to develop leads.
  • Research periodicals, internet, trade journals, and other publications to learn about potential business opportunities.
  • Prepare information for, meet with, and entertain clients as deemed appropriate by potential business from that account.
  • Set-up exhibits as needed.
  • Attend or host hotel events as required.
  • Audit or assist with client billing as required
  • Type contracts, letters, and reports.
  • Performs other duties as assigned by Supervisor.
  • Prepare weekly action reports and submit to DOS.
  • Execute complete, concise and informative turnovers of definite group bookings.
Special Skills Required
  • Ability to prioritize, organize work assignments, delegate responsibilities.
  • Ability to be successful and productive.
  • Ability to effectively communicate.
  • Ability to promote positive relationships with customers, guests and staff.
  • Ability to ensure confidentiality of guest and hotel data.
  • Ability to work within a cohesive team or perform job functions independently with minimal supervision.
  • Ability to seek knowledge and understanding of how to be effective, and what strategies to deploy to be successful.
  • Ability to enforce hotel's quality standards, procedures, etc.
  • Ability to follow up with corrections when necessary.
  • Ability to adhere with deadlines.
  • Ability to be a clear thinker, analyze and resolve problems exercising good judgment.
  • Ability to focus attention on details.
  • Ability to input and access information into computer.
  • Ability to remain calm and courteous with demanding/difficult situations.
  • Ability to manage workload and demands of the specialized market, with requests outside of typical work hours.
  • Ability to balance time and work well.
Education Required
  • High School diploma required
  • College degree preferred
Experience Required
  • A minimum of 1 year of previous sales experience, in the field of hotel, hospitality, travel, medical, pharmaceutical or real estate
  • Past hotel experience preferred
  • Luxury hotel sales preferred
  • Knowledge of Microsoft Word and Excel required
  • Knowledge of Delphi, Opera and Ideas preferred
Licenses Or Certificates

None.

EOE, Including Disability/Veterans

Source: Hospitality Online