Area Manager Business Transient Sales

2 weeks ago

Hanover, United States Southern Management Companies Full time

GET TO KNOW THE HOSPITALITY DIVISION:

Southern’s Hospitality Division owns and operates four properties – The Hotel at the University of Maryland and The Cambria College Park in College Park, MD, The Hotel at Arundel Preserve in Hanover, MD and Bear Creek Mountain Resort in Macungie, PA. The properties range from a AAA 4-diamond rated conference center to a learn-to-ski full-service resort as well as a boutique 150 room independent hotel located between DC, Baltimore and Annapolis and one of the top performing Cambria hotels in the Brand. The dynamic teams at each hotel bring the properties to life and with seasonal employment total nearly 1,500 FTE’s. Overall, the division is focused on creating unique, personalized experiences for our guests and visitors while striving to be the preferred employer in all the markets we operate in.


WHAT WE ARE LOOKING FOR:

The ideal business transient sales leader is a well-established, high-performing manager with experience in high-paced, upper-upscale independent properties. The Area Director of Business Transient Sales solicits and secures new and existing Corporate/Consortia business to meet/exceed revenue goals of The Hotel at the University of Maryland (HUMD), The Hotel at Arundel Preserve (HAP) and Cambria College Park (CAM) through telephone solicitation, outside sales calls, sales trips, site inspections, and strong written communication. In addition, this leader provides sincere service through actions that display self-confidence, grace and courtesy to guests and colleagues.


WHAT WE EXPECT FROM YOU:

  • Excellent time management skills to equally share multi-property representation for three suburban properties, combine trips and synchronize sales activities effectively and efficiently.
  • Achieve tactics outlined and agreed upon by the Area Director of Revenue, drive brand awareness, and meticulously identify target accounts, partnerships and affiliations.
  • Solicits and secures new and existing negotiated accounts to meet/exceed revenue goals through telephone solicitation, outside calls, site inspections, and written communication.
  • Reworks and maintains old account files and solicits new accounts.
  • Responds to all correspondence from assigned areas and traces dates for reworking and follow up.
  • Conducts site inspections and entertains potential clients as appropriate.
  • Participates in sales presentations, trade shows, property site inspections and customer meetings.
  • Completes a weekly sales activity report identifying account activity and productivity on a weekly basis.
  • Maintains ongoing contact with key travel managers, agencies and elite consortia partners.
  • Maintains a positive working relationship with all departments that interact with business travel clients.
  • Utilize Delphi to maintain an account management information database that incorporates all communication with the client and the property.
  • Assists in facilitating resolutions on major challenges between individual travelers, travel managers, travel agents and properties to ensure positive relationship with each entity.
  • Prepares and implements a quarterly action plan that details all activities of the position.
  • Provides month-end commentary about account production as requested by the Area Director of Revenue.
  • Participates in revenue optimization meetings, quarterly sales meetings and management meetings as deemed necessary by the Area Director of Revenue.
  • Utilizes all existing Southern Management resources for the prospecting of new corporate or leisure business.
  • Develops detailed proposals, contracts and correspondence and tailors them to the specific programs and their negotiated terms while maintaining profitability goals of the hotels.
  • Maximizes total negotiated and consortia revenues by developing ideas that encourage upselling, creative planning, and emphasize service offerings.
  • Stays abreast of industry trends and makes recommendations of changes which would affect operations.
  • Maintains an up to date working knowledge of all property amenities as well as any special events.
  • Interacts with property staff in a professional manner, assisting other departments with necessary information.
  • Communicates in English effectively verbally and in writing.
  • Demonstrates the qualities of a team player and interacts with all guests and fellow associates in a positive and friendly manner.


JOB KNOWLEDGE & SKILLS:

  • Excellent communication skills.
  • Ability to work with all levels of staff and extensive client contact.
  • Management experience preferred.
  • Attention to detail.
  • Customer service experience.
  • Strong organizational and time management discipline.
  • Understanding of hospitality operating systems – Delphi preferred.
  • Strong understanding of Sales and Marketing processes.
  • Operates effectively in stressful situations.
  • Ability to multi-task. Ability to perform a variety of duties, often changing from one task to another of a different nature without loss of efficiency or composure.
  • Ability to adapt to changing guest needs and business requirements.
  • Technical knowledge and competency in necessary systems and software: [Outlook, Word, Excel, Opera, ChoiceAdvantage, ProfitSword, etc.]

QUALIFICATIONS:

  • 2-3 years prior business travel sales experience required.
  • Demonstrated ability to secure, track, and grow local negotiated accounts.
  • Experience in working with independent hotels and multiple PMS systems.
  • Experience in partnering with brand national sales teams.


LIMITATIONS and DISCLAIMER:

The above job description only describes the general nature and illustrative level of work performed; it is not intended as an exhaustive list of duties, responsibilities, and required skills for the position. Team members will be required to follow any other job-related instructions and to perform other duties requested by their supervisor in compliance with federal and state laws. Requirements are representative of minimum levels of knowledge, skills and/or abilities necessary to perform each duty proficiently. Continued employment remains on an “at-will” basis.

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