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Sales Manager

3 months ago

Santa Monica, United States Sand & Sea Full time
Job DescriptionJob Description

PROPERTY:

Shore Hotel

TITLE:

Sales & Marketing Manager (Shared Services)

DEPARTMENT:

Sales & Marketing

STATUS:

Exempt, Full Time, Regular

SUPERVISED BY:

Director of Sales & Marketing and General Manager

SUPERVISES:

Sales & Marketing Coordinator

The Sales & Marketing Manager is highly motivated, multi-tasking, goal oriented individual responsible to generate revenue and room nights in the transient markets, manage assigned accounts, create high guest satisfaction, and solicit past and new business to meet and exceed all revenue goals set on a monthly and yearly basis. The Sales & Marketing Manager role is also responsible for assisting the Sales Department in the efficient execution of all administrative duties, coordination of client needs as they relate to the sales process and organization of the sales department.

ESSENTIAL DUTIES:

  • Generate, achieve and develop targeted transient sales volume, reflecting budgeted levels of revenue generation and profitability.
  • Upsell/negotiate services to maximize revenue and profit.
  • Provide exceptional customer service through relationship development, strategizing account development with DOS and creating plans that fully exhibit commitment to the fulfillment of customer expectations.
  • Sell the Hotel creatively, utilizing a goals/benefits/features approach to securing business.
  • Assert comprehensive knowledge and keen awareness of the Hotel’s primary market, its surrounding areas and resources.
  • Maintain a working knowledge and awareness of the competition in current and changing conditions; frequently visiting facilities and reporting on the business climate as it relates to competitive advantage.
  • Prospect, research and solicit new accounts.
  • Identify and develop new transient market opportunities and strategies, aggressively pursuing the appropriate mix and type of business that will best achieve the Hotel’s sales plan and direction.
  • Produce and/or review all sales contracts, rate agreements, and/or banquet/catering event orders while they monitor, and handle inquiry calls and provide client proposals in accordance with established departmental policies and procedures.
  • Responsible for maintaining the integrity of Sales records and reports including the Booking database (if applicable), Account files and any forecasted account volume.
  • Responsible for the on-line RFP Management processes as applicable for securing corporate negotiated Accounts.

  • Actively participate in Revenue Strategy meetings with DOS, GM, Revenue Manager and other members of the leadership team.
  • Participate in team brainstorming sessions, Hotel staff meetings and client events as required for specific business situation, or as requested by Director of Sales or General Manager.
  • Arrange and conduct site inspections, escort client visits, actively entertain, and personally interact with customers, as appropriate for transient travel development.
  • Produce monthly sales-related reports and sales forecasts for assigned area of responsibility.
  • Promote the Hotel through regular industry involvement and exposure at local and/or national events.
  • Network through active participation in the local community and professional associations, activities and events
  • Promote the City and the Hotel via planned sales calls and occasional sales trips to personally meet with clients outside of immediate area.
  • Attend and represent hotel at trade shows and conventions and/or participate in sales trips to key feeder markets.
  • Maintain a high level of professional standards including appearance, demeanor, ethics and image of self.
  • Maintain positive employee relations in a supportive, team-oriented environment.
  • Actively support the development, training, mentoring of all associates and accept such responsibilities if assigned by the Director of Sales or General Manager.
  • Perform special projects or duties as requested by Director of Sales or General Manager which include sales meeting preparation, gift certificates, donations, amenities and VIP communication.
  • Qualify leads for the sales department and execute small meetings and social room blocks.
  • Assist with in house meetings as needed by department head

  • Ability to comprehend and follow instructions, to make decisions without supervise
  • on and to prioritize tasks in order to meet appropriate deadlines.
  • Maintain and create email blasts and promotions for sales department
  • Create and edit memos, letters, and representations for the sales department
  • Maintain lists of all vendors
  • Design, create gifts for guest services and sales
  • Take incoming sales phone calls and inquiries
  • Responsible for coordinating sales processes and customer relations
  • Act as a reliable administrative support system for the Sales Manager and Director of Sales and Marketing
  • Respond, generate and send leads, proposals and contracts to clients in a timely manner
  • Assist with event qualifications, coordination and management
  • Must be able to work a flexible schedule to include weekends and holidays.

ESSENTIAL JOB QUALIFICATIONS & COMPENTENCIES:

Proven success in the following job competencies:

  • Honesty; has honest, direct, and factual communication and actions with internal and external customers.
  • Collaboration; proactive in building supporting, nurturing, and service-oriented relationships with employees; works collaboratively to resolve problems and enhance productivity; Remains open to others' ideas and tries new things.
  • Integrity & Loyalty; conducts self with high level of ethics and makes decisions with honest intentions that are in the best interest of the company and employees. Keeps commitments; inspires the trust of others; Works with a high level of integrity and ethically; Upholds organizational values.
  • Humble; conducts self and treats all employees with respect; without arrogance, degradation, or coercion; treats all employees with equal regardless of position/status.

  • Innovation; constantly searches for best practices in technology, services, and procedures. Displays original thinking and creativity; Meets challenges with resourcefulness; Generates suggestions for improving work; Develops innovative approaches and ideas.
  • Analytical: Highly detail-oriented, proficient with managing, editing, analyzing large volumes of complex numerical data.
  • Flexible; considers others point of view to find the best solution for customer and company; proven ability to be flexible and adapt to change; adapts to changes in the work environment; manages competing demands; changes approach or method to best fit the situation; able to deal with frequent change, delays.
  • Problem Solving: Uses a professional, neutral/unbiased, and highly diplomatic inter-personal approach.
  • Interpersonal: Customer focused and effective relationship-building skills; ability to effectively interact with all employee levels; frontline, Managers, Directors, Executives;
  • Diversity: Strong commitment to diversity and equality in a company culture.
  • Communication: Strong communication (verbal and written) and presentation skills.
  • Multi-Tasking: Ability to operate under pressure in a fast paced environment; able to deliver effective results, meet tight deadlines and targets.

EXPERIENCE:

  • Must have minimum 2 years office experience assisting senior management in all clerical duties, preferably in the hotel industry.
  • Must have minimum 2 years office in sales, preferably in the hotel industry.
  • Recommended previous sales & marketing experience at a 4 Diamond or more Hotel.
  • Must be proficient in Microsoft Word, Excel, PowerPoint, and Outlook. Experience in Opera helpful.

EDUCATION:

  • Associate Degree in degree in business management or hospitality or related field or equivalent of 2 years relevant work experience required.

WORKING CONDITIONS & PHYSICAL WORK DEMANDS:

  • Able to sit and work at a computer keyboard for extended periods of time.
  • Able to stoop, kneel, bend at the waist and reach on a daily basis.
  • Able to lift and move up to 10 pounds occasionally.
  • Regular and on-time attendance is critical.
  • Hours occasionally exceed 40 hours per week and work weekends as needed.
  • Ability to stand during shifts

OTHER:

  • Other duties as assigned.

__________

Employee initial

Note: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skill, and/or ability required and is not intended to be an exhaustive list of all duties, responsibilities or qualifications associated with this job.