Group Sales Manager

2 months ago

Irvington, United States Enchantment Group Management Company LLC Full time
Job DescriptionJob Description

Level: III

Basic Function: Selling properties to group clients to exceed room night/revenue objectives. Acquire and maintain accounts that produce the most profitable business for our properties within assigned market segments/territories as well as work to ensure that external and internal clients are satisfied with the product and service

Work Performed:

  1. Contact businesses / organizations in defined geographic or market areas through direct outside sales efforts for the purpose of securing business for the Hotel / Resort properties to ensure that pre-determined sales expectations are met / exceeded
  2. Use sales system at 'expert level' for concentrated market penetration, reporting on specific strategies and effectiveness, utilizing support services as needed. Log all information in sales system and maintain accurate / current files
  3. Employ excellent communication and listening skills to qualify accounts and clients through a minimum of 25 sales calls per day
  4. Research, identify, analyze and develop new business opportunities
  5. Use Social Media and other research and prospecting tools available (internet, periodicals, etc.) to prospect intelligently and 'map' accounts
  6. Manage current accounts / clientele to ensure continued profitability
  7. Plan and execute sales trips to feeder cities, trade shows and inbound property FAM trips
  8. Conduct site inspections with potential accounts and industry professionals
  9. Conduct direct solicitation and in-person sales calls on assigned / established accounts and potential new accounts, selling all property space and services in an accurate fashion
  10. Continuously grow knowledge of resorts and area infrastructures, allowing for better communication of options and benefits to potential clients
  11. Promptly respond to all inquiries and correspondence from customers, prospects, and designated representation firms
  12. Research, negotiate and answer incoming group requests with the company's best interest in mind
  13. Use consultative selling approach to ensure all aspects of the group's program is addressed appropriately, adapting approach in soliciting / contacting clients as needed for result-producing prospecting
  14. Prepare accurate proposals, cost estimates and contracts
  15. Work with accounting department to provide proper documentation to establish client billing
  16. Develop new / customized promotions or packages and submit recommendations to the Director of Sales / Marketing for review and approval
  17. Disseminate important client information to all applicable departments / staff
  18. Stay abreast of industry trends and make recommendations of changes which would affect all aspects of company / property profitability
  19. Conduct Hotel / Resort tours and entertains qualified potential clients in accordance with the company and property policies
  20. Involve active participation in industry and civic organizations representing opportunities for business
  21. Provide weekly schedule, weekly production reports, quarterly review of business plan, pre and post trip reports, expense reports, etc., as requested by Director of Sales / Marketing
  22. Maintain close operation with other departments in arranging accommodation, services, and special events for clients
  23. Participate in Sales / Marketing department meetings
  24. Maintain flexible schedule including weekends, evening and early morning hours and holidays, modifying hours as needed to ensure best sales efforts
  25. Other duties as assigned

Supervision Exercised: May supervise one or more administrative assistants / sales representatives

Supervision Received: Corporate Director of Sales

Responsibility & Authority:

  1. Deal effectively with all departments and regular communication with appropriate manager
  2. Ensure that group / guests have a positive experience and take necessary steps to correct deficiencies
  3. Negotiate room blocks, room rates, function space, food and beverage prices, and Hotel / Resort services within approved departmental booking guidelines
  4. Confirm in writing to the client and all affected Hotel / Resort departments all group requirements via group sales contract, corporate rate agreement, or catering event order

Minimum Requirements:

Bachelor's degree from four-year College or university; or equivalent related work-related experience. Minimum 2 years Group Sales Manager experience in a high-end full-service hotel/resort. Must practice superior sales skills that result in closing of sales and ensures building and maintaining of professional business relations. Must have proven track record for anticipating and following through on leads to maximize sales. Ability to problem solve and follow through to ensure client needs/expectations are exceeded and handle conflict. Must have strong organizational skills, excellent written and verbal communication skills, and be able to perform and prioritize multiple tasks with ease. Strong computer skills and hospitality systems experience required and advanced knowledge of Delphi.fdc, and IDeaS RMS a plus. Ability to travel, and project a professional self-image. Must have the ability to work productively with internal sales staff and other operating departments. Ability to handle obstacles in a positive and professional manner and to effectively communicate these problems, along with suggested solutions to immediate supervisor. Strong guest and team member relations skills. Strong ability to adapt to change.

Physical Requirements:

90% Sitting

10% walking and standing

Lifting/carrying up to 20 lbs.

Hearing and manual dexterity

Distance vision 1-3 feet

Ability to work in all types of weather conditions

Ability to drive a car/golf cart

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