Senior Sales Manager

4 weeks ago

Virginia Beach, United States Professional Hospitality Resources, Inc. and Ocean Beach Club LLC Full time

Overview:

  • Develop, implement, execute, and manage an in-depth strategy to include segment analysis, competitive environment, target accounts, and measurements for success. Maintains sales file for each client and reports weekly/monthly/quarterly on bookings and call activity. Work closely with the Director of Hotel Sales and Revenue Manager obtaining rate and stay approvals and maximizing revenue prior to transacting sales contracts with client. Achieves personal sales goals within revenue strategy for each property within the resort.
  • Senior Sales Manager will be responsible for group and transient market segments as assigned by DHS/ VP Sales and Marketing and subject to change based on revenue strategies and market conditions.
  • Organizational Scope: Working independently is a key characteristic; the expectation is that following the PHR Sales Operating Plan and providing departmental leadership will be equally important.
Responsibilities:
  • Develop effective sales plans and actions (roadmap for success.)
  • Conduct environmental scan of the overall market; competitors strengths and weaknesses, economic trends, supply and demand, and knows how to sell against these conditions.
  • Utilize all resources and information for account knowledge and penetration. Gains understanding of the locations primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.
  • Apply & execute strategies discussed in daily Business Review meetings and weekly Revenue meetings.

Sales Execution -

  • Demonstrate proactive solicitation and account saturation.
  • Responds to incoming group inquires within 24 hours.
  • Work collaboratively with off-property sales channels (Chamber of Commerce, Visit Virginia Beach, etc.) to ensure sales efforts are coordinated, complementary and not duplicative.
  • Apply rate and restriction approvals from Revenue Management prior to extending group sales agreement to client.
  • Apply negotiating skills and creative selling techniques to successfully negotiate contracts.
  • Provides accurate, complete and effective turnover to Event Management.
  • Assists DHS and VP of Sales and Marketing with special projects as assigned. Leads Group Sales Team as needed in sales calls and account appreciation events to acquire new business, increase loyalty and/or close on business.

Reporting -

  • Supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).Process all group sales contracts and ensure booking details are thoroughly communicated with Reservations and Operations on time.
  • Adhere to lead log follow up and client call trace systems.
  • Produce monthly sales activity reports on time.
  • Work with Revenue Management and DHS on reports as needed for Revenue Strategy and Business Plans.

Relationships -

  • Develop relationships within the assigned market to strengthen and expand customer base for group opportunities. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
  • Develop relationships within community to strengthen and expand customer base for sales opportunities.
  • Develop relationships with key internal stakeholders.
  • Incorporate brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
  • Produce excellent customer service by understanding client needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brands.


Qualifications:

Type

Qualification

Experience

Candidate must have a minimum 3 4 years of Association sales experience as a Group Sales Manager in an upscale full-service hotel

Skill

Demonstrated knowledge of the sales process (prospecting, data gathering, proposal writing, negotiating, close, follow-up) Effective written and verbal communication skills Proficient computer skills (Delphi, Outlook, Word, Excel, Adobe) Strong multi-tasking and organizational skills Capable of working independently; self-motivated but recognizes team Works inclusively to solve challenges

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