Senior Sales Manager

3 weeks ago

Tarrytown, United States Tarrytown House Estate Full time

Senior Sales Manager Essential Functions & Responsibilities:

  • Proactive account management with primary focus on the group intermediary segment healthcare, non-profit, Kosher, pharmaceutical, entertainment and legal.
  • Maintains relationship with each accounts’ key group buyers (large and small), end users as appropriate, and other buyers globally who impact the account’s group buying process.
  • Understand sourcing portal & can develop a plan to penetrate the primary markets.
  • Develop/implement key segment strategy & managing key accounts (both existing & target).
  • Make personal visits, when necessary to target areas and call on companies and associations located in the assigned market or area.
  • Dedicate significant amount of time to face to face & direct telephone sales.
  • Prospect  & update old account files and solicit new accounts.
  • Respond to all correspondence from assigned areas and trace dates for reworking and follow up.
  • Develop new accounts by being inquisitive about accounts they have for subsidiaries, competitors, and smaller groups.
  • Set-up site inspections and follow through with organizing site visit.
  • Attend trade shows pertinent to assigned areas and attend meetings, seminars, and functions through membership in association.
  • Meet sales goals as outlined by the Director of Sales and Marketing on a monthly, quarterly, and annual basis through entertaining, and maintaining relationships with existing & new accounts to meet and exceed revenue goals in rooms, food, beverage, and room rental
  •  Actively participate with industry organizations (MPI, PCMA, ASAE, etc.) locally/regionally. Will require a time commitment during regular business hours away from the sales office.
  • Employ revenue management techniques and strategies to recommend Group rate proposals.
  • Develop, implement, and constantly modify sales action plans.
  • Negotiate and close contracts that meet the hotel's business plan objectives. Desired arrival, departure and volume patterns must be met.
  • Act as Sales Leader for the team when DOSM is out of the office.
  • Develop & implement SMART plans monthly.
  • Utilize Delphi for merge documents, activity tracking, and follow up.

Senior Sales Manager Additional Requirements

  • Excellent communication skills - oral and written.
  • Must have achieved a substantial sales goal within the last 5 years.
  • Excellent networking, negotiation and presentation skills required.
  • Able to work flexible hours to include client entertainment.
  • Must be a skilled manager, have strong organizational skills, and have thorough knowledge and understanding of hotel operations.
  • Must be actively involved in key industry organizations and seen as a dynamic seller for the hotel.
  • New York City or New York metropolitan area experience is preferred but not required.
  • Excellent communication and organizational skills, and the ability to speak multiple languages is a plus.
  • Willingness to travel to other M&R hotel locations for training and sales blitzes, when needed.

Senior Sales Manager Minimum Education and Physical Requirements:

  • A minimum of 5+ years of hotel sales or like experience
  • Computer proficiency and experience with: Microsoft Office, Word, Excel, and Delphi.  Experience with unbranded hotels a plus.
  • A BA or BS degree in business or hospitality management is preferred.
  • Prior Conference center experience preferred.

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