Senior Sales Manager, Social

3 weeks ago

Franklin, United States Southall Full time
Position: Senior Sales Manager, Social & Wedding Market
Reports to: Director of Group Sales
Job Type: Full-Time Exempt

Southall Farm & Inn is a premier destination bringing nature, produce and people together in a powerful and unique way. The Sales Manager will have a primary focus of soliciting local, social business by building and maintaining relationships with existing and new accounts to meet and/or exceed quarterly and annual sales goals.

Responsibilities:
  • Conducts tours of the hotel and banquet facilities; entertains qualified potential clients in accordance with company and property policies and procedures
  • Communicates all pertinent information on upcoming group needs, VIP clients, meeting functions to hotel department staff.
  • Secures new accounts in the assigned market segment to contribute to enhancing, maximizing and maintaining a healthy portfolio of accounts.
  • Upsell, detail, and create contracts which will be turned over to the Catering Department
  • Proactively solicit and secure new business while maximizing event space and meeting revenue goals
  • Prepare thorough proposals and contracts in a timely way
  • Monitor all contractual agreements pertaining to guest room blocks, meeting space, food and beverage and special offerings
  • Effectively communicate to all departments the information necessary to successfully execute the group's needs while maintaining a good client relationship
  • Resolve client issues, complaints and problems to ensure a positive experience and guest satisfaction
  • Prepare correspondence to customers, internal booking reports and file maintenance
  • Participate in business review meetings pre-convention meetings, training and other catering sales related meetings as required
  • Work with other departments to provide quality service to customers
  • Attend community/social events, trade shows, sales calls, and industry meetings. Utilize sales savvy and hospitality expertise to develop and maintain knowledge of market trends, competition and customers.
  • Solicits and responds to sales inquiries from potential clients and customers seeking sleeping rooms, meeting space, food and beverage services, etc.
  • Communicate regularly with key wedding planners, social contacts, and other industry support. Establish account information. Call on major contacts (personally or phone) and continually promote the property.
  • Writing proposals for potential new business
  • Actively pursue new business both locally and nationally, including visiting new offices and businesses, attending CVB & Chamber of Commerce functions and continually seeking leads that will provide catering business.
  • Maintains relationships with assigned accounts through regular sales calls, client entertainment, site inspections and consistent follow up. (Using traces in Delphi)
  • Understands the competitive landscape and do what it takes to secure business that meets or exceeds revenue expectations and profit goals.
  • Develop/maintain knowledge of market trends, competition and customers
  • Prepare proposal & contracts and catering correspondence.
  • Consult with involved team members regarding the preparation of special menus and special services required.
  • Provide accurate and concise information to all departments with regard to group needs. These documents include Site Alerts, Contracts, and Internal Communications. Maintain proper documentation changes and special requests.
  • Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel.
  • Meet Goal quarterly & annually
Skills and Experience:
  • 3+ years of Catering Sales Experience, preferably in a luxury hotel/resort setting
  • A passion for hospitality, a desire to ensure the best guest experience and a demonstrated enthusiasm for food & beverage, events and industry trends
  • Property opening experience is preferrable
  • Proficient relationship-building and networking skills with ability to build rapport with clients, prospects, vendors, team members and the community
  • Creative, results-oriented sales proposal and presentation skills (in English);
  • Excellent organizational and time management skills with consistent attention to detail
  • Demonstrated ability to manage complex tasks and prioritize competing demands in order to meet deadlines
  • Proficiency in Delphi.fdc and Microsoft Office Suite (Outlook, Word, Excel, PowerPoint)
  • Excellent communication skills, including but not limited to, listening, asking questions, building consensus, presenting, obtaining buy-in
  • Ability to deal with internal and external customers, some of whom require high level of patience, tact and diplomacy identify need and appropriate catering and event accommodations.
  • Ability to establish and maintain effective working relationships with associates and customers.
  • Ability to make sound business decisions and take action quickly based on previous experience and good judgment.
  • Knowledge of hotel operations, including marketing plans, food and beverage, preparation of business plans, and sales management, highly preferred
  • CMP Certification preferred

Southall Farm and Inn is committed to a diverse and inclusive workplace. Southall provides equal employment opportunities to applicants and employees and does not discriminate on the basis of age, race, color, ancestry, religion, sex, sexual orientation, gender identity or expression, transgender, national origin, status as a protected veteran, disability or any other classification protected by law. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs.

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