Sales Leader for Hotel Revenue Growth

5 days ago

Sunnyvale, California, United States Sonesta Hotels Full time

Sonesta Hotels seeks a skilled Sales Leader to drive revenue growth and expansion in the hotel industry.

About the Role:

The successful candidate will be responsible for generating top-line revenues in assigned market segments, meeting/exceeding market share goals for a defined hotel, and collaborating with cross-functional teams to achieve sales objectives and revenue targets.

Main Responsibilities:

  1. Account Management: Direct, organize, and execute sales activities to maximize hotel's market share in Corporate Negotiated, Group, and Extended Stay segments. Manage relationships with key clients through direct client contact, business gatherings, entertainment, virtual, or at hotel. Actively participate in the negotiations of and ensure the completion of RFP's, leveraging relationships with Sonesta Global Sales as appropriate. Perform outside sale calls to develop leads and generate new business. Ensure accurate documentation of all sales activities and bookings within the Sonesta sales management system, Amadeus: Sales & Event. Partner with operations departments to ensure full participation in servicing accounts.
  2. Strategy and Planning: Identify sales-related opportunities for the hotel, weighing costs and potential returns by using market projections, industry reports, and other statistics. Collaborate with GM, RSD, and Revenue Manager on pricing strategy for Corporate Negotiated, Group, and Extended Stay requests. With assistance from the Regional Sales Director, identify training needed for the supporting sales team to continue growth and development to help achieve overall goal of top-line revenue and market share targets. Complete annual marketing plan and quarterly sales action plans.
  3. Operational/Functional: Coordinate and review all sales-related hotel operations, including but not limited to site inspections, tours, VIP guests, and in-hotel marketing events. Manage and guide the Guest Service Sales Associates and General Managers for site inspections and sales calls when ADOS is not in market. In coordination with the General Manager, act as the representative of the hotel at community and market events and in the broader community. Ensure proper detailing and contracting so that all pertinent aspects of solicitation and closing are complete and documented. Formulate and submit formal and informal sales proposals to prospective customers in the field, at the hotel, and over the phone. Follow company direction, process, and expectations of assigned hotels. Timely and accurate submissions of required reporting and data requests.

Requirements and Qualifications:

  • Bachelor's degree in Hotel Administration, Business Administration, or related field or 2+ years in a Sales related role.
  • Multi-Unit / Area experience preferred.
  • Successful record of direct sales and new business development.
  • Travel to clients and related business events are a requirement of the job. Travel at times can be significant, up to 30%, including potential overnight travel.
  • This role is not a remote position; this role is hotel-based.
  • Knowledge of systems, technologies, and research and distribution channels related to sales (e.g., Delphi, Meeting Broker, Cvent, Bid Clerk, ZoomInfo).
  • Valid driver's license required.
  • Frequently standing up, bending, climbing, kneeling, and moving about the facility.
  • Will be exposed to commercial cleaning chemicals.
  • Carrying, lifting, or pulling items weighing up to 50 pounds.
  • Frequently handling objects and equipment.
  • Will be required to work mornings, evenings, weekends, and holidays.

Additional Information:

The estimated salary for this position is between $80,000-$95,000 per year. Bonus eligible. Benefits include medical, dental, and vision insurance, health savings account with company match, 401(k) retirement plan with company match, paid vacation and sick days, Sonesta hotel discounts, educational assistance, paid parental leave, company-paid life insurance, company-paid short-term and long-term disability insurance, various employee perks and discounts, hospital indemnity, critical illness insurance, and accident insurance.

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