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Lead Sales Executive

2 months ago

Phoenix, Arizona, United States Highgate Full time

Overview

The Senior Sales Manager plays a crucial role in engaging with and understanding all clients within their designated market segments. This position is tasked with identifying potential clients and successfully closing deals within assigned territories to enhance overall hotel revenue.

Key Responsibilities

  • Participate in daily Highgate Hotel Business Review (HHBR) meetings.
  • Acquire comprehensive knowledge of hotel operations, including Food and Beverage, Guest Services, and Reservations.
  • Understand and ensure adherence to company sales policies and standard operating procedures (SOPs) by the sales team.
  • Achieve or surpass established sales targets.
  • Manage the Sales Department within the allocated sales expense budget.
  • Generate and follow up on sales leads.
  • Engage in a proactive sales solicitation program.
  • Analyze production from top accounts and monitor market trends.
  • Regularly connect with existing clients based on the Account Coverage Program.
  • Meet or exceed sales call targets as set by the Director of Sales.
  • Host clients at the hotel for entertainment, meals, tours, and site inspections.
  • Assist in executing special promotions related to direct sales segments, events, and sales blitzes.
  • Support the timely preparation of necessary reports.
  • Familiarize oneself with all Highgate Hotel sales policies and techniques, focusing on maximizing occupancy and Average Daily Rate (ADR).
  • Conduct thorough and professional site inspections of the hotel for clients, showcasing key features and benefits.
  • Utilize the property's computerized sales management system for business management, including report generation, business entry, space blocking, and account creation.
  • Welcome and engage with onsite contacts.
  • Adhere to Prime Selling Time (PST) protocols.
  • Foster networking opportunities through active involvement in community and professional associations and events.
  • Review meeting planner feedback with the Director of Sales to ensure proper follow-up on issues.
  • Entertain clients as necessary.
  • Address inquiries as part of the Inquiry Day Program.
  • Communicate effectively, both verbally and in writing, with all levels of employees and guests in a friendly, courteous, and service-oriented manner.
  • Listen attentively to and clarify concerns raised by employees and guests.
  • Manage multiple tasks and prioritize departmental functions to meet deadlines.
  • Approach all interactions with guests and employees in a friendly, courteous, and service-oriented manner.
  • Attend all required hotel meetings and training sessions.
  • Participate in coverage as needed.
  • Maintain regular attendance in accordance with Highgate Hotel Standards, adapting to the hotel’s needs.
  • Uphold high standards of personal appearance and grooming, including wearing nametags.
  • Comply with Highgate Hotel Standards and regulations to promote safe and efficient hotel operations.
  • Strive for productivity, identify challenges, and assist in implementing solutions.
  • Effectively handle problems, including anticipating, preventing, identifying, and resolving issues as needed.
  • Analyze and interpret complex information and data from various sources to achieve objectives.
  • Maintain confidentiality of sensitive information.
  • Perform additional duties as assigned by management.

Qualifications

  • Minimum of 2 years of progressive hotel sales experience in a specific market; or a 4-year college degree with at least 1 year of related experience; or a 2-year college degree with 2 or more years of related experience.
  • Valid driver's license in the applicable state is required.
  • Proficiency in Windows, company-approved spreadsheets, and word processing software is essential.