Senior Sales Manager

POSITION OBJECTIVEThe Senior Sales Manager is responsible for proactively soliciting and handling group-related bookings to drive top line revenue, ensuring financial success of the Hotel. Achieves personal and team related revenue goals. Ensures compliance with Operating Standards to maintain brand integrity.ESSENTIAL JOB FUNCTIONSSales & Revenue ManagementGrows top line revenue by adhering to sales strategy guidelines set forth by the Director of Group Sales and Director of Sales & MarketingMeets and exceeds individual revenue goalsManages and grows key accounts and market segments, with a heavy emphasis on account saturationWrites and negotiates sales contracts, emphasizing the protection and financial success of the assetUncovers additional revenue opportunities for the hotel based on the event profileEffectively manages customer budgets to maximize revenue and meet customer needs, and identify up-sell opportunitiesResponds to incoming group inquiries within their market segmentUnderstands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply and demand, etc.Attend trade show, community events, and industry meetings as requiredBuilds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc. Comprehends budgets as needed to assist in the financial management of departmentConduct customer site inspectionsAdministrativeAccurately forecasts group sleeping rooms and event revenue for his/her groups prior to the turnover Ensures business is turned over properly and in timely fashion for proper service delivery.Maintains accurate sales pipeline in CRMManages room blocks and meeting space for their contracted bookings prior to turnoverGuest SatisfactionEnsures a high level of customer satisfaction through effective coordination and communication, both verbally and in writing with customer (internal and external) regarding event detailsEnsures consistent, high level service throughout sales cycleEnsures products and services sold meet or exceed expectations, creating loyalty and leading to increased market shareInteracts with guests to obtain feedback on product quality and service levels, and effectively responds to and acts guest problems and complaintsReviews guest satisfaction results with leaders, and participates in the development and implementation of corrective action plans.LeadershipApplies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve themeliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiativesproactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for resultsproactively identifies and develops talent within the organizationactively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized areaEDUCATION/EXPERIENCEMust have 5+ years of progressive Group Sales experience at Four and/or Five Star levelHigh school diploma or equivalentCollege degree preferredREQUIREMENTSAggressive negotiation skillsConsultative and creative selling abilities to close on business with a high conversion ratioAdvanced understanding of contract management and legalitiesAbility to travel up to 20%Systems knowledge (Delphi – essential; Opera; Cvent; IDeaS) and Software knowledge (Microsoft Office, etc.)Thorough knowledge of guest room and meeting space inventory managementStrong customer development and relationship management skillsKnowledge of overall hotel operations as they affect departmentStrong communication skills (verbal, listening, writing)Proactive problem-solverStrong customer and associate relation skillsEffective decision-making skills