Sales Manager

Job Purpose 

The purpose of the Sales Manager is to assist in assuring the overall success of the hotel by meeting or exceeding the company's expectations for top line revenue. 

Supervisory Responsibilities 

Directly or indirectly supervises associates and/or supervisors. Carries out supervisory responsibilities in accordance with the organization's policies, procedures and applicable laws. Responsibilities include but are not limited to: interviewing, hiring, and training associates; planning, assigning, and directing work; appraising performance; rewarding and disciplining associates; addressing complaints and resolving problems. 

Major Responsibilities 

Ensures that each Guest receives outstanding Guest Service by providing a Guest friendly environment which includes greeting and acknowledging every Guest, maintaining outstanding standards, solid product knowledge and all other components of Guest Service. 

Empowered to guarantee total guest satisfaction, display hospitality and professionalism to our guests at all times, take pride in representing Swati Hotels professionally with our guests and assuring that all transactions with guests are handled in a legal and ethical manner. 

Understands and apply all property safety and security procedures to maintain a secure and safe environment for associates and guests at all times. In the event of an accident or emergency, gets medical attention if necessary and contacts the GM or Human Resources immediately. 

Maintains a favorable working relationship with all company associates to foster and promote a positive working environment. 

Essential Job Functions 

Expectation to dedicate significant portion of time to direct telephone solicitation sales. 

New Business development for property, predominantly from Association Group Market. 

Meet or exceed assigned revenue goals; Rooms, F&B, Meeting Room Rental, Incremental. 

Represent Swati Hotels professionally to our clients/guests and business partners. 

Assure that all transactions with guests are handled in a legal, ethical manner. 

Providing prospects with complete and accurate information on hotel. Determine client needs and possible objections; provide persuasive arguments to close the sale. Negotiate rates to maximize revenues. 

Develop positive working relationships with existing clients by anticipating needs and acting promptly to rectify any problems; maintain frequent contact with established and prospective clients. 

Practice effective revenue/yield management to include wise negotiation and booking function space, focused solicitation during soft occupancy periods and effective rate and price negotiation. 

Consults with representatives of client group or organization to plan details such as number of persons expected, display space desired, and food service schedule. Have a comprehensive understanding of the property and its offerings. 

Notifies various department heads of arrangements made to ensure high level of service and guest satisfaction. Manage time effectively, maximize sales time, focus on priorities, and complete assigned reports and projects in a timely manner. 

Possess strong working knowledge of business development and sales techniques, catering and banquet operations, yield management, service standards and techniques, guest relations and etiquette, food and beverage, service ware and equipment, menu development and general hotel knowledge and practical ability to apply business knowledge in a hotel setting. 

Execute rate negotiations and pre-qualification, issue contracts, and establishes files, process bookings and appropriate follow-up correspondence with clients. 

Responsible for maintaining lost business report files and tracking tentative and definite business by market segments. 

Conducts FAM tours, site inspections and represents Swati Hotels at trade/consumer shows, presentations and other functions as designated. 

Responsible for group departure interview, follow up thank you letters with critique form and evaluation of suggestions to improve servicing of groups. Re-solicit groups. 

Responsible for the maintenance of mailing list to be used in soliciting future business. 

Maintain a strong knowledge of competition 

Meets assigned market segment's budgeted sales and profit margin by soliciting, selling, and confirming business as required 

Achieves budgeted goals by executing sales activities within assigned market segment 

Assists in the development of annual sales goals 

Assists in the completion of monthly booking report 

Ensures assigned area operates within cost constraints 

Prepares proposals with the Director of Sales that are geared to maximize profit while satisfying client needs 

Contacts in-house customers to foster additional business, repeat bookings, or referrals to other Swati Hotels 

Maintains proper flow of information within the hotel by reviewing sales work file of assigned accounts 

Attends yield management and staff meetings in the absence of Director of Sales 

Achieves KSO's on a timely basis and prepares critiques every 6 months for Director of Sales 

Increases sales volume and profitability by assisting in developing and executing projects for assigned market areas as stated in the hotel marketing plan 

Insures maximum occupancy on a daily basis by performing follow-ups on progress of groups booked with Front Office 

Participates in solving problems with other departments as required related to business booked in the hotel including space conflicts, threatened cancellations, and compromises between customer needs and hotel facilities.

Conducts market analysis to determine client needs, occupancy potential, rates desired, etc. 

Develops plans, special sales activities, and promotions 

Conducts effective associate meetings and counseling sessions 

Other Duties and Responsibilities 

Complies with Company Standards of Service as outlined for Swati Hotels. 

Projects a favorable image of Swati Hotels to the public at all times. 

Performs all duties and responsibilities in a timely and efficient manner in accordance with established company policies and procedures to achieve the overall objectives of this position. 

Treats guests, vendors, customers and co-workers with professionalism and respect at all times. 

Completes Departmental, Swati Hotels and Brand standards training as assigned. 

Maintains a clean and neat appearance at all times. 

Must be able to work flexible work hours/schedule including evenings, weekends and holidays. 

Nothing in this job description restricts management's right to assign or reassign duties, work hours and/or responsibilities for this job at any time. 

Disclaimer 

The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time, as needed. 

Qualifications 

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed above are representative of the knowledge, skills, and/or abilities required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Experience/Education 

College degree in Hotel Administration Preferred; 2-3 years hotel Sales Manager/Supervisor experience or equivalent combination of education and experience in hotel of similar size and nature. 

Certificates & Licenses 

Valid State Driver's License (anyone driving a Company vehicle or required to drive as a part of their job); Others required by Brand Standard and/or State Law. 

Computer Skills 

As required by Brand Standard and Company standards 

Language Ability 

Ability to speak effectively with customers and/or associates. Ability to write clearly and legibly. 

Math Ability 

Able to perform basic to complex math problems. 

Reasoning Ability 

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form. 

Work Environment 

The work environment characteristics described here are representative of those an associate encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Work for this position is usually performed in a climate-controlled environment. However, the associate may be required to work outside in extreme heat, cold, rain, wind or inclement weather as the demands of the position so dictate. 

Physical Demands 

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The associate is occasionally required to sit, climb or balance and stoop, kneel, or crouch. The associate is occasionally required to lift up to 40 pounds. The associate is constantly required to walk and work with hands and arms up to several hours at a time. While performing the duties of this job the associate is constantly required to use their vision to perform an activity such as but not limited to determining the accuracy, neatness, attention to detail, and thoroughness of the work assigned. They are also constantly required to talk and/or hear. 

Receipt and Acknowledgment 

I acknowledge and understand that: 

THIS DOCUMENT DOES NOT CREATE AN EXPRESS OR IMPLIED CONTRACT OF EMPLOYMENT. 

The job description provides a general summary of the position in which I am employed, 

that the contents of this job description are job requirements and, at this time, I know of no limitations which would prevent me from performing these functions with or without accommodation. I further understand that it is my responsibility to inform my supervisor at any time that I am unable to perform these functions. 

Job duties, tasks, work hours and work requirements may be changed at any time due to business demands, by the Company. 

Acceptable job performance includes completion of the job responsibilities as well as compliance with the policies, procedures, rules and regulations of Swati Hotels. 

I have read and understand this job description as outlined herein. I have been allowed to ask questions in order to clarify any points listed on this job description.