Senior Sales Manager

POSITION OBJECTIVE
The 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 Functions
Sales & Revenue Management

• Grows top line revenue by adhering to sales strategy guidelines set forth by the Director of Group Sales and Director of Sales & Marketing
• Meets and exceeds individual revenue goals
• Manages and grows key accounts and market segments, with a heavy emphasis on account saturation
• Writes and negotiates sales contracts, emphasizing the protection and financial success of the asset
• Uncovers additional revenue opportunities for the hotel based on the event profile
• Effectively manages customer budgets to maximize revenue and meet customer needs, and identify up-sell opportunities
• Responds to incoming group inquiries within their market segment
• Understands 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 required
• Builds 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 department
• Conduct customer site inspections

Administrative

• Accurately 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 CRM
• Manages room blocks and meeting space for their contracted bookings prior to turnover

Guest Satisfaction

• Ensures a high level of customer satisfaction through effective coordination and communication, both verbally and in writing with customer (internal and external) regarding event details
• Ensures consistent, high level service throughout sales cycle
• Ensures products and services sold meet or exceed expectations, creating loyalty and leading to increased market share
• Interacts with guests to obtain feedback on product quality and service levels, and effectively responds to and acts guest problems and complaints
• Reviews guest satisfaction results with leaders, and participates in the development and implementation of corrective action plans.

Leadership

• Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them
• eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives
• proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results
• proactively identifies and develops talent within the organization
• actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

Education/Experience

• Must have 5+ years of progressive Group Sales experience at Four and/or Five Star level
• High school diploma or equivalent
• College degree preferred

Requirements

• Aggressive negotiation skills
• Consultative and creative selling abilities to close on business with a high conversion ratio
• Advanced understanding of contract management and legalities
• Ability 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 management
• Strong customer development and relationship management skills
• Knowledge of overall hotel operations as they affect department
• Strong communication skills (verbal, listening, writing)
• Proactive problem-solver
• Strong customer and associate relation skills
• Effective decision-making skills

Salamander Hotels & Resorts is an equal opportunity employer. All aspects of employment including the decision to hire, promote, discipline, or discharge, will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. Salamander is a drug-free workplace and participant in E-Verify.