SALES MANAGER

Job Description

Job Description

Please join us as an Area Sales Manager for our award-winning hotels in sunny Columbia, SC. This is an area sales position selling for three hotels;

113-room Residence Inn by Marriott Columbia Northeast / Ft. Jackson, the 90-room Courtyard by Marriott Columbia Northeast / Ft.

Jackson and the 108-room Best Western Plus Columbia (soon to be Holiday Inn Columbia).

BASIC PURPOSE : Strategically plan, execute and manage the overall group sales and marketing of the hotel to achieve optimal occupancy and use, through effective Direct Sales and Revenue Management strategies that focus on maximizing revenue and meeting / exceeding hotel profit objectives.

ESSENTIAL FUNCTIONS :

Responsible for meeting / exceeding assigned sales goals. Will be a sales team member for the hotels to ensure that all appropriate markets are being saturated and maintained.

Must be able to identify sales opportunities and act accordingly to close the sale. It is expected that the Area Sales Manager will consistently meet / exceed the sales call goals established by the company.

This includes but is not limited to prospecting, outside or cold calls and account maintenance calls.

• Growing RevPAR to the comp set as measured by Smith Travel Research.
• Be a sales leader for the hotel to ensure that all appropriate markets are being saturated. Must be able to write out and articulate strategies to work the market via Sales Strategic plans and monthly action plans that outline the yearly and monthly sales strategies for the hotel.

Plans are expected to detail the efforts to solicit business from not only the corporate market but also the SMERF market and any other applicable and appropriate markets for the specific market the hotel resides in.

It is expected that the sales team will consistently meet / exceed the sales call goals established by the company. (50%)

• In addition, it is expected that the Area Sales Manager will be responsible for booking the function space, quoting meeting room rental, A / V and F&B.
• Must be skilled in building rapport, qualifying, presenting, negotiating and closing on business, as well as servicing accounts.
• Must become proficient in the use of brand reports, Travel Click Reports, etc.
• Enter all relevant sales call documentation for the team in the sales automation system on property.
• Stay up to date on all group / meeting RFPs through channels including brand and online such as Hotel Planner and Cvent.
• Conduct outside sales calls to build relationships with organizations who generate group and corporate business in the Midlands area.
• Create and maintain relationships with local event venues, military installations, sporting facilities, fraternal and religious organizations.
• Implement company programs (PRM / Franchiser) and manage the sales and marketing efforts of the property in a manner consistent with our policies and procedures;

prepare, analyze and review rooms revenue & presentations to owners.

• Must work with hotel Area Director of Sales as well as hotel General Manager(s), and other regional support staff to generate forecasts (monthly, quarterly) and budgets (annual and departmental).
• Survey, review and analyze competition, market trends, customer needs and comments in order to develop new plans and programs.

Become astute in the use of reports (Brand related inventory rate shops / reports), etc. and determine the potential of current plans and programs. (15%)

Maximizing the brand relationships by working with their various staffing personnel (including but not limited to the national account managers, group desk and regional support) that can help the hotel to gain market share, build customer relations and gain exposure in various marketplaces.

Must become astute in the consistent use / updating of all the brand tools inclusive of RFP qualifiers, web tools, packaging, reports, etc.

In addition, must complete all required brand training. (15%)

4. Demonstrate leadership skills by consistently growing responsibilities, strengthening skill set, knowledge base and engagement with the staff by using tools / resources provided. (5%)

NON-ESSENTIAL FUNCTIONS :

1. Perform special projects and other responsibilities as assigned. Participate in task force and committees as required.

2. Conduct property tours.

Inventory sales collateral.

4. Participate in the hotel’s Quality Program.

5. Ensure that appropriate, professional dress code and behavior are in place at all times in the work environment, inclusive of meetings and events held off property

6. Flexible schedule required for on property events, off property events (such as chamber meetings), appointments and greeting groups.

5% time)

Knowledge and Skills :

Education : Four-year college degree or equivalent education / experience.

Experience : Three years within the hotel sales discipline. Selling for multiple properties is beneficial but not required.

Skills and Abilities : Requires advanced knowledge of the principles and practices within the sales / marketing / hospitality profession.

Must possess highly developed communication skills to frequently present, negotiate, convince, sell and influence other managerial personnel, hotel guest(s) and / or corporate clients.

• Writing
• Computer skills
• Brand systems
• Sales Data Base System (i.e.. Sales Pro, STS, Delphi, etc.)

Travel required : Local travel required on a weekly basis.

Hours Required : This is a salaried position, 40 hours per week is required.