ARBOR LODGING

Job Description

The SMERFE (Social, Sports, Military, Educational, Religious, Fraternization, Entertainment market) Sales Manager/Senior Sales Manager is responsible for representing the company to customers, the public, government, other external sources; and responsible for the development and performance of all sales activities in assigned market. Listen to customer needs, analyze this information and create tailored proposals. Negotiate and close sales while meeting/exceeding sales targets. Impress customers with tailored proposals, quality and timely service in a pleasant and friendly manner. Work with management throughout the hotel and the Company.

Essential Functions

• Knowledgeable on market, positioning of hotel, amenities and brand. Understand booking patterns, trends, high demand times, and events in the market. Convey a strong belief in the hotel and confidently discuss hotel features, services and advantages.

• Research and understand demand generators, new business sources, the internet as a prospecting tool, community involvement and networking. Research competing hotels and identify sales strategies.

• Develop valuable business relationships that result in additional sales and new customers. Research each customer’s business, hospitality needs, identify who to talk to and how to get sales closed. Monitor customer preferences to determine focus of sales efforts.

• Research and identify new business opportunities for the hotel including reaching out to event planners and staying abreast of local events. Represent the Company at trade association meetings to promote hotel.

• Conduct site visits and prepare original, creative proposals tailored to address the needs of and to impress the customer.

• Develop solutions to any cost concerns and resolve any challenges or problems.

• Negotiate terms and reconcile differences. Develop contingency plans and act promptly and effectively when closing problems arise.

• Sell and upsell hotel services to meet/exceed sales and financial objectives. Capture all profitable business. Attain/exceed sales goals and profitability.

• Directly responsible for achieving production numbers established by booking goals and outside sales activities. Communicate sales activities with peers and superiors.

• Develop and maintain constructive and cooperative working relationships with customers and others in the course of their event planning.

• Responsible for compilation of required sales reports and reporting process. Maintain accurate and up-to-date records of all sales and transactions. Complete all required and requested reporting in a timely and accurate manner.

• Consistent professional and positive attitude and actions when communicating with guests and associates.

• Any other tasks/duties as requested by management.

Qualifications

Education and Experience

• Four-year college degree in hospitality management, marketing, business or related degree or equivalent experience.

• Minimum 3+ years of hotel sales related experience.

• Familiarity with hospitality industry practices preferred.

• Ability to travel locally.

Skills and Abilities

• Possess knowledge of hospitality, business and basic accounting principles and practices. Effective listening, verbal, written, negotiation and closing skills. Ability to assess customer needs, understand market dynamics and prepare presentations/proposals tailored for individual customers. Ability to meet/exceed expectations for prospecting calls, appointments, presentations, proposals and closes. Ability to achieve customer satisfaction.

• Strong professionalism, diplomacy, selling skills and work habits. Ability to remain positive, resourceful and improvise while working in a fast-paced environment, sometimes under pressure. Organizational skills that result in accurate, timely and thorough work. Ability to compile facts and figures, analyze information and arrive at logical conclusions and sound business decisions.

• Knowledge of and ability to operate a computer, calculator, phone and other office equipment. Must satisfy and comply with the legal requirements for employment within the jurisdiction. Attention to details, good organizational skills and efficient time management.

• Ability to follow an appropriate course of action based on policies and procedures.

• Ability to work in a fast-paced environment, sometimes under pressure, while simultaneously handling competing and changing priorities.

• Ability to satisfy the legal requirements for employment within the jurisdiction.

ARBOR LODGING

Arbor Lodging is a leading hotel investment and management company with a growing portfolio of hotels across the United States. We have been entrusted by numerous partners and are approved managers for Marriott, Hilton, Hyatt, and IHG. Our culture is focused on connecting our guests with exceptional experiences. We are people-focused, data-driven, and accountable—to our guests and our clients.

This position is for Hilton Garden Inn and SpringHill Suites Mall of America properties.

Summary:

The Director of Sales is responsible for developing and fostering hotel business through direct sales, marketing, telemarketing, direct mail, and tours of the hotel. This is an advanced level position designed to lead a sales effort in the solicitation of new business and the maintenance of existing transient, group, and meeting room businesses. This role is also responsible for all sales/marketing and advertising tasks, public relations, and administrative reporting.

Duties & Responsibilities:

• Provides the highest quality of service to the customer at all times, setting an example for all hotel staff members.
• Develops a marketing plan by gathering historical and competitive data and determines the appropriate action plan(s) to meet those goals.
• Works with the General Manager to prepare the annual sales and marketing budget. Updates action plans and financial objectives quarterly.
• Develops new business by obtaining accounts from competition, through lateral development of existing accounts, and by contacting new customers in the market. The solicitation of new business and saturation of existing business should be through a combination of in-house appointments, telephone, and personal calls as outlined by the marketing plan and budget.
• Entertains and maintains close relations with major accounts, tourism and business associations, and community leaders to develop positive rapport and ensure repeat business.
• Prepares and interprets month-end reports. Monitors and analyzes trends so we are always prepared and proactive to changes rather than reactive.
• Suggests and provides advertising or promotional support, holiday packages, corporate clubs, etc.
• Works closely with the corporate revenue manager and property leadership to ensure the selling strategies are understood and revenue is maximized.
• Ensures property follow-up and implementation of guidelines for operational procedures. Revises sales and marketing guidelines, marketing procedures, and promotions manually when appropriate.
• Qualifies and greets in-house guests at each hotel on a scheduled basis.
• Completes weekly reports and submits those required to the General Manager.
• Completes a minimum of 10-12 outside sales calls per week and 4-5 tours of the hotels per week.
• Completes a minimum of 30 prospecting calls per week.
• Attends, participates in, and leads weekly sales meetings.
• Informs General Manager of potential opportunities/concerns with clients and progress of special projects.
• Monitors room inventory and rate programs; must be knowledgeable of occupancy, average rate, and REVPAR goals.
• Complies with company policies and procedures.
• Ability to positively interact with multiple personality types.
• The duties and responsibilities described are not a comprehensive list; additional tasks may be assigned at any given time. The scope of the job may change as necessitated by business demands.

Qualifications:

• 3+ years experience in hotel sales roles
• Experience in hotel industry required
• Ability to work in a fast-paced environment

Benefits:

• Competitive salary
• Annual review with increase potential
• 401k program with company match
• Additional benefits may be available

Arbor’s Guiding Principles:

Arbor Lodging focuses on Five Guiding Principles to foster a culture where growth, development, and progression thrive within the properties:

• Do the Right Thing – Operate and act with integrity in all you do even when it is not convenient.
• Lead with Heart – Be kind, passionate and hospitable.
• Be Accountable – Take ownership and deliver results.
• Aim Higher – Go above and beyond to exceed expectations and pursue thoughtful change.
• Celebrate Differences – Embrace diversity; respect individual opinions and ideas.

Arbor Lodging Management provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arbor Lodging Management complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.

ARBOR LODGING

Arbor Lodging is a leading hotel investment and management company with a growing portfolio of hotels across the United States. We have been entrusted by numerous partners and are approved managers for Marriott, Hilton, Hyatt, and IHG. Our culture is focused on connecting our guests with exceptional experiences. We are people-focused, data-driven, and accountable—to our guests and our clients.

This position is for Hampton/Homewood Suites Chicago Mag Mile.

Summary:

The Director of Sales is responsible for developing and fostering hotel business through direct sales, marketing, telemarketing, direct mail, and tours of the hotel. This is an advanced level position designed to lead a sales effort in the solicitation of new business and the maintenance of existing transient, group, and meeting room businesses. This role is also responsible for all sales/marketing and advertising tasks, public relations, and administrative reporting.

Duties & Responsibilities:

• Provides the highest quality of service to the customer at all times, setting an example for all hotel staff members.
• Develops a marketing plan by gathering historical and competitive data and determines the appropriate action plan(s) to meet those goals.
• Works with the General Manager to prepare the annual sales and marketing budget. Updates action plans and financial objectives quarterly.
• Develops new business by obtaining accounts from competition, through lateral development of existing accounts, and by contacting new customers in the market. The solicitation of new business and saturation of existing business should be through a combination of in-house appointments, telephone, and personal calls as outlined by the marketing plan and budget.
• Entertains and maintains close relations with major accounts, tourism and business associations, and community leaders to develop positive rapport and ensure repeat business.
• Prepares and interprets month-end reports. Monitors and analyzes trends so we are always prepared and proactive to changes rather than reactive.
• Suggests and provides advertising or promotional support, holiday packages, corporate clubs, etc.
• Works closely with the corporate revenue manager and property leadership to ensure the selling strategies are understood and revenue is maximized.
• Ensures property follow-up and implementation of guidelines for operational procedures. Revises sales and marketing guidelines, marketing procedures, and promotions manually when appropriate.
• Qualifies and greets in-house guests at each hotel on a scheduled basis.
• Completes weekly reports and submits those required to the General Manager.
• Completes a minimum of 10-12 outside sales calls per week and 4-5 tours of the hotels per week.
• Completes a minimum of 30 prospecting calls per week.
• Attends, participates in, and leads weekly sales meetings.
• Informs General Manager of potential opportunities/concerns with clients and progress of special projects.
• Monitors room inventory and rate programs; must be knowledgeable of occupancy, average rate, and REVPAR goals.
• Complies with company policies and procedures.
• Ability to positively interact with multiple personality types.
• The duties and responsibilities described are not a comprehensive list; additional tasks may be assigned at any given time. The scope of the job may change as necessitated by business demands.

Qualifications:

• 3+ years experience in hotel sales roles
• Experience in hotel industry required
• Ability to work in a fast-paced environment

Benefits:

• Competitive salary
• Annual review with increase potential
• 401k program with company match
• Additional benefits may be available

Arbor’s Guiding Principles:

Arbor Lodging focuses on Five Guiding Principles to foster a culture where growth, development, and progression thrive within the properties:

• Do the Right Thing – Operate and act with integrity in all you do even when it is not convenient.
• Lead with Heart – Be kind, passionate and hospitable.
• Be Accountable – Take ownership and deliver results.
• Aim Higher – Go above and beyond to exceed expectations and pursue thoughtful change.
• Celebrate Differences – Embrace diversity; respect individual opinions and ideas.

Arbor Lodging Management provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics. In addition to federal law requirements, Arbor Lodging Management complies with applicable state and local laws governing nondiscrimination in employment in every location in which the company has facilities.

ARBOR LODGING