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
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