Sales manager

Scope of Position

The Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.

Position Responsibilities and Qualifications

Education & Experience

• High School diploma or GED certification.
• Previous experience as room sales coordinator or in a sale's administrative role.
• Specialty or brand certification preferred.
• Proficient in Microsoft Office Suite and sales-related computer programs required.
• Strong financial knowledge required.
• Valid driver's license from the appropriate state and MVR in good standing.

Physical Requirements

Long hours sometimes required, including nights and weekends. Light work: exerting up to 20 pounds of force occasionally, and/or 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects. Ability to move quickly about the property to various departments.

Required Competencies

Must be able to convey information and ideas clearly, both orally and in writing. Must work well in stressful, high-pressure situations. Must be able to evaluate and select among alternative courses of action quickly and accurately. Must be effective in handling problems in the workplace, including anticipating, preventing, identifying and solving problems as necessary. Must be effective at listening to, understanding and clarifying concerns and issues raised by team members and guests. Must have the ability to assimilate complex information and data from disparate sources and consider, adapt, adjust, or modify to meet the constraints of a particular need. Must be able to prioritize departmental functions to meet due dates and deadlines. Must be able to work with and understand financial information and data, and perform basic arithmetic functions.

Responsibilities May Include Any and All of the Following

• Must be able to meet or exceed assigned sales goals.
• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Regular attendance is required in compliance with DHM standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, including proper dress and correct nametag when working.
• Comply at all times with DHM standards and regulations to encourage safe and efficient hotel operations.
• Must, at all times, be attentive, friendly, helpful and courteous to all guests, managers and team members.
• Establish client base of organizations, associations, social, and corporate businesses through direct outside and inside sales efforts for the purpose of securing business for the hotel.
• Monitor production of all top accounts and evaluate trends within your market.
• Develop and maintain relationships with key clients to produce group and/or convention business.
• Negotiate guest room rates, meeting room rental, function space and hotel services within approved booking guidelines.
• Confirm all requirements in writing via sales contract.
• Conduct tours of the hotel and banquet facilities; entertain qualified potential clients in accordance with company and property policies and procedures.
• Respond quickly to guest requests in a friendly manner.
• Follow up to ensure guest satisfaction.
• Refer business to other Desert Hospitality Management hotels to keep it within the portfolio.
• Accurately forecast all bookings and cancellations.
• Assist the Regional Director of Sales with implementation and achievement of the Sales Marketing Plan.
• Attend and represent the company at trade shows and city-wide conventions if necessary.
• Fulfill Manager on Duty shifts.
• Have knowledge and understanding of all department policies and procedures and communicate and enforce all policies fairly and consistently with staff.
• Develop a full working knowledge of hotel operations, including Food and Beverage, Guest Services and Reservations/Revenue.
• Operate within the established sales expense budget.
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all DHM sales policies and selling techniques, with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct professional, thorough site inspections of the hotel with clients, exhibiting key features and benefits of the property.
• Update computerized sales management systems, including generating reports, entering business, blocking space and building accounts.
• Update bookings in the property management system, including group blocks, routing and reservations.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Perform other duties as requested by management.
• Attend meetings/training as required by management.