Sales Manager - Metropolitan

On property sales/catering contact for customers, the Sales Manager is responsible for proactively soliciting and managing group/catering-related opportunities. The Sales Manager actively up-sells each business opportunity to maximize revenue opportunities and to achieve personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery.

• Job Title:
  
  Sales Manager
• Division:
  Sales
• Department:
  Sales
• Reports to:
  
  Director of Sales
• FLSA Status:
  Exempt

• 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, Business Administration, or related major; two years’ experience in sales and marketing or related professional area.
• Knowledge of guest room forecasting and attrition
• Knowledge of need time strategy as developed by Revenue Management
• Strong customer and development and relationship management skills
• Knowledge of group, extended stay and transient business
• Understands revenue management functions and account profitability
• Strategic planning skills
• Ability to creatively execute and drive results; can originate and invent new ways to create a unique guest experience and maximize revenue
• Ability to take constructive action without relying on directions form others
• Ability to network and build relationships to grow the business
• Ability to exercise flexibility rather than rigid adherence to procedures in order to accomplish goals
• Effective decision-making skills and judgment skills
• Strong problem-solving skills; encourages new innovative solutions when appropriate
• Ability to influence others
• Ability to develop and maintain relationships e.g., associates, customers, vendors
• Strong presentation and platform skills
• Strong negotiation skills & organizational skills
• Strong communication skills (verbal, listening, writing)
• Strong customer and associate relation skills
• Knowledge of overall hotel operations as they affect department

• Responds to incoming group/catering opportunities for the hotel.
• Proactively identifies, qualifies and solicits new group/catering business to achieve personal and hotel revenue goals.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
• Utilizes Marriott as a resource and for information regarding (Training opportunities, market segments, company wide communication, etc.).
• Effectively manages and develops relationships with key internal and external stakeholders.
• Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
• Effectively use sales resources and administrative/support staff.
• Conducts site inspections
• Provides accurate, complete and effective turnover to event management.
• Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
• Reviews meeting planner survey’s, guest experience index reports and guest comments to understand level of guest satisfaction; continuously strives to improve service performance.
• Continuously focused on improving guest satisfaction to create loyalty and increase market share.

• Performs other duties as assigned to meet business needs.
• Participate in departmental sales and staff meetings; be prepared with the appropriate paperwork.
• Participates in daily stand-up meetings and models desired service behaviors in all interactions with guests and team members.
• Adhere to the Lobby Ambassador program.
• Develop and follow a targeted action plan and complete weekly sales reports
• An expectation to dedicate a significant portion of time to direct solicitation sales
• Responsible for inputting and maintaining business data in CI/TY
• Responsible for collecting significant history on all complex group bookings
• Develops plans for area blitzing, special sales activities and promotions for assigned market segments
• Achieve monthly departmental revenue goals as outlined in the review criteria and/or bonus program.
• Ensure timely and accurate distribution of information to all affected departments.