Group Sales Manager

Job Overview

Meets and exceeds revenue goals by developing new group accounts and growing current hotel accounts in a profitable and win-win selling approach.

• Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.
• Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.
• Key Account Management:
  Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

• Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business.
• Acquires referrals from existing accounts:
  Follows up on all leads within 48 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Sage hotels.
• Plans and implements an ongoing Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.
• Continually targets and prospects for new business through telemarketing, individual creativity and innovation.

• Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.
• Maintains a well-documented, accurate, organized and up-to-date file management system to serve client and employer efficiently.
• Develops strong customer relationships through frequent communication and professional, courteous & ethical interpersonal interaction.
• Develops customer profiles and maintains an effective trace system, including trace dates and references, to meet client needs and increase revenues.
• Follows up on all customer needs and inquiries promptly and efficiently.

• Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.

• Focuses on revenue-producing activity and maximizes selling time by dedicating at least 90% work time to direct sales efforts.
• Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.
• Represents themselves, the hotel and Sage Development Resources, Inc. with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.
• Exhibits a positive and involved team attitude to all hotel departments and maintains open communication with all co-workers for the best overall performance of the hotel.
• Displays a neat, clean, business-like appearance at all times.

Minimum of high school diploma or equivalent. College degree preferred.

Six months minimum in sales, customer service related position or hotel experience preferred.

• Requires knowledge of general sales techniques.
• Requires yield management experience.
• Requires highly developed customer service skills.
• Requires ability to hear, speak, read and write English fluently.
• Requires 12th grade level mathematics, spelling and reading skills.
• Requires effective business writing skills.
• Must be able to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.
• Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.
• Understand and follow verbal/written instructions.
• Work on more than one task at a time.
• Develop strong internal and customer relationships.
• Set and manage priorities and plan activities in advance.
• Solve problems and make sound business decisions. Respond to coaching, feedback and training.
• Strong and effective sales skills.

• Bending/kneeling – repeated bending and kneeling required while filing.
• Mobility – must be able to reach all areas of hotel…