Senior Sales Manager

Job Summary

As the local, on-property sales contact for customers, the Senior Sales Manager is responsible for proactively soliciting and primarily handles complex accounts or markets and complex events with greater revenue potential in a particular market segment, for one hotel. Actively upsells each business opportunity to maximize revenue. Achieves personal and team-related revenue goals for one hotel. Supports and acts on behalf of the Director of Sales in his/her absence.

As the local, on-property sales contact for customers, the Senior Sales Manager is responsible for proactively soliciting and primarily handles complex accounts or markets and complex events with greater revenue potential in a particular market segment, for one hotel. Actively upsells each business opportunity to maximize revenue. Achieves personal and team-related revenue goals for one hotel. Supports and acts on behalf of the Director of Sales in his/her absence.

This description is a summary of primary responsibilities and qualifications. The job description is not intended to include all duties or qualifications that may be required now or in the future. The Hotel operates 24 hours a day and 7 days a week, so operational demands require variations in shift days, starting times, and hours worked in a week.

• Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing. Identifies revenue opportunities for the hotel based on the event profile.
• Handles more complex business with greater revenue potential as well as greater customer expectations.
• Meets and exceeds individual revenue goals for the hotel. Effectively manages customer budgets to maximize revenue and meet customer needs, and identify opportunities to up-sell products and services throughout the sales process.
• Accurately forecasts group sleeping rooms and revenue for his/her groups prior to the turnover and continues to be a part for this process after the turnover.
• Excels at proactive selling. Targets key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focus is accounts with larger potential sales revenue.
• Responds to incoming inquiries for the hotel within their market segment within 4 hours.
• Participates in the Revenue Management Team meetings when needed, and supports the Director of Group Sales in the development of need time strategy.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Understands the overall market in which they sell - competitors’ strengths and weaknesses, economic trends, supply and demand, etc.
• Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, etc.
• Conducts wow customer site inspections.
• Creates sales contracts as required.
• Comprehends budgets as needed to assist in the financial management of the department. Understands the impact of the department's role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals.

• Ensures a high level of customer satisfaction and builds long-term mutually beneficial customer relationships to support future revenue growth.
• Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
• Makes presence known to customer at all times during this process, regardless of which hotel they sit at. Greets customer during the event phase and hands-off to the Convention Services department for the execution of details. Is available to solve problems and/or suggest alternatives to previous arrangements.
• Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.
• Sets a positive example for guest relations.
• Interacts…