Sales Manager

Job Description

Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win‑win selling approach within the assigned markets.

• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.
• Direct Sales:
  Targets results‑oriented high revenue potential sales calls of 30+ room nights on peak 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.
• New Account Development:
  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 24 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to sister hotels.
• Plans and implements an on‑going Targeted Account Development "hit list" of 50+ room nights on peak in order to create new revenue and acquire valuable hotel contacts, and contracts.
• Continually targets and prospects for new business with 50+ room nights on peak through telemarketing, individual creativity and innovation.
• Account Service and Management:
  Maintains well‑documented, accurate, organized and up‑to‑date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.
• Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.
• Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues.
• Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.
• Product Knowledge:
  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.
• Time Management:
  Focuses on revenue‑producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts.
• Professionalism:
  Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.
• Represents themselves, the hotel and Company 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 communications with all co‑workers for the best overall performance of the hotel.
• Displays a neat, clean, and business‑like appearance at all times.
• Administration:
  Achieves activity goals as established by management and completes all reports and assignments in an accurate and timely fashion.
• Community/Trade Involvement:
  Actively participates in those community and trade organizations that most benefit the hotel's exposure to the community and the hotel's bottom line.

Source:
Graves Hospitality