Job Description
Job Description
Job Title: Senior Corporate Sales Manager
Department: Sales and Marketing
Reports To: Director of Sales/VP of Sales/General Manager
SUMMARY:
The ideal candidate meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach. The Senior Corporate Sales Manager prospects, secures and develops accounts with group and/or transient business into the area. The Senior Corporate Sales Manager is experienced, driven and personable with an extensive knowledge of the hotel sales process. The Senior Corporate Sales Manager creates revenue for the hotel by generating and developing new, referred, and repeat business through strategic prospecting, solicitations, direct sales calls, site inspections, client entertainment, sales missions and tradeshows. The ideal candidate knows the city inside and out, isn’t afraid to knock on doors, thrives in an entrepreneurial environment, and is motivated by exceeding personal and team sales goals.
ESSENTIAL DUTIES AND RESPONSIBILITIES include the following. Other Duties may be assigned.
- Advanced level of producing group and/or transient revenues through directly soliciting business via aggressive prospecting, making presentations, developing contracts, negotiating and closing sales.
- Develop and execute sales action plans to close on targeted accounts and business.
- 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.
- Conduct site inspections, client visits, actively entertain, as well as plan and execute travel schedules to key feeder markets and tradeshows.
- Maintain positive relations and high visibility in relative business organizations. Promote the Hotel through regular industry involvement and exposure at local and/or national events.
- Comprehensive knowledge and awareness of the Hotel primary market, its surrounding areas and resources.
- Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
- Negotiate rates, create & issue contracts (with administrative support).
- Demonstrate excellent selling skills, strong communication skills, and a detailed understanding of property operations, food and beverage, and planning.
- Deliver creative and impactful sales presentations, with excellent knowledge of all facets of the hotel and location.
- Responsible for maintaining minimum weekly activity goals as set by Director of Sales & Marketing.
- Keep up with overall market conditions (i.e. competitors’ strengths and weaknesses, economic trends, supply and demand) and how to sell against them.
- Understand and actively utilize company marketing initiative/incentives to close on business.
- Participate in daily business review meeting, training and other sales related meetings as required.
- Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.
- Additional responsibilities, as directed by department leadership
EDUCATION/FORMAL TRAINING
Minimum of high school diploma or equivalent. Bachelor's Degree, preferably in business administration, marketing, or hotel management is a plus.
EXPERIENCE
- Minimum of 3+ years in hotel sales management handling the group and/or transient segments
- Prior sales experience in a Los Angeles area hotel preferred.
KNOWLEDGE/SKILLS
- Good knowledge of sales techniques including excellent selling, negotiating and presentation skills with strong market and account knowledge.
- Creative, innovative, energetic, driven, results oriented and flexible to change.
- Thrives at building and growing genuine client relationships.
- Must have excellent analytical skills and decision-making ability. Be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
- Must be able to work independently, meet deadlines, is highly organized and can multi-task, prioritizing as appropriate.
- Must be effective and creative in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
- Knowledge and accuracy in RFPs - and all RFP platforms.
- Meet or exceed sales goals, including weekly sales activity production guidelines.
- Previous experience with CI/TY and HT360 preferred.
- Must be able to work a flexible work schedule including evenings and weekends as needed. Long hours are sometimes required, i.e. weekends, business travel, client entertainment, group arrivals, etc.
- Some Revenue knowledge - rate loading, rate maximization, revenue strategy, reporting.
PHYSICAL DEMANDS
While performing the duties of this job, the colleague is regularly required to communicate effectively in person, by phone, and through written correspondence. The colleague frequently is required to sit for extended periods, work at a computer, and engage in meetings and client presentations. The colleague may occasionally be required to stand and walk during site inspections, client events, or property tours. Light lifting, carrying, or moving materials (up to 20 lbs.) may be required.
WORK ENVIRONMENT
Reasonable accommodations may be made to enable individuals with disabilities to perform these functions.
The work environment is primarily office-based, with frequent interaction in client-facing settings and occasional presence on the event floor during high-profile functions. Noise levels are typically moderate but may be higher during site visits, events, or client functions.
EQUAL APPORTUNITY EMPLOYER/PROTECTED VETERANS/INDIVIDUALS WITH DISABILITIES
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)