Are you the One?
If you have 3+ years of hotel sales experience, a proven track record of meeting or exceeding sales goals, and a passion for building relationships and closing business, this may be the opportunity for you. This role is designed for a high-energy go-getter who thrives on prospecting, networking, and driving market share for a single property.
Key Responsibilities
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Prospect, solicit, negotiate, close and contract Corporate and Group business to earn loyalty from key clients and travelers to drive base revenue.
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Work with Corporate Sales, Corporate Revenue and General Manager of hotel to meet and exceed monthly and annual budget targets for Occupancy, ADR, and RevPAR
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Proactively prospect business and revenue opportunities via phone and email solicitation, as well as setting up appointments and site visits
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Conduct weekly and monthly outside sales calls to target local business account opportunities
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Create and send out proposals and contracts
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Log all sales activity into Delphi and meet and exceed weekly sales activity quota
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Relationship build with city contacts and organizations and attend monthly and quarterly events pertinent to your hotel
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Build and maintain all existing client relationships
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Work with Global and National brand representatives to prospect, saturate and build hotel awareness
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Respond to all RFP solicitations, RFP renegotiations and submit Compelling Business cases
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Conduct annual RFP re-submissions and renew annual contracts
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Proactively mentor and train front desk and respective hotel team members on sales related job duties
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Utilize PMS and Brand reporting to drive sales prospecting and saturation efforts
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Attend weekly Sales Accountability calls with Corporate Sales
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Attend weekly hotel Revenue calls (internal and external) to provide Corporate and Group updates
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Adhere to operational sales such as maintenance of group blocks, overview of reservation coding, as well as working with brands to set up rate codes and uploads of GDS
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Follow all Greens Sales policy and procedure as outlined within the Greens Knowledgebase
The ideal candidate will have:
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Highly developed written and verbal communication skills to effectively negotiate, persuade, influence, and sell.
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Maintain a proactive weekly schedule of outside sales calls, site tours, and client meetings.
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Brand experience (Marriott, Hilton, IHG, etc.)
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Sales system experience (Delphi, Salespro/Salesforce, Amadeus, STS, etc.)
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STAR understanding and can speak to weekly and monthly trends of hotel
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Reliable transportation
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Ability to travel locally to client appointments and events
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Ability to travel to Irvine corporate office as needed as well as to quarterly Greens Sales meetings
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Ability to effectively communicate and train team on sales policy and procedure
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Excellent time management skills
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Manage a pipeline and provide accurate weekly sales activity reports to leadership.
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Be a champion of the property management and sales systems used at each hotel.
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Participate in weekly leadership meetings and individual follow-ups as needed.
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Understand the Chart of Accounts in order to code invoices for sales-related expenses.
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Inform General Managers of any unique market opportunities or significant developments.
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Be willing and able to work a flexible schedule, including occasional evenings and weekends.
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Maintain a professional appearance and demeanor at all times.
What are we looking for?
To fulfill this role successfully, you must possess the following minimum qualifications:
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Effective communication and negotiation skills
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Self-motivated and results-driven mindset
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Strong networking and relationship-building abilities
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Well-groomed and professional appearance
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Organized, competitive, and driven to win
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Experience with Delphi, OnQ, PEP, CI/TY, or similar hotel systems is a plus
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Ability to travel locally for client meetings and networking events
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Hospitality brand experience preferred
Performance Standards
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Performance is measured by RevPAR index (RGI/MPI/ARI), occupancy and ADR growth, total revenue contribution across both properties, account retention and new business acquisition, lead response time, and weekly sales activity reporting.
