Role Overview
The Sales Associate (SA) serves as a key member of the hotel’s revenue‐generation team. The SA is responsible for identifying, pursuing, and closing business opportunities (leisure, corporate, group) for the hotel, maintaining strong client relationships, supporting the overall brand vision, and helping the hotel achieve its performance targets.
Core Responsibilities
- Lead Generation & Prospecting
- Research and identify new business opportunities (corporate accounts, meetings & events, travel agencies, tour operators, local businesses)
- Qualify leads and manage the sales pipeline (prospects → proposals → commitments)
- Attend networking events, local business & community meetings, and represent the hotel in the market
- Maintain accurate records of contacts, opportunities, status and results (CRM or whichever system the hotel uses)
- Account & Relationship Management
- Develop and maintain relationships with key accounts to ensure recurring business
- Conduct regular check‐ins with existing clients to assess satisfaction, uncover additional needs, and promote new offerings
- Serve as the hotel’s liaison to groups & events booked: coordinate with operations (F&B, rooms, catering, banquets) to ensure smooth execution
- Proposal Development & Negotiation
- Prepare proposals/quotes for business including room blocks, F&B, meeting space, services
- Negotiate terms, pricing and contracts while protecting hotel profitability
- Upsell value-added services (upgraded rooms, packaged deals, special amenities)
- Forecasting & Reporting
- Provide monthly/quarterly forecasts of bookings, pipeline, and revenue expectations
- Track conversion rates (lead → proposal → booking) and report on successes/challenges
- Hold yourself accountable to targets (e.g., number of site tours, proposals sent, business booked)
- Market Intelligence & Competitive Awareness
- Monitor competitor hotels in the local Bloomington/Normal market (rates, packages, groups) and report findings
- Stay aware of industry trends (extended stays, group travel, corporate travel) and communicate ways for the hotel to differentiate
- Collaboration & Internal Alignment
- Work closely with rooms, front office, sales manager/GM, catering/banquets to ensure promises made are delivered
- Assist operations in understanding group/event details: arrival patterns, special requests, guest demographics
- Serve as ambassador for the hotel’s brand, values and guest service culture — especially since many guests for extended stay/longer stays will be booked via your efforts
Performance Expectations
- Meet or exceed quarterly and annual revenue targets (room nights, total revenue, group vs. transient mix)
- Maintain a healthy sales pipeline (minimum number of active leads, site visits, proposals)
- Conversion rate benchmark: e.g., at least 30-40% of proposals sent should convert to bookings (adjust according to hotel norms)
- Average rate (ADR) and yield should meet or beat budget while maintaining occupancy and profitability
- Client retention: targeted accounts should return business year over year
- Timeliness: proposals within 24-48 hours of initial inquiry; follow-ups within agreed timeframes
- Accurate record keeping and forecasting; minimal errors in contract handling
- Demonstrate hotel brand standards in all client interactions: professional, responsive, solution‐oriented
Required Skills & Attributes
- Excellent verbal & written communication skills; comfortable presenting to clients
- Strong interpersonal skills and ability to build relationships — both externally (clients) and internally (hotel teams)
- Results-oriented mindset; proactive and self-motivated
- Ability to negotiate and close deals while maintaining profitability
- Organized and detail-oriented; able to manage multiple leads/accounts simultaneously
- Good market awareness and business acumen
- Flexibility: sales may require evenings or attending external events/networking
- Competence with CRM systems, Excel/spreadsheets, proposal software; comfortable learning hotel systems
- Positive, professional demeanor aligned with brand image
Onboarding & Development
- Within first 30 days: complete brand and property orientation (brand standards of Wyndham, property amenities, local market overview)
- Within 60 days: shadow sales manager or senior associate on key accounts, site tours, negotiation process
- Within 90 days: assume full quota responsibility, manage own leads pipeline
- Quarterly reviews: pipeline health check, review performance metrics, identify development needs
- Ongoing training: industry updates, negotiation skills, CRM best practices, local market trends
Key Metrics to Track
- Number of new leads generated
- Number of site tours conducted
- Number of proposals sent
- Conversion rate of proposals to bookings
- Total room nights sold and revenue associated
- Mix of business: transient vs. group, corporate vs. leisure
- ADR and RevPAR impact of the business sold
- Retention/return business from key accounts
- Client satisfaction and feedback (post‐event & stay)
Expectations of Behavior & Culture
- Uphold the hotel’s guest service standards at all times
- Act as a team player: share market intelligence, collaborate with colleagues, support operational teams
- Maintain professional appearance and conduct in line with brand standards
- Demonstrate integrity, honesty, and transparency in all dealings
- Represent the hotel in the community in a positive way
- Be open to feedback and continuous improvement
Job Type: Full-time
Pay: From $18.00 per hour
Benefits:
- Employee discount
- Paid time off
Ability to Relocate:
- Bloomington, IL 61701: Relocate before starting work (Preferred)
Work Location: In person
