OBJECTIVE: The Manager’s objective is to solicit group business in the interest of maximizing guestroom and food and beverage rev
PRIORITY RESPONSIBILITIES:
35% Solicit group business in the designated market to achieve or exceed annual guestroom revenue goals.
35% Conduct personal sales and phone calls through account development and maintenance to achieve or exceed sales goals.
15% Conduct site inspections and/or lunch with prospective clients.
10% Coordinate and financially manage and attend sales trips, conventions, tradeshows to develop lead sources, rapport with clients, and build client base.
5% Maintain active membership in industry-related organizations pertaining to the SMERF market.
ADDITIONAL RESPONSIBILITIES:
-
Contact by phone or in person, clients with hotel business potential and to keep accurate records of all sales calls.
-
Handle all aspects of sales group sales from AVCB and Hilton National Sales’ leads. Develop and maintain customer base in defined markets.
-
Target past business and groups for rebooking.
-
Prepare proposals and contracts for group business.
-
All proposals and contracts should be initialed and approved by DOSM before sending to any clients. Coordinate with the DOSM any special group rates or other special requests.
- Enter booking information into Delphi to furnish information to proper departments. Set trace dates for all new and existing accounts for follow-up, solicitation, etc. Enter all notes pertaining to an account or booking into Delphi activities.
-
Turn over definite group files to Convention Services Coordinator and Reservations Analyst. Be sure all necessary information is included in file and is correct; signed contract, definite Delphi booking, billing information, reservations method, and any other pertinent information necessary for CS Coordinator to service and detail the group.
-
Coordinate with all departments of hotel to ensure exceptional service to clients during/after booking process. Maintain contact and follow up with existing accounts to ensure customer satisfaction.
-
Run Delphi reports to track booking productivity, calls and activity notes. Compare reports with goals.
-
Compile quarterly action plans to streamline focus throughout the year and achieve annual guestroom revenue goal.
-
Attend all scheduled meetings as deemed necessary by DOSM.
-
Possible attendance at monthly community/industry organization meetings to develop relationships and network with prospective clients, as deemed necessary by the DOSM.
-
Oversee FIT or BT Markets
-
Ability to travel throughout the United States and International
SPECIFIC JOB KNOWLEDGE, SKILL AND ABILITY:
The individual must possess the knowledge, skills and abilities needed to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of skills and abilities.
-
Ability to work flexible schedule or work additional hours outside of regular business hours to better serve the external and internal client.
-
Strong ability to handle multiple tasks simultaneously.
-
Strong prospecting and contract negotiation skills required.
-
Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact and diplomacy to defuse anger, collect accurate information and resolve conflicts.
-
Ability to read, listen and communicate effectively in English, both verbally and in writing.
- Effective communication between all hotel departments regarding pertinent booking information to ensure professional guest servicing.
-
Ability to utilize a computer system
-
Ability to utilize a computer system (strong knowledge of Delphi FDC and OnQ)
PHYSICAL REQUIREMENTS:
Ongoing sitting, standing, and walking. Ability to lift, grasp, carry and/or push up to 20 pounds.
EDUCATION STANDARDS:
Education: Four-year college degree preferred. Or, any combination of education, training or experience equivalent to 3-years in hospitality sales.
Experience: Minimum of 2 years in the capacities of sales manager in the hotel industry..
