Job Description
The Sales Manager reports to and works directly with the Director of Sales. In this position you possess a background of advanced Sales skills with networking and proactive sales efforts at the forefront of all you do. In this role, you will be responsible for all tasks related to driving Market Share and Revenue Performance. This will be achieved through proactively connecting with arriving travelers, networking, and negotiating rates and contracts with pricing and terms that are in the best interest of X to exceed the hotel's revenue goals. Your past experiences have led you to understand that there is an art + science to how and what a hospitality professional is responsible for. You are a proactive self-starter who is highly motivated by achieving financial results, you get an adrenaline rush on Tuesdays when STR reports come out, you love to be #1! You have worked in hotel sales, and you are excited by the opportunity to learn more. You continually find ways to partner with your clients and peers to identify areas of opportunity and have the grit and tenacity to see it through. The ability to work with controlled measure and respect for your leadership team and peers is imperative. You will also actively develop trusting and transparent relationships with your clients and associates at the hotels. As a team member within Aparium Hotel Group, you will work with a phenomenal group of peers who insist that you are collaborative, humble, experienced, and open-minded – no egos are allowed. The Senior Sales Manager is combination salesperson that will focus on Smerf/Leisure Government and the Entertainment markets who has demonstrated through performance a thorough understanding and competence in sales, account management functions and the hotel/business travel industry. Fully develop the above-mentioned market segment to achieve monthly room night goals, develop and implement sales action plans, and achieve monthly activities targets, maintain positive interdepartmental communications and to complete special projects as assigned by the Director of Sales. Business development of potential new accounts through proactive sales calls, connecting with guests in the pre-arrival stage, in person and/or virtual presentations, monthly/quarterly account reviews, and continual interaction with travel agents & account managers, not solely with decision makers but with decision influencers as well. Existing account management & maintenance, including regular contact with existing accounts, optimizing opportunities and monitoring overall account production for all segments. Creatively engage the entertainment community, travel agent & travel manager community and government offices and divisions to ensure the property is front-of-mind, targeting optimal visibility placements, and active engagement. Identify new accounts for the hotel by navigating and analyzing the business intelligence available and action accordingly. Understand the Competitive set- competitors’ strengths and weaknesses, economic trends, supply, and demand etc. Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies to ensure hotel is optimally positioned to drive results. Invite clients to the hotel for entertainment, lunches, FAM Trips tours, site inspections or participation in Lifestyle events. Be familiar with all Aparium sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR). Develop networking opportunities through active participation in community and professional associations, trade shows, activities, and events for sales opportunities. Provide excellent customer sales service to grow share of the account. Handle account details so that all pertinent aspects of solicitation and closing are complete and documented and coordinate various departments' participation in servicing accounts. Reinforce the company's Art + Science ideologies to ensure the experiences of trans local hospitality, intuitive service, and collaboration are implemented and modeled by yourself and every leader of the hotel. Uphold and role model the company’s principles of People, Place, and Character; and ensure you are modeling the way of our values that drive collaboration, intuition, and trans local hospitality. Leading the proactive sales efforts through mining and uncovering business travel sales leads, prospecting off competitor data and market insights. Entertaining and touring clients at Populus Hotel to develop and foster mutually beneficial relationships. Responsible for the day-to-day sales efforts, including contracting new accounts, monitoring, and working existing accounts and validating the bookings and potential of each account. Responsible for accurate data entry of all accounts into Delphi FDC, logging activities, and responsible for tracking the production for all accounts. Responsible for completing an annual business case prior to pricing season to ensure your focus and determination will be thoughtfully executed. Work with your DOS and Director of Revenue to identify and understand seasonality, demand periods (high and low). Analysis and ongoing review of competitors accounts and pricing strategies and adjust accordingly to ensure RevPAR penetration and market leadership are met or exceeded. Responsible for ensuring that all rates once finalized are shared with appropriate parties to ensure timely availability. Demonstrates a high degree of drive and determination and the willingness to complete tasks and projects as assigned by the Director of Sales or Aparium team. Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and clients. Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of Sales goals and budgets. Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation. Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentiality. Minimum of four (4) years’ experience in sales. Completion of four-year college degree preferred though not required if you have proven years of experience. Must possess computer skills and detailed knowledge of various programs, including but not limited to a thorough knowledge of Sales systems, GDS and PMS systems. Hilton Systems Preferred; also system knowledge of Delphi FDC/Salesforce, Knowland, CVENT and Group. Adaptable interpersonal skills to communication and address all employee levels of the hotel. Professional proficiency of the English language in reading, writing and verbal communication.
