Senior Sales Manager - Tour Segment

JOB SUMMARY

Handles incoming leads for large groups (e.g.,25-100 room nights) and catering leads for hotels supported by the Canada Sales Office.
Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.
Verifies that business is turned over properly and in a timely fashion for quality service delivery.
Drives customer loyalty by delivering service excellence throughout each customer experience.

CANDIDATE PROFILE

Education and Experience

Required:

• High school diploma or GED; 4 years experience in the sales and marketing, guest services, front desk, or related professional area.
OR

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 2 years experience in the sales and marketing or related professional area.

Preferred:

• 4 years of experience selling large complex group business experience, either at a property or in a sales office.

• 4 year college degree.

• Knowledge of property operations, Food and Beverage (F&B).

• Knowledge of the group sales process for all brands and how to close a sale.

• Team-based selling experience.

• Hospitality Management Degree.

CORE WORK ACTIVITIES

Managing Sales Activities

• Responds in a timely manner to incoming large group/catering opportunities that are within the parameters of the Group Sales team within the Sales Office.

• Refers opportunities to appropriate sales associate if business is outside the Group Sales parameters.

• Understands the overall market (e.g., competitors' strengths and weaknesses, economic trends, supply and demand) and how to sell against them.

• Verifies that business booked is within hotel parameters.

• Closes the best opportunities for each property based on market conditions and individual property needs.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

• Transfers accurate, complete, and timely information to property in accordance with brand standards.

• Up-sells each business opportunity to maximize revenue for individual properties.

• Understands and utilizes company marketing initiative/incentives to close on business.

• Follows up on opportunities uncovered by sales executives.

• Implements process improvements and best practices.

• Leverages other Group Sales resources and administrative/support staff to achieve personal and team related revenue goals.

• Works with customers to align customer preferences with brand needs and actively up-sells each business opportunity to maximize revenues and drive customer loyalty.

• Verifies that business is turned over properly and in a timely fashion for quality service delivery.

• Handles incoming leads for large groups (e.g.,25-100 room nights).

• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Works collaboratively with other sales channels (e.g., Market Sales, on-property resources) to establish coordinated sales efforts that are complementary and not duplicative.

• Drives customer loyalty through excellent customer service throughout the sales process.

• Serves the customer by understanding their needs and recommending appropriate features and services that best meet their needs.

• Builds and strengthens relationships with existing and new customers to enable future bookings.

• Builds and maintains strong working relationships with key internal and external stakeholders.

• Creates clear expectations for customers and properties throughout the sales process.

• Resolves guest issues that arise as a result of the sales process.

• Brings issues to the attention of Property and Group Sales leadership teams as appropriate.