Position: Senior Associate Sales Manager

Department: Sales and Marketing

Reports to: Director of Sales/Sales Manager/General Manager

SUMMARY:

The ideal candidate will meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach. The Senior Associate Sales Manager prospects, secures and develops accounts with group and/or transient business into the area. The Senior Sales Manager is experienced, driven and personable with an extensive knowledge of the hotel sales process. The Senior Associate Sales Manager creates revenue for the hotel by generating and developing new, referred, and repeat business through strategic prospecting, solicitations, direct sales calls, site inspections, client entertainment, sales missions and tradeshows. The ideal candidate knows the city inside and out, isn’t afraid to knock on doors, thrives in an entrepreneurial environment, and is motivated by exceeding personal and team sales goals.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Advanced level of producing group and/or transient revenues through directly soliciting business via aggressive prospecting, making presentations, developing contracts, negotiating and closing sales.

• Develop and execute sales action plans to close on targeted accounts and business.
• Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.
• Conduct site inspections, client visits, actively entertain, as well as plan and execute travel schedules to key feeder markets and tradeshows.
• Maintain positive relations and high visibility in relative business organizations. Promote the Hotel through regular industry involvement and exposure at local and/or national events.
• Comprehensive knowledge and awareness of the Hotel primary market, its surrounding areas and resources.
• Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
• Negotiate rates, create & issue contracts (with administrative support)
• Demonstrate excellent selling skills, strong communication skills, and a detailed understanding of property operations, food and beverage, and planning.
• Deliver creative and impactful sales presentations, with excellent knowledge of all facets of the hotel and location.
• Responsible for maintaining minimum weekly activity goals as set by Director of Sales & Marketing.
• Keep up with overall market conditions (i.e. competitor’s strengths and weaknesses, economic trends, supply and demand) and how to sell against them.
• Understand and actively utilize company marketing initiative/incentives to close on business.
• Participate in daily business review meeting, training and other sales related meetings as required.
• Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.
• Additional responsibilities, as directed by department leadership

KNOWLEDGE/SKILLS

• Good knowledge of sales techniques including excellent selling, negotiating and presentation skills with strong market and account knowledge.

• Creative, innovative, energetic, driven, results oriented and flexible to change.
• Thrives at building and growing genuine client relationships.
• Must have excellent analytical skills and decision-making ability. Be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
• Must be able to work independently, meet deadlines, is highly organized and can multi-task, prioritizing as appropriate.
• Must be effective and creative in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Knowledge and accuracy in RFPs - and all RFP platforms.
• Meet or exceed sales goals, including weekly sales activity production guidelines.
• Previous experience with CI/TY and HT360 preferred.
• Must be able to work a flexible work schedule including evenings and weekends as needed. Long hours sometimes required i.e. weekends, business travel, client entertainment, group arrivals, etc.
• Some Revenue knowledge - rate loading, rate maximization, revenue strategy, reporting.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and/or EXPERIENCE

Minimum of high school diploma or equivalent. Bachelor's Degree, preferably in business administration, marketing, or hotel management is a plus.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by a colleague to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the colleague is regularly required to use hands to finger, handle, or feel and talk and hear. The colleague frequently is required to stand, walk, and sit. The colleague is occasionally required to reach with hands and arms. The colleague must occasionally lift and/or move up to 25 pounds. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those a colleague encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

The noise level in the work environment is usually moderate.

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)