The Sales Manager serves as the hotel representative to prospective clients and customers who are in need of lodging, meeting space, food and beverage service and have direct oversight of the sales operations. The Sales Executive responds to inquiries, initiates new sales, prospects and qualifies leads and solicits potential clients and entertains clients, conducts site visits, determines rates, prepares proposals, negotiates contracts, services accounts and analyzes lost business for the hotel. This person works with various departments to ensure requested services are provided to customers. The Sales Manager must have adequate computer skills and possess the ability to learn and implement new software systems accordingly.
Develop and implement standard practices for daily sales functions.
Pulls daily arrivals targeting all in-house guests for referrals and leads.
Researches local competition and is knowledgeable of hotels within our comp set.
Assist all Walk-in customers with a complete site inspection of the hotel.
Will be primary on-site contact for all groups
Process all leads and respond to customer inquiries in a timely manner.
Proactively solicit potential new account opportunities through telephone solicitation, at times networking through organizations, conducting internet research/prospecting campaigns, attending tradeshows and/or client events when applicable; and participating in concentrated sales efforts in all market segments.
Build and maintain rapport with customers throughout the sale process.in order to close the sale, increase production and meet sales targets.
Ensures that all DEFINITE bookings have proper signatures on letters of agreement, variances and hotel commitments for all bookings.
Ensures proper profiles are on reservations for Local and National Corporate account tracking
Maintain accurate and updated accounts/information in the sales software system.
Understand the overall market; competitor's strengths and weaknesses; economic trends; supply and demand; and how to sell against them.
Maintains timely and effective communications with the General Manager and hotel/corporate staff regarding all groups and sales functions.
Exercises the hotel's policies and procedures in accordance with the above responsibilities.
Maintains a positive image for the hotel in the marketplace, and participates in community affairs
Assist with drafting Sales and Marketing Plan.
Performs all other related duties/projects/reports as assigned to meet business needs by the General Manager/ Corporate Director of Sales.
BA or BS from a four-year college or university required.
Some hotel experience preferred but not required.
Driven sales acumen. Energetic, proactive, takes calculated risks, and perseveres to attain goals. Possess an extensive knowledge of sales, marketing, revenue management and budget analysis capabilities with a demonstrated ability to apply these principles and methods through strategy and tactics.
Excellent communication skills. Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust and confidence in one's intentions. Requires effective reading, writing and oral comprehension.
Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
Excellent verbal and written communication skills and organizational skills are very important.
Must be able to think clearly, analyze and resolve problems, while exercising good judgment. You must also be able to remain calm and courteous in demanding situations.
Must have thorough experience with professional selling skills: opening, probing, supporting, and closing.
Must possess exceptional negotiating skills.
Must be proficient in general computer knowledge and able to train and monitor the process of sending referrals, setting traces and profiling accounts.
Must have own reliable transportation and possess a valid state driver's license in order to make sales calls.
Be able to represent the hotels and Oldham Goodwin Group with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.
Understanding of customer and market dynamics and requirements.