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About the Role
This role is a trusted key member of the Executive Committee, leading and managing the sales and catering department. The primary mission is to achieve or exceed departmental booking goals and budgeted revenues, grow market share, and ensure efficient execution of sales and service processes to maintain high customer service, employee morale, and inter-departmental collaboration.
Responsibilities
- Provide strategic direction and insight to aid hotel employees, supervisors, and managers.
- Act as a key member of the Leadership team, liaising with all department heads.
- Empower sales staff to make decisions and drive the sales process.
- Analyze and manage business opportunities to achieve the highest profit margins.
- Achieve the sales team’s monthly and quarterly booking goals.
- Establish and implement department Standard Operating Procedures (SOPs) in accordance with Crestline and franchise guidelines.
- Develop cohesion with direct reports and maximize team productivity through continuous career development opportunities.
- Develop and manage sales and marketing operating budget in accordance with the hotel's business plan.
- Manage the sales process and coordinate leads.
- Conduct proactive and continuous sales efforts.
- Develop, maintain, and implement sales action plans.
- Monitor competitor production and sales/marketing activities.
- Negotiate, detail, and administer required documents for group rooms and related events.
- Direct supervision of the sales, catering, and conference services staff.
- Ensure appropriate rates and room blocks are offered to maximize market performance.
- Hold regular meetings with sales staff to measure performance, establish proactive sales action plans, and communicate goals.
- Negotiate group and company contracts within approved Crestline guidelines.
- Manage the RFP process to maximize market account production.
- Identify marketing opportunities and execute marketing plans.
- Track marketing initiatives and measure ROI.
- Implement marketing franchise sales, training, and facilitate revenue-increasing strategies using brand initiatives and tools.
- Ensure Business Plan and related action plans are executed.
- Participate in the revenue management process.
- Create performance notes for discussion with ownership.
Requirements
- A passion for Hotel Sales coupled with a competitive, a hunter mentality!
- Strong understanding of Hotel Sales and Comp Sets with a proven track record of success.
- Exceptional communication skills both verbal and written – ability to communicate and influence by word and writing is a must.
- Strong understanding of how to best sell and market banquet and catering revenue and how to forecast it accurately.
- Premium branded, lifestyle, or independent hotel experience (Hilton, Hyatt, Marriott, or IHG), especially within the full-service hotel space and/or conference centers.
- Ability to communicate effectively through email.
- Ability to manipulate and analyze information quickly from spreadsheets and databases.
- Knowledge of Hotel Computer Systems to include brand-specific systems (Delphi, CI/TY, etc.).
Skills
- Sales
- Marketing
- Catering
- Budget Management
- Sales Process Management
- Action Planning
- Competitor Analysis
- Negotiation
- Contract Administration
- Staff Supervision
- Rate and Room Block Management
- Performance Measurement
- RFP Management
- Marketing Plan Execution
- ROI Tracking
- Revenue Management
- Communication Skills
- Computer Skills
- Spreadsheet Analysis
- Database Analysis
- Hotel Computer Systems
Location
- Hotel
Work Type
- Full-time
Experience Level
- 3-5 years of equivalent work experience
Education Level
- Bachelor’s Degree (Four Year College or University) preferred
Salary/Compensations
- Salary commensurate on experience
- Eligibility for Sales incentive program with quarterly and annual components
Benefits
- Health and Welfare plans to include Medical/Dental/Vision options
- Competitive Paid Time Off
- 401k
About the Company
- Crestline Hotels & Resorts is an Equal Opportunity Employer/Affirmative Action Employer.
Equal Opportunity
- All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, sexual orientation, gender, identity, or disability status.