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About the Role
The Sales Manager functions as the business leader of the property's Sales department, developing strong relationships to proactively position and market the property. This role provides day-to-day leadership to a small team of on-property Sales associates and implements brand strategies to achieve sales objectives through long-term, value-based customer relationships.
Responsibilities
- Executes the sales strategy and verifies that individual booking goals are met for the on-property Sales team.
- Serves as the Sales contact for the General Manager, Revenue Management, Sales Support team, and Catering Sales leaders.
- Serves as the Sales contact for customers and acts as the customer advocate.
- Serves as the property Sales liaison with National Group Sales and National Accounts.
- Provides customer intelligence by evaluating market and economic trends to adjust sales strategy.
- Reviews market position using STAR reports, competitive shopping reports, and other resources.
- Researches competitor's Sales team strategies to identify opportunities for RevPAR growth and market share increase.
- Attends Sales strategy meetings to provide input on weekly and overall sales strategy.
- Participates in business planning with the Revenue Management and Sales Support team.
- Suggests innovative Sales and Marketing ideas and develops deployment strategies to grow market share.
- Proactively participates in the hotel's direct sales effort by conducting sales calls for assigned accounts and with the on-property Sales team.
- Evaluates the property's participation in various sales channels (OTA, Group, brand.com, RFP, etc.).
- Executes and supports brand standards and operational aspects of business booked (e.g., generating proposals, writing contracts, customer correspondence).
- Participates in and practices daily service basics of the brand.
- Verifies that the property implements a seamless turnover from Sales to Operations.
- Maintains successful performance by increasing revenues and controlling expenses.
- Interfaces with Revenue Management and Sales Support team to execute the PSR and Sales and Marketing quarterly action plans.
- Develops strong partnerships with local organizations to increase brand and product awareness.
- Develops and manages internal key stakeholder relationships.
- Develops strong community and public relations by obtaining property participation in local, regional, and national tradeshows and client events.
- Executes exemplary customer service to drive customer satisfaction and loyalty.
- Serves the customer by understanding their needs and recommending appropriate features and services.
- Gains understanding of the hotel's primary target customer and service expectations to offer business solutions.
- Monitors the effective resolution of guest issues arising from the sales process.
- Develops strategic working relationships with leaders of sales channels to drive sales to the property.
- Functions as the business leader of the property's Sales department with overall responsibility for achieving booking goals and property revenue.
- Develops quarterly bonus Key Sales Objectives (KSO) and sales action plans.
- Verifies the Sales team is leveraging Marriott demand engines to their full potential.
- Verifies that effective structures, processes, jobs, and performance management systems are in place.
- Sets career development goals and reviews performance for direct reports.
- Addresses performance issues and holds the team accountable for successful results.
- Forecasts talent needs and manages talent acquisition strategy.
- Maintains an active list of the competition's best sales people and executes a recruitment and acquisition plan.
- Champions leadership development and workforce planning priorities by assessing, selecting, retaining, and developing diverse, high-caliber talent.
- Maintains a professional appearance in accordance with Company standards.
- Maintains open and effective communication with team members and management.
- Attends and participates in team meetings.
- Adheres to established safety and emergency procedures and protocols.
- Completes all required Company training/compliance courses as assigned.
- Adheres to Company standards and maintains compliance with all policies and procedures.
- Performs other related duties and responsibilities as assigned.
Requirements
- A minimum of four (4) years of experience in the hotel sales and marketing field required.
- A minimum of four (4) years of supervisory experience in the hotel sales and marketing field required.
- Attendance is a key component of this position.
- Ability to understand and follow both oral and written directions.
- Ability to communicate effectively with others in English and interact successfully with internal and external customers.
- Ability to interpret and create policies, procedures, and manuals.
- Able to communicate appropriately and effectively with all levels of management and external stakeholders.
- Able to effectively listen, understand, and resolve challenges and concerns from management, team members, and/or customers (internal/external).
- Able to identify and seize revenue-generating opportunities while effectively managing costs and resources.
- Knowledge of key industry trends, best practices, regulations, and the current industry landscape.
- Proven ability to drive revenue growth, optimize costs, and achieve financial targets.
- Able to engage diplomatically and effectively with third party operators and owners, empathizing, and reacting appropriately to partner feedback and helping resolve issues where necessary.
- Basic math skills.
- Ability to adjust effectively to evolving work environments and shifting customer (internal/external) requirements.
- Able to maintain a positive and professional working environment.
- Able to work effectively in a culturally diverse environment and support diversity and inclusion within the organization.
Skills
- Proficient in time management; the ability to effectively organize and manage multiple priorities.
- Emotional intelligence and interpersonal skills, with the ability to build strong working relationships with team members at all levels.
- Skilled in building and motivating a team, fostering a collaborative environment and inspiring high performance.
- Analytical and problem-solving skills.
- Performs well with frequent interruptions and/or distractions.
- Understands how to develop and implement business strategies.
- Exceptional interpersonal skills to include coaching, counseling, and mentoring.
- Visionary mindset, capable of developing and executing a comprehensive business strategy that aligns with brand identity and exceeds guest expectations.
- Proficient in public speaking.
- Proficient in Google Docs/Microsoft Word.
- Proficient in Google Sheets/Microsoft Excel.
- Proficient in Google Slides/Microsoft PowerPoint.
- Proficient in Gmail/Microsoft Outlook.
- Fosters a culture of excellence.
Location
- Onsite
Work Type
- Full-time
Experience Level
- 4+ years of experience in hotel sales and marketing
- 4+ years of supervisory experience in hotel sales and marketing
Education Level
- Associate's degree from an accredited university or equivalent in a related field.
About the Company
- The Company is an Equal Employment Opportunity (EEO) employer and is committed to providing a work environment free from discrimination and harassment.
- All employment decisions are made based on merit, qualifications, and business needs without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other protected status/characteristic in accordance with applicable federal, state, and local laws.
Equal Opportunity
- The Company is an Equal Employment Opportunity (EEO) employer and is committed to providing a work environment free from discrimination and harassment.
- All employment decisions are made based on merit, qualifications, and business needs without regard to race, color, religion, sex, national origin, age, disability, sexual orientation, gender identity, or any other protected status/characteristic in accordance with applicable federal, state, and local laws.