Sales Manager

This onsite role supports the hotel’s direct sales function by partnering with the Director of Sales to pursue assigned segments and accounts, execute quarterly action plans, and work toward hotel revenue targets and competitive market share performance.

Role Overview

The Sales Manager assists in planning and driving the sales effort for designated segments and accounts. In coordination with the Director of Sales, the role develops and implements quarterly sales actions, manages key sales activity through the property’s sales systems, and contributes input tied to budgeting and revenue generation.

Key Responsibilities

• Partner with the Director of Sales to proactively target assigned segments and accounts.
• Assist with the development and execution of quarterly sales action plans as assigned by the Director of Sales.
• Handle inquiry calls, proposals, negotiations, and contracts in line with departmental procedures.
• Document sales activity in STS Cloud or Delphi.fdc, depending on the brand.
• Book business to help the hotel achieve or exceed monthly room revenue budgets and other revenue budgets tied to the assigned hotel.
• Meet or exceed weekly telephone prospecting, qualification, and solicitation call goals, along with outside call goals, following the guidelines in Commitments to Success.
• Use the computerized sales management system to manage hotel business, including adding sales activities, generating weekly sales reports, entering business, blocking meeting space when applicable, and building accounts.
• Prospect for new business using available business tools, including Brand database reports, local newspaper and business journals, Internet Prospecting, Construct Connect, ZoomInfo, and Agency 360 where applicable, plus brand reporting such as Marriott and Hilton reports.
• Provide detailed email follow-up for client visits, site visits, cold calls, and related activity.
• Maintain ongoing client communication to stay engaged and support booking or retention of business.
• Provide input to the Director of Sales for the annual budgeting process, including revenue generation and advertising and promotion costs.

Required Qualifications

• Education: High school diploma or equivalent; College degree (BS/BA) preferred or equivalent work experience.
• Previous hotel sales experience preferred as a sales coordinator, hotel operations, or equivalent work experience.
• Experience selling Marriott, Hilton, Best Western, and IHG hotels, including Hilton Focus Service and/or Full Service where applicable, or Extended Stay lodging, or tourism/hospitality industry.
• Knowledge of the market area for the hotel preferred.
• Strong organizational and multitasking skills, with effective written and verbal communication.
• Financial analysis skills to evaluate potential business opportunities and their impact on business success.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, and PowerPoint.
• Experience with customer relationship software such as Delphi.fdc and/or STS preferred.
• Ability to influence others and engage clients and coworkers on difficult issues, while maintaining guest service focus.
• Ability to perform major life activities: standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Physical capability requirements: push or pull 60 pounds unassisted; lift and/or carry 30 pounds unassisted.
• Ability to see and hear; must be able to speak and read English (additional language ability may be helpful).
• Per company policy, potential associates must pass appropriate security clearances.
• Valid driver’s license required to drive on behalf of the company.
• Physical presence at the hotel is required; telecommuting or remote work is not conducive to the role.

Technology and Tools

• Microsoft Outlook, Microsoft Word, Excel, PowerPoint
• Delphi.fdc, STS, STS Cloud
• Brand database reports, Construct Connect, ZoomInfo, Agency 360
• Marriott reports, Hilton reports

Working Conditions and Special Requirements

• Role requires physical presence at the hotel; not conducive to telecommuting or remote work.
• Ability to drive on behalf of the company and maintain a valid driver’s license.
• Typical schedule includes at least one day out of the office on sales calls (alone or with the Director of Sales) and the remainder of the week in the office working on the sales plan.
• May be required to come in on weekends to support meeting or group satisfaction.
• Periodic overnight travel may be required to assist with sales blitzes, training, or client events.

Possible Career Advancement

• Director of Sales
• Senior Sales Manager
• Dual Sales Manager
• Area Sales Manager