Sales Manager

On-property Sales Manager role in Cocoa Beach focused on proactively driving hotel revenue, upselling opportunities, and supporting smooth event turnover.

Responsibilities

• Drive department top-line revenue by following sales strategy guidance from the Director of Sales & Marketing
• Spot revenue opportunities based on the event profile
• Meet and exceed individual revenue goals
• Manage customer budgets to maximize revenue, meet customer needs, and identify up-sell opportunities throughout the sales process
• Exceed company minimum standards in the sales process and mentor others in the area
• Understand the market, including competitors’ strengths/weaknesses, economic trends, and supply and demand
• Build and strengthen relationships with existing and new customers via sales calls, entertainment, and FAM trips
• Conduct customer site inspections
• Execute proactive selling, targeting key accounts, markets, and segments with account saturation emphasis
• Proactively identify, qualify, and solicit new business to reach personal and hotel revenue targets
• Focus on accounts with higher potential sales revenue
• Respond to incoming inquiries in the relevant market segment within 4 hours
• Close opportunities aligned to market conditions and hotel needs
• Accurately forecast group sleeping rooms and revenue before turnover, and remain a partner after turnover
• Create sales contracts as required
• Use budget knowledge to support the department’s financial management and achieve or exceed budgeted goals
• Support high customer satisfaction and build long-term, mutually beneficial relationships to grow future revenue
• Coordinate and communicate event details with customers (internal and external) verbally and in writing
• Follow up with customers post-event
• Greet customers during the event phase and hand off to the Convention Services department for execution of details
• Resolve issues and suggest alternatives to prior arrangements when needed
• Provide leadership in guest hospitality and maintain high service levels across event phases
• Ensure products and services sold to event planners meet or exceed expectations, drive loyalty, and increase market share
• Serve as a positive example for guest relations; gather feedback and handle guest problems and complaints
• Review Guest Service Results with leaders and support corrective action plans
• Emphasize guest satisfaction in departmental meetings and focus on continuous improvement
• Use Delphi (or other hotel system) to capture and manage customer information daily
• Demonstrate commitment to Driftwood Hospitality Management operating principles and philosophies; hold self and others accountable for results
• Handle conflict timely; contribute to team results; manage change and make decisions with available information
• Follow SOPs, policies, and procedures
• Use sales resources and administrative/support staff effectively; approach work with urgency; allocate time/resources when demands compete
• Follow through on inquiries, requests, and complaints; discuss problems immediately with others
• Actively pursue self-development, explain rationale to help others improve, and share learning and best practices
• Perform all technical and procedural requirements of the job

Requirements

• 3+ years of progressive sales experience
• Hospitality industry experience preferred; selling luxury brands and experiential services preferred
• Aggressive negotiating skills and creative selling abilities to close with a high conversion ratio
• Software knowledge: Microsoft Office (etc.)
• Systems knowledge: Delphi and Delphi Diagrams
• Ability to “Knock on doors” to obtain business
• Ability to research on the Internet
• Weekly prospecting and soliciting goals; uncovering new customers
• Ability to up-sell products and services effectively
• Knowledge of menu planning, food presentation, and banquet and event service operations
• Ability to manage guest room and meeting space inventories
• Strong customer development and relationship management skills
• Knowledge of overall hotel operations as they affect the department
• Knowledge of AV products and services at both hotels
• Knowledge of contract management and legalities
• Financial management skills (P&L understanding, operating budgets, forecasting, scheduling)
• Strong communication skills (verbal, listening, writing)
• Strong problem-solving, customer and associate relationship, presentation/platform, organization, persuasion, and closing skills
• Ability to use standard software applications and hotel systems
• Effective decision making skills

Technologies

• Microsoft Office
• Delphi
• Delphi Diagrams

Benefits

• 401(k)
• Disability insurance
• Employee assistance program
• Health insurance
• Life insurance
• Paid time off
• Room discounts
• Employee Food and Beverage discounts

Physical Demands

• Frequent walking, standing, sitting, hearing, talking, smiling
• Lifting, pushing, and pulling of objects weighing up to ten (10) pounds

Job Summary

• Local, on-property sales contact for customers; proactively solicits and handles revenue-related opportunities
• Actively upsells each business opportunity to maximize revenue
• Achieves personal and team revenue goals for the hotel
• Ensures proper and timely turnover for proper service delivery

Other Essential Job Functions

• Summary of primary responsibilities and qualifications; may not include all duties or qualifications required now or in the future
• Hotel operates 24 hours a day and 7 days a week; shift days, starting times, and weekly hours may vary