Senior Sales Manager

Responsibilities

• Drive top line revenue for the sales department by executing the sales strategy defined by the Director of Sales and Marketing.
• Identify revenue opportunities for the hotels based on the event profile.
• Manage complex accounts with higher revenue potential and elevated client expectations.
• Meet or exceed individual revenue targets for each hotel.
• Manage client budgets to maximize revenue while meeting needs and identify cross-sell opportunities throughout the sales process.
• Accurately forecast group room blocks and revenue before turnover and maintain involvement in the process after turnover.
• Demonstrate strong proactive selling and prospecting capabilities.
• Focus on target accounts, markets, or segments with proactive solicitation and market saturation.
• Continuously identify, qualify, and pursue new business to hit personal and hotel revenue targets.
• Prioritize accounts with greater sales potential.
• Respond to incoming inquiries for both hotels within the market segment within four hours.
• Participate in Revenue Management Team meetings as needed and assist the Director of Group Sales in developing timing strategies.
• Close the strongest opportunities for the hotels based on market conditions and needs.
• Maintain knowledge of the market, including competitor strengths and weaknesses, economic trends, and supply and demand.
• Build and deepen relationships with existing and new customers through sales calls, entertaining, and familiarization trips.
• Conduct impactful client site inspections.
• Prepare sales contracts as needed.
• Understand budgets to support the financial management of the department.
• Grasp the department's impact on the hotel's financial goals and work to meet or exceed budgeted targets.

Requirements

• Maintain high levels of customer satisfaction and build long term mutually beneficial relationships to support future revenue growth.
• Coordinate and communicate with customers regarding event details, both internally and externally, and follow up after events.
• Maintain visible client contact throughout the process, greet clients during events, and coordinate with the Convention Services team for execution; be available to resolve issues and propose alternatives.
• Lead guest hospitality and sustain consistent, high level service across all event phases; ensure offerings meet client expectations, foster loyalty, and grow market share.
• Model exemplary guest relations.
• Engage guests to obtain feedback on product quality and service; promptly address problems and complaints.
• Review guest service results with leadership and contribute to corrective action plans.
• Prioritize guest satisfaction in departmental meetings and pursue ongoing improvement.
• Use the Delphi system or other hotel platforms to capture and manage customer data daily.

Technologies

• Delphi