Senior Sales Manager

At SHERATON DETROIT NOVI, this on-property Senior Sales Manager role serves as the local, front-line sales contact focused on revenue-driving opportunities across the hotel. You will proactively solicit and manage sales opportunities, upsell to maximize revenue, and help ensure smooth handoffs so events and guest service run as planned.

What you will do

• Proactively solicit and handle revenue-related opportunities to maximize hotel revenue through upselling and closing.
• Upsell each business opportunity to capture the full range of revenue potential.
• Ensure business is turned over properly and in a timely manner to support service delivery.
• Build department top-line revenue by following sales strategy guidelines set by the Director of Sales & Marketing.
• Identify revenue opportunities based on the event profile and market conditions.
• Meet and exceed individual revenue goals.
• Manage customer budgets to maximize revenue while meeting customer needs, including identifying upsell opportunities throughout the sales process.
• Exceed company minimum standards with the sales process and mentor others in this area.
• Understand the market in which you sell, including competitors strengths and weaknesses, economic trends, and supply and demand.
• Develop and strengthen relationships with existing and new customers through activities such as sales calls, entertainment, and FAM trips.
• Conduct customer site inspections and provide ongoing visibility during the event process.
• Target key accounts, markets, or segments with emphasis on proactive solicitation and account saturation.
• Proactively identify, qualify, and solicit new business to achieve personal and hotel revenue goals, with added focus on accounts with higher sales potential.
• Respond to incoming inquiries within your market segment within 4 hours.
• Close the best opportunities for the hotel based on market conditions and hotel needs.
• Forecast group sleeping rooms and revenue prior to turnover and remain a partner after turnover, including creating sales contracts as required.
• Use budgets as needed to support financial management of the department and contribute to hotel financial goals.
• Support customer satisfaction by ensuring products and services for event planners meet or exceed expectations and build loyalty for future growth.
• Coordinate and communicate verbally and in writing with internal and external stakeholders regarding event details, including post-event follow-up.
• Greet customers during the event phase and hand off execution details to Convention Services, while staying available to solve problems or suggest alternatives.
• Interact with guests to obtain feedback, respond to and handle problems and complaints, and support corrective action plans when needed.
• Use hotel systems such as Delphi (and Delphi Diagrams) to capture and manage customer information daily.
• Demonstrate leadership in guest hospitality, accountability, business ethics, and decision-making, while addressing conflict in a timely manner.
• Follow all standards, policies, and procedures (SOPs), and use sales resources and administrative/support staff effectively.

Requirements

• 3+ years of progressive sales experience.
• Hospitality industry experience preferred, with experience selling luxury brands and experiential services preferred.
• Aggressive negotiating skills and creative selling abilities with a strong conversion ratio.
• Software knowledge including Microsoft Office.
• Systems knowledge including Delphi and Delphi Diagrams.
• Ability to “Knock on doors” to get the business.
• Ability to conduct research on the Internet.
• Weekly prospecting and soliciting goals, uncovering new customers, and effective upselling skills.
• 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, including communication, problem-solving, organization, closing, persuasion, and presentation/platform skills.
• Knowledge of overall hotel operations as they affect the department.
• Knowledge of AV products and services at both hotels, contract management and legalities, and financial management (P&L understanding, operating budgets, forecasting, and scheduling).
• Ability to use standard software applications and hotel systems.
• Frequent walking, standing, sitting, hearing, talking, and smiling.
• Lifting, pushing, and pulling of objects weighing up to 10 pounds.

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

Location: Novi, MI (onsite)