MANAGER - SALES

Description

POSITION SUMMARY:

The Sales Manager will secure group business with function space and food & beverage events consistent with established goals while increasing revenues and maximizing the average daily room rate, and ensure a positive, forward-thinking, and safe environment. All duties are performed in accordance with department and property policies, practices, and procedures.

ESSENTIAL FUNCTIONS:

• Continuously evaluates and assesses market conditions as it pertains to competitive rates, strategies, inventory levels, changes in supply and demand, changes in distribution and all other factors that impact revenue and makes recommendations accordingly.
• Attention to detail and strong persuasive communication skills will be critical in this role. Combine a passion for sales and building sound business deals that can stand the test of time. Strive for repeat business where appropriate. Demonstrate a ‘grace-under-fire’ personality that does not require constant direction. Always be willing to pitch in where needed, even when it is outside of the normal function scope. Be organized and detailed, passionate about the hospitality industry, and allow integrity and positive energy to lead.
• As a manager, provide insight, direction, and expertise to both upper and lower levels of management. Swift problem-solving resolution and communication are required
• Assist, plan, organize, chair, attend, and or participate in various Hotel meetings such as: Staff, Operations, Occupancy, and Quality Assurance, etc.
• Follow all company, safety, and security policies and procedures. Perform other reasonable job duties as requested by supervisors.
• Consistently reach out to various companies/associations to have them secure their business (rooms and catering) at the hotel.
• Follow up to lead requests promptly (typically within 24 hours of receipt).
• Prospect (find new opportunities) through online research, lists, shows, and/or within existing accounts.
• Schedule site inspections to showcase the property in person to key decision makers within the assigned territory.
• Maintain activity records within the account management system, Delphi, as outlined in the standard operating procedures.
• This includes the ability to utilize the trace system to ensure prompt follow-up.
• Understand that all client and company/organization information uncovered is company property, and ensure that this information is logged so that the company always has access to it.
• Can evaluate business opportunities and build proposals based on parameters, business conditions, and demand that will benefit the property.
• Negotiate terms that balance the property and the client’s needs and that allow the property to be successful in executing the operations.
• Ensure that all terms and conditions are outlined in the appropriate language to protect the hotel and that those same terms and conditions are noted in the booking to ensure the operations team has a successful execution.
• Follow all booking guidelines and/or seek approvals for those items outside of the normal parameters.
• Be available by phone and walk-in inquiries as needed, regardless of whether they fall within your assigned territory.
• Maintain a high level of integrity as it relates to respecting the territorial boundaries of the team. Everyone will encounter each other’s clients both on the property and on travel. The team must support each other in the face of the customer.
• Presentation skills, both over the phone and in person, are required.
• Meets and exceeds budgets, sales/catering revenue goals, sales activity goals, and expense management.
• Be detailed in the overall management of proposals, contracts, bookings, and other written communication, both internally and externally.
• Have a full understanding of the Downtown destination, its competitors, and its competitive advantages.
• Maintain knowledge of upcoming events, conventions, community events that may affect the hotel and revenue, and market trends.
• Present yourself in a professional way in both appearance and demeanor.
• As part of the management team and in an ever-changing business environment, you may be required to work extended hours, nights, and weekends without consideration of “comp time”.

Requirements

QUALIFICATIONS:

Required Qualifications

• 3 to 5 years of previous hotel sales and marketing experience.
• Ability to negotiate, sell, and influence clients and hotel guests.
• Ability to work in a fast-paced, demanding work environment.
• Achieve set monthly individual, room night, and revenue goals.
• Excellent customer service skills.
• Able to lead and mentor a team.
• Have interpersonal skills to deal effectively with all business contacts.
• Professional appearance and demeanor.
• Work varied shifts, including weekends and holidays.
• High school diploma or equivalent.

Preferred Qualifications:

• Previous experience in a similar setting
• Bachelor’s Degree
• Oral and written communication skills
• Consultative selling skills
• Ability to understand and apply market intelligence to sales strategy
• High level of financial and business acumen
• Staff consulting and relationship-building skills
• Ability to use technology and analysis tools (Excel, Outlook, web, databases)
• Executive presence to influence senior decision-makers
• Knowledge of the advertising industry

WORK SCHEDULE/HOURS:

• Varies based on business needs

WORK ENVIRONMENT:

• Most work tasks are performed indoors; however, there are events where outdoor activities are required. Indoor temperature is moderate and controlled by internal environmental systems.
• Must be able to sit at a desk up to 8 hours per day. Walking and standing are required as needed. This may include traveling to and from meetings. The length of time of these tasks may vary from day to day and task to task.
• Must be able to exert well-paced ability to reach other departments of the hotel on a timely basis.
• Must be able to lift up to 50 lbs. occasionally.
• Requires grasping, writing, standing, sitting, walking, receptive motions, listening, and hearing ability, and visual acuity.
• Talking and hearing occur continuously in the process of communicating with guests, supervisors, and/or subordinates.
• Vision occurs continuously, with the most common visual functions being those of near vision and depth perception.
• Must have finger dexterity to be able to operate office equipment such as computers, printers, multi-line touch-tone phone, filing cabinets, fax machines, photocopiers, and other office equipment as needed.
• When required, requires the ability to travel within the city and/or country to attend conventions or trade shows. Will require a credit card to charge expenses and file an expense report upon return for reimbursement.

PHYSICAL REQUIREMENTS:

• Must have the physical ability to access all areas of the facility; move, lift, carry, push, pull, and place objects; withstand prolonged standing, stretching, bending, kneeling, lifting, and carrying items weighing at least 50 lbs. without restriction.
• Reach overhead and below the knees, including bending, twisting, pulling, and stooping.
• Physical stamina and proper mental attitude to work under pressure; work indoors and outdoors, as well as being exposed to hot/cold surfaces, steam, and wet floors.
• Most work tasks are performed indoors; however, there are events where outdoor activities are required. Indoor temperatures are moderate and controlled by internal environmental systems.
• Must be able to work in a fast-paced, busy, and noisy environment.

DISCLAIMER:

This job description is intended to describe the general nature and level of work performed by individuals assigned to this position. It is not intended to be an exhaustive list of all duties, responsibilities, or qualifications. Duties and responsibilities may be modified at any time to meet business needs.

Plaza Hotel & Casino is an Equal Opportunity Employer and is committed to providing a workplace free from discrimination and harassment. Employment decisions are made without regard to any characteristic protected by applicable federal, state, or local law.

In accordance with the Americans with Disabilities Act (ADA), reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions of the position. Nothing in this job description creates a contract of employment, expressed or implied, or alters the at-will employment relationship.