Group Sales Manager

Job Overview

Meets and exceeds revenue goals by developing new group accounts and growing current hotel accounts in a profitable and win-win selling approach. The Group Sales Manager is experienced, driven and personable with an extensive knowledge of the LA market. The manager creates revenue for the hotel by generating and developing new, referred, and repeat group & banquet business in a defined territory and market through strategic prospecting, solicitations, direct sales calls, site inspections, client entertainment, sales missions and tradeshows. The ideal candidate knows the city inside and out, isn’t afraid to knock on doors, thrives in an entrepreneurial environment, and is motivated by exceeding personal and team sales goals.

Responsibilities

Direct Sales:

· Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.

· Develop and execute sales action plans to close on targeted accounts and or business within a market segment.

· Aggressively prospect, research and solicit group & banquet business, in assigned vertical markets.

· Conduct site inspections, client visits, actively entertain, as well as plan and execute travel schedules to key feeder markets and tradeshows.

· Maintain positive relations and high visibility in relative business organizations. Promote the Hotel through regular industry involvement and exposure at local and/or national events.

· Comprehensive knowledge and awareness of the Hotel primary market, its surrounding areas and resources.

· Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.

· Negotiate rates, create & issue negotiated group contracts.

· Demonstrate excellent selling skills, strong communication skills, and a detailed understanding of property operations, food and beverage, and planning.

· Deliver creative and impactful sales presentations, with excellent knowledge of all facets of the hotel and location.

· Responsible for maintaining minimum weekly activity goals as set by Director of Sales & Marketing.

· Keep up with overall market conditions (. competitor’s strengths and weaknesses, economic trends, supply and demand) and how to sell against them.

· Understand and actively utilize company marketing initiative/incentives to close on business.

· Participate in daily business review meeting, training and other sales related meetings as required.

· Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.

New Account Development:

· Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business.

· Acquires referrals from existing accounts: Follows up on all leads within 24 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Sage hotels.

· Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.

· Continually targets and prospects for new business through telemarketing, individual creativity and innovation.

Yield Management:

· Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.

· Actively participate in GRC and Revenue Strategy meetings.

Account Service and Management:

· Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.

· Develops strong client relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.

· Develops client profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues.

· Promptly follows-up on all client needs and inquiries in an efficient and expedient manner.

· Implement process improvements and best practices.

Time Management:

· Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts.

· Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.

· Represents themselves, the hotel and Sage Hospitality Group with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.

· Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel.

· Displays a neat, clean, and business-like appearance at all times.

Qualifications

Education/Formal Training

Minimum of high school diploma or equivalent. Bachelor's Degree, preferably in business administration, marketing, or hotel management is a plus.

Experience

· Minimum of 5+ years in hotel sales management handling the group segment.

· Prior sales experience in a Los Angeles full-service lifestyle, luxury or boutique hotel preferred.

Knowledge/Skills

· Thorough knowledge of sales techniques including excellent selling, negotiating and presentation skills with strong market and account knowledge.

· Creative, innovative, energetic, driven, results oriented and flexible to change.

· Thrives at building and growing genuine client relationships.

· Must have excellent analytical skills and decision-making ability. Be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.

· Must be able to work independently, meet deadlines, is highly organized and can multi-task, prioritizing as appropriate.

· Must be effective and creative in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.

· Meet or exceed sales goals, including weekly sales activity production guidelines.

· Previous experience with preferred.

· Must be able to work a flexible work schedule including evenings and weekends as needed. Long hours sometimes required . weekends, business travel, client entertainment, group arrivals, etc.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· Bending/kneeling - repeated bending and kneeling required while filing

· Mobility - must be able to reach all areas of hotel to assist clients. Occasional standing. Occasional carrying and lifting of files and office items up to 25 lbs.

Environment

General office and hotel environment

Benefits

• Medical, dental, & vision insurance
• Vacation and Sick Time
• 401(k) with Employer Matching
• Health savings and flexible spending accounts
• Employee assistance program
• Tuition Reimbursement
• Great discounts on Hotels, Restaurants, and much more.
• Eligible to participate in the Employee Referral Bonus Program. Up to $1,000

Salary

USD $85,000.00 - USD $95,000.00 /Yr.