Business Travel Sales Manager

Job Overview

Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach. Manager manages accounts with travel throughout the year and negotiates rates for those accounts which travel on a consistent basis. Manager does not book group business. Groups (10 or more rooms per night) will be turned over to the group sales team.

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

• Key Account Management:
  Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.

• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

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 48 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.

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 customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.

• Develops customer 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 customer needs and inquiries in an efficient and expedient manner.

• Product Knowledge:

• Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.

Time Management:

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

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

• Represents themselves, the hotel and Sage Development Resources, Inc. 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.

Education/Formal Training

Minimum of high school diploma or equivalent.

Experience

Six months minimum in sales, customer service related position or hotel experience preferred.

Knowledge/Skills

• Requires knowledge of general sales techniques.

• Requires yield management experience.

• Requires highly developed customer service skills.

• Requires ability to hear, speak, read and write English fluently.

• Requires 12th grade level mathematics, spelling and reading skills.

• Requires effective business writing skills.

• Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.

• Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.

• Understand and follow…