Sales - Account Manager

Hornblower Group Inc.•San Francisco, CA

About The Position

The successful Account Manager will establish City Cruises as the venue of choice as a global leader in world class experiences. S/he will execute sales strategy as given by the Regional Director of Sales to ensure increase share of the market and optimize revenue growth in line with the company’s overall vision and strategy while meeting or exceeding revenue targets within the specific market segments assigned to the account manager.

Requirements

A minimum of 2 years total sales experience consisting of at least 1-year outbound telephone sales experience.
Wedding Sales experience a requirement
Proficient with Microsoft office products as well as CRM software.
Analytical skills required to identify and exploit selling opportunities.
Sells primarily by telephone; must have excellent oral communication skills.
Proposal writing is required, must communicate effectively in written form.
Establish and maintain effective working relationships as required by job responsibility.
Must have the ability to persuade and influence people.
Must have proven leadership skills.
Must be able to listen effectively, assesses the situation, determine relevant issues, identify solutions, and gain consensus.

Nice To Haves

Prefer Sales experiences with Social markets
Bachelor’s degree preferred in related field or related experience.
Prefer hospitality experience but not required.

Responsibilities

Develops a comprehensive knowledge of the client and market needs, supported by regularly visiting the clients and setting up face-to-face appointments.
Follows guidance of sales leadership and incorporates effective sales techniques, such as regularly hosting site tours aboard ships.
Generates leads, primarily by using high closing rate techniques such as client appointments and networking through current customers for lead generation.
Converts prospects to clients by using proven sales strategy as indicated above with the goal of winning the sale.
Regularly attend networking events and other in-person industry events to learn more about their market.
Identifies customer needs and uses in-depth product knowledge to prepare winning proposals.
Convincingly presents proposals in-person during site inspections and face to face meetings.
Handles objections and solves customer problems, through active listening techniques and by regularly consulting with sales leadership.
Establishes relationships with associations and business organizations (e.g. Convention &
Visitors Bureau) by regularly visiting these extensions of our sales team and gaining referrals in the process.
Ability to effectively plan out a schedule for the week, with a focus on closing revenue and executing out of office sales activities including client visits, networking events, ship tours and boarding client events.
Balance a schedule that includes boarding clients and as necessary, cruising with high value clients.
Uses Salesforce (CRM software) to effectively plan and manage the activities in the assigned markets and to track productivity of these sales activities.
Uses Anchor (reservation software) to accurately book orders and to create curated proposals, with the goal of presenting said proposals in person, whether at a client’s location or on a ship tour.
Maintains proper personal organization; manages time well, sets appropriate work priorities, and maintains accurate records.
Works with the Sales Admin to collect payments; maintains accounts receivable within ageing guidelines.
Ensures prompt responses to client inquiries, with a goal of getting a quote to the client within 24 hours.
Ensure complete and accurate product details are communicated to the operations team to ensure proper execution of product promised.
Follows up with customer within 24 hours after the cruise to further develop the account, while thanking the client for their business, asking for a survey to be completed and if possible, obtaining referrals from the client.
Works with Regional Director of Sales to resolve all customer issues, while making sure that high priority issues are handled in-person.
Attending applicable meetings as designated or necessary.
Other duties as assigned by the Regional Director of Sales.