Area Sales Manager - Hotels

Valor Hospitality Partners•Holiday Inn Lucedale, MS

3d•Hybrid

About The Position

We are a global hospitality management company that partners with internationally renowned brands to deliver the full commercial potential of our hotels. In the US, we operate 25 properties and have ambitious development and growth plans. Our mission is to go beyond ‘hospitality’ by creating memorable experiences and lasting connections with our guests. It’s our uncompromising passion for outstanding service that makes us who we are. At the core of this philosophy is our people. Our culture runs on passion, enthusiasm and fun - we love what we do! We set the bar high and we are relentless in our pursuit to ‘re-define hospitality’. The Area Sales Manager is a multi-property sales producer responsible for driving profitable revenue and market share for assigned hotels. This role performs the core responsibilities of an on-property Sales Manager across all assigned hotels: prospecting, account development, relationship management, lead conversion and sales strategy execution. The Area Sales Manager manages a defined portfolio of market segments and accounts, balances priorities based on each hotel’s need periods and revenue goals, and creates value by cross-selling assigned properties when appropriate. The position partners closely with each hotel’s leadership, Revenue Management, Sales and Operations teams to ensure sales activity converts into profitable, well-executed business. This position will be responsible for a group of hotels in the eastern Mississippi area. To maximize market coverage and travel efficiency, ideal candidates may be based in or near Tupelo, Jackson, Biloxi/Gulfport, MS, Mobile, or Birmingham, AL.

Requirements

Minimum two years of hotel sales or closely related hospitality sales experience preferred.
Multi-property, branded-hotel, group or business transient sales experience is a plus.
Demonstrated ability to prospect, build relationships, present, negotiate and close profitable business.
Working knowledge of hotel sales processes, account management and revenue strategy.
Proficiency with CRM and hotel sales systems, Microsoft 365 and virtual communication tools.
Ability to learn and work across different brand platforms.
Strong written, verbal, presentation and listening skills.
Able to communicate confidently with clients, hotel teams, ownership and senior leadership.
Able to manage competing priorities, deadlines and account portfolios across assigned hotels without sacrificing follow-through or data accuracy.
Valid driver’s license and reliable transportation required.
Regular travel between assigned hotels, client locations and local industry events.

Nice To Haves

Two- or four-year degree in hospitality, business, marketing or a related field preferred; equivalent education and relevant experience considered.

Responsibilities

Own the assigned production goals, sales activity targets and account plans for assigned hotels, with clear visibility into results by property.
Allocate time and sales effort based on each hotel’s demand patterns, need dates, target segments and highest-value revenue opportunities.
Develop and execute distinct sales strategies for each assigned hotel while identifying opportunities to cross-sell, refer or package business across the assigned portfolio.
Maintain a consistent presence at assigned hotels and build productive working relationships with each General Manager and operating team.
Represent each hotel’s positioning, brand standards, product, services and competitive advantages accurately and persuasively.
Proactively identify, solicit and close new business through outbound calls, in-person sales calls, networking, referrals, site inspections, presentations and industry events.
Continuously prospect within assigned group, business transient and other market segments to build a qualified pipeline in local, regional and national markets.
Research demand generators, market trends, competitor activity and account potential to uncover new opportunities for each property.
Prepare compelling proposals, presentations and contracts in accordance with approved pricing, terms, brand standards and hotel profitability goals.
Negotiate strategically, overcome objections and secure business that meets the hotels’ revenue, rate and operational objectives.
Serve as the primary sales contact for assigned accounts and develop long-term, value-based relationships that improve retention, share and total account production.
Conduct regular account reviews, client appointments, site tours and appropriate entertainment to advance opportunities and strengthen relationships.
Respond promptly and professionally to leads, inquiries, proposals and follow-up requirements; meet company and brand response-time standards.
Understand client needs and recommend the best-fit hotel, dates, rates and services rather than defaulting all opportunities to one property.
Resolve sales-related concerns quickly and partner with hotel teams to protect the client relationship and future business.
Partner with hotel leadership and Revenue Management to establish account strategy, evaluate business, address need periods and optimize pricing and displacement decisions.
Participate in weekly strategy, pipeline and pace meetings for assigned hotels and arrive prepared with current account intelligence and defined next actions.
Analyze historical production, pace, conversion, lost business and competitive intelligence to adjust sales priorities and action plans.
Meet or exceed assigned room revenue, room night, average rate and other applicable goals for each assigned hotel.
Provide accurate forecasts, production updates, account plans and performance reports within established deadlines.
Maintain complete and accurate account, contact, activity, lead, proposal and booking records in the designated CRM and sales systems.
Manage follow-up tasks and pipeline stages consistently so opportunities do not stall or go unaddressed.
Create and distribute required documents/reports (BEOs, Resumes, GRC, Forecasts, Room Lists etc.) to hotel leadership/operations in a timely manner.
Collaborate with Marketing on targeted campaigns, offers, content and sales collateral that support each assigned hotel’s commercial priorities.
Build relationships with chambers, convention and visitors bureaus, industry associations, community organizations and other relevant demand partners.
Represent Valor and the assigned hotels professionally at trade shows, networking functions, client events and community activities.
Share market intelligence, customer feedback and competitive insights with hotel and corporate commercial teams.
Perform other sales-related duties reasonably assigned based on business needs.