Area Sales Manager

SpringHill Suites (Kinseth Hospitality)•Schaumburg, IL

2d•$55,000 - $60,000

About The Position

The Area Sales Manager increases sales efforts and revenue for hotels by developing, finding, and booking group and LNR business. The role works with corporate and regional sales leaders, hotel General Managers, Directors of Operations, revenue staff, and front desk teams to support sales activity across properties. It includes planning and documenting travel and sales activities, conducting outside sales calls, coaching and training hotel staff, supporting new property ramp-ups, conducting sales audits, coordinating marketing initiatives, and monitoring sales goals and reporting. The position also handles customer inquiries, supports rate and service negotiations within established hotel strategies, maintains community and competitor awareness, prepares reports and expense vouchers, and helps maintain positive community relations. The position requires travel 40% of the time and directly supervises 1–4 Sales Department employees. Employees are expected to follow company and property policies, maintain a professional image, and report to work as scheduled.

Requirements

Sales and/or hospitality experience.
Ability to travel 40% of the time.
Associate degree (AA) or equivalent from a two-year college and 3–5 years of experience; or a bachelor’s degree and one to two years of related experience; or an equivalent combination of education and experience.
Valid driver’s license and proof of insurability.
Franchise-specific certification if required by the franchise of the business unit.

Nice To Haves

Experience with CI/TY, Delphi FDC, and/or Delphi Standard Sales Systems.
Multi-brand experience.
Prior experience managing a sales team.

Responsibilities

Increase hotel sales efforts and revenues by growing, finding, and booking group and LNR business.
Coordinate schedules and sales efforts with the Corporate Director of Sales and/or Senior Regional Director of Sales.
Work with the Regional Sales Team across properties to grow revenue and post activity recaps to Basecamp.
Plan travel, sales, and marketing activities for property visits and communicate with General Managers and the Director of Operations.
Plan and document a weekly schedule in Basecamp and share the calendar with corporate sales staff.
Assist new and existing General Managers by providing sales support and assistance.
Conduct outside sales calls on selected accounts and new business sources, independently and alongside General Managers in their local markets.
Coach and train General Managers in conducting outside sales calls as needed.
Assist with new property ramp-ups where necessary.
Conduct sales audits when appropriate.
Work with and support KHC Revenue Staff.
Train front desk staff on sales items and reinforce that everyone sells.
Set individual sales-call and production goals with General Managers.
Monitor General Managers’ sales calls, activities, and weekly reporting using the KHC Select Service Sales Track Report, due Thursdays at 4 PM.
Negotiate rates and services on behalf of General Managers when appropriate and in accordance with each hotel's predetermined rate strategy.
Research and stay familiar with individual communities and markets.
Coordinate and document quarterly marketing plans with select-service General Managers.
Monitor General Managers’ participation in select-service marketing projects and initiatives.
Coach General Managers on local community involvement, including CVBs, chambers, local groups, and associations.
Coordinate and plan Internet/GDS marketing initiatives.
Participate in sales blitzes and promotions.
Participate personally in designated trade and travel organizations.
Disseminate information about market developments and competitors’ activities.
Prepare regular and special reports as required by the Corporate Director of Sales and Director of Operations.
Respond promptly to customer inquiries.
Ensure adherence to credit and deposit policies.
Complete expense vouchers according to corporate travel department and hotel accountant guidelines.
Develop special promotional packages and programs as assigned.
Maintain a positive public relations image with local communities.
Supervise 1–4 Sales Department employees, including interviewing, hiring, training, assigning and directing work, monitoring and appraising performance, rewarding and disciplining employees, and addressing complaints and problems.
Follow KHC policies and procedures, property-specific guidelines and standards, including dress code, safety, and performance standards.