Sales and Marketing - Area Sales Manager

Pacific Hospitality Group•Irvine, CA

1d•Onsite

About The Position

What You Will Accomplish Actively solicits new business opportunities through prospecting new customers (including groups, travel managers, and consumers). Uses network channels to open doors to new customers. Seeks methods to penetrate key business activities within the marketplace and finds profitable ways to bring this business to the hotel. Researches information on market and trends and the clients supporting those markets locally. Actively participates in industry related organizations. Attends trade shows, community events and industry meetings to develop business. Participates in Sales blitzes. Makes onsite and field presentations to prospective clients. Participates in pre-convention meetings, training and other sales-related meetings as required. Develops long-term relationships with clients or potential clients by maintaining consistent verbal and written communications and providing good customer service. Analyzes requirements of business opportunities. Researches and maintains knowledge of market trends, competition and customers. Responds to RFP’s. Outlines available hotel space and facilities. Quotes prices. Meets with clients and hotel department managers to plan function details, space requirements, food service and decor. Prepares correspondence to customers, internal booking reports and client data. Maintains detailed information about clients/prospective clients and enters data into property's computer systems. Attends Business Review Meetings. Researches new companies. Travels to meet clients. Attends training. Makes presentations. Conducts familiarization trips. Participate in local community to develop business. Responds to guest inquiries and coordinates special arrangements and requests. Resolves guest complaints within scope of authority, otherwise refers the matter to upper management. Notifies supervisor and/or Security of all unusual events or circumstances.

Requirements

Achieves or exceeds sales goals by providing complete account penetration for assigned territory by focusing on group business.
Establishes new client relationships and maintains existing relationships to maximize revenue.
High school diploma or general education degree (GED), or equivalent combination of education and experience.
Possess solid knowledge of hotel service standards, guest relations and etiquette.
Ability and experience in successfully selling and working in a high volume, time sensitive environment.
Ability to learn, follow and maintain effective sale processes designed to attain maximum revenue while ensuring adherence to established operating criteria.
Strong knowledge of sales techniques with strong skills and ability to negotiate and close sales.
Requires ability to determine needs of customers and persuasively present sales options through verbal face-to-face and telephone interactions.
Must be able to create and effectively provide sales presentations and materials to potential customers.
Contacts sometimes contain confidential/sensitive information so requires ability to use discretion.
Must demonstrate positive attitude and professional demeanor.
Requires strong communication and interpersonal skills and commitment to a high level of guest satisfaction.
Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems.
Must be able to solve problems and remain calm and alert if dealing with difficult guest, during busy activity periods or in an emergency situation.
Requires working knowledge of MS Office applications and ability to learn and use telephone and computer systems used at the hotel.
Due to the cyclical nature of the hospitality industry, team members may be required to work varying schedules to reflect the business needs of the hotel.
Work schedules will include working on holidays, weekends and alternate shifts.
Position requires working from property location.

Nice To Haves

Bachelor’s degree in Hospitality desired.
Two or more years of hotel-related group sales experience.
Experience selling to various assigned markets desired (i.e. Education, Association, Government, SMERF).
Proficiency with DELPHI preferred.

Responsibilities

Actively solicits new business opportunities through prospecting new customers (including groups, travel managers, and consumers).
Uses network channels to open doors to new customers.
Seeks methods to penetrate key business activities within the marketplace and finds profitable ways to bring this business to the hotel.
Researches information on market and trends and the clients supporting those markets locally.
Actively participates in industry related organizations.
Attends trade shows, community events and industry meetings to develop business.
Participates in Sales blitzes.
Makes onsite and field presentations to prospective clients.
Participates in pre-convention meetings, training and other sales-related meetings as required.
Develops long-term relationships with clients or potential clients by maintaining consistent verbal and written communications and providing good customer service.
Analyzes requirements of business opportunities.
Researches and maintains knowledge of market trends, competition and customers.
Responds to RFP’s.
Outlines available hotel space and facilities.
Quotes prices.
Meets with clients and hotel department managers to plan function details, space requirements, food service and decor.
Prepares correspondence to customers, internal booking reports and client data.
Maintains detailed information about clients/prospective clients and enters data into property's computer systems.
Attends Business Review Meetings.
Researches new companies.
Travels to meet clients.
Attends training.
Makes presentations.
Conducts familiarization trips.
Participate in local community to develop business.
Responds to guest inquiries and coordinates special arrangements and requests.
Resolves guest complaints within scope of authority, otherwise refers the matter to upper management.
Notifies supervisor and/or Security of all unusual events or circumstances.