BT Sales Manager

Sage Hospitality•Baltimore, MD

10d•$63,000 - $65,000

About The Position

The BT Sales Manager meets and exceeds revenue goals by developing new accounts and growing existing hotel accounts through profitable, mutually beneficial selling. The role manages accounts that travel throughout the year and negotiates rates for accounts with consistent travel. The manager develops and maintains client relationships, prospects for new business, manages key accounts, and uses yield management techniques to negotiate room rates and function-space commitments. The position requires frequent direct sales activity, account service, market research, organized file and trace management, and professional representation of the hotel and Sage Development Resources, Inc.

Requirements

High school diploma or equivalent.
At least 3 years of sales experience or experience in a related position.
Knowledge of general sales techniques.
Yield management experience.
Highly developed customer service skills.
Fluent English listening, speaking, reading, and writing skills.
12th-grade-level mathematics, spelling, and reading skills.
Effective business writing skills.
Ability to meet clients on and off premises, tour the property, attend functions, climb stairs, use door keys, and operate basic office equipment.
Vision to read fine print and computer screens, distinguish colors, and observe rooms in poorly lit conditions.
Ability to understand and follow verbal and written instructions; handle multiple tasks; build internal and customer relationships; set and manage priorities; plan activities in advance; solve problems; make sound business decisions; and respond to coaching, feedback, and training.
Strong and effective sales skills.
Ability to bend and kneel repeatedly while filing, reach all areas of the hotel, stand occasionally, and occasionally carry or lift files and office items weighing up to 25 pounds.
Must have reliable transportation and a valid state driver’s license for sales calls.

Nice To Haves

Hotel experience preferred.

Responsibilities

Target high-revenue-potential sales calls to support the direct sales program and meet department budget and marketing plan goals.
Maximize current hotel key accounts by identifying opportunities for revenue growth.
Achieve at least 90% of productivity goals and 100% of activity goals established by management.
Develop new accounts by researching and targeting competitors’ accounts, networking, conducting reader board surveys, and prospecting for business.
Acquire referrals from existing accounts and follow up on leads within 48 hours; send leads to other Sage hotels when appropriate.
Plan and maintain a targeted account development list to generate revenue and build hotel contacts and contracts.
Prospect for new business through telemarketing, creativity, and innovation.
Use yield management techniques to negotiate room rates and function-space commitments profitably.
Maintain accurate, organized, current account files and documentation.
Build customer relationships through frequent, professional, courteous, and ethical communication.
Develop customer profiles and maintain an effective trace system to meet client needs and increase revenue.
Respond promptly and efficiently to customer needs and inquiries.
Research and study the marketplace and territory to capitalize on the hotel’s strengths and understand competitors’ capabilities and weaknesses.
Dedicate at least 90% of work time to direct sales and revenue-producing activity.
Control travel expenses incurred on behalf of the property.
Represent themselves, the hotel, and Sage Development Resources, Inc. with integrity, professionalism, a service-focused approach, and a sincere attitude.
Maintain a positive, involved team attitude and open communication with hotel coworkers.
Maintain a neat, clean, business-like appearance.
Travel to make sales calls using reliable personal transportation and a valid state driver’s license.