Complex Sales Manager at The Melrose Georgetown Hotel Pay: $110,000 Annual Salary (USD)

Remington Hotels•Washington, DC

10d

About The Position

The Complex Sales Manager works to maximize sales occupancy and rates in conjunction with hotel operations, increase profits through room sales, and generate business through proactive sales efforts for The Melrose Georgetown Hotel and The Churchill Hotel Near Embassy Row. The role is expected to devote 80% of its time to active sales solicitation, including outside sales calls, office and embassy visits, appointments, telephone calls, correspondence, and in-market relationship building. The manager sends proposals for qualified leads, follows through to convert proposals into definite business, and ensures proposals and confirmations are sent promptly when space is held. The role documents group requirements and coordinates reservations, billing, credit applications, rooming lists, VIP arrangements, meeting details, menus, and audio-visual arrangements with the appropriate teams. It maintains an assigned sales quota, monitors account production, and prepares weekly sales call reports and planned-call itineraries for the Directors of Sales. The manager assists with the annual marketing plan and action plans for assigned market segments, and works closely with hotel operations, Area Revenue Management, and Remington Hospitality's national sales team. The position requires strong prospecting, relationship-building, negotiation, communication, and presentation skills; the ability to analyze account production and turn opportunities into sales actions; and the ability to manage goals and priorities across two properties. Some travel is required. Schedules may vary to reflect property business needs, and regular attendance is expected. The role may require participation in or leadership of departmental or hotel team meetings and other reasonable duties as assigned.

Requirements

Previous hotel sales experience with a demonstrated ability to meet sales goals and grow account production.
Strong prospecting, relationship-building, and negotiation skills.
Strong business communication and presentation skills, both verbal and written.
Ability to communicate with clients, listen effectively, and sell hotel products professionally and courteously.
Ability to analyze account production and translate opportunities into sales action.
Ability to work in a high-demand, sometimes high-pressure environment.
High work ethic, self-initiative, and ability to manage goals and priorities across two properties.
Strong computer skills, including Microsoft Suite.
Basic computational ability.
Ability to focus on multiple tasks and complete assignments on time despite frequent interruptions.
Ability to maintain excellent relationships with staff and preserve staff and guest confidentiality.
Ability to participate in and sometimes lead departmental or hotel team meetings.
Regular attendance according to established guidelines.
Ability to work varying schedules to reflect property business needs.
Some travel is required.
Physical ability to sit, stand, and walk for varying lengths of time and lift approximately 10 pounds.
Ability to perform grasping, writing, standing, sitting, walking, repetitive motions, pulling, and pushing, with listening, hearing, and visual ability.
Finger dexterity to operate computers, printers, multi-line phones, filing cabinets, photocopiers, and other office equipment.

Nice To Haves

Business transient sales experience.
Experience or strong interest in diplomatic and government-related accounts.
Familiarity with wholesale and tour operator channels, including rate loading and production tracking.
Knowledge of the Washington, DC corporate, diplomatic, and wholesale travel markets.
Experience with Opera and Agency360.

Responsibilities

Conduct proactive sales solicitation through outside sales calls, appointments, telephone calls, letters, direct mail, office and embassy visits, and in-market relationship building; devote 80% of work time to active sales solicitation.
Assist the Director of Sales in preparing the annual marketing plan and action plans for assigned market segments.
Send proposals for leads that fit the property profile and follow up to convert proposals into definite business.
Send proposals and confirmations promptly after holding space.
Document client room-block, suite, meeting-space, and banquet-space requirements on booking sheets so the appropriate facilities can be reserved.
Obtain, document, and route information for definite groups, including billing information, credit applications, rooming lists, and VIP arrangements.
Document meeting arrangements, menus, and audio-visual requirements and pass them to the catering manager for follow-up.
Maintain the sales quota assigned by the Director of Sales.
Maintain sensitivity to customer satisfaction and guest needs, and promote courtesy, goodwill, and a positive attitude in interactions.
Prepare and provide the Directors of Sales with weekly sales-call reports and itineraries of planned calls to potential customers.
Analyze account production and translate opportunities into sales actions.
Work cooperatively with fellow associates and maintain excellent relationships while protecting staff and guest confidentiality.
Participate in and, when needed, lead departmental or hotel team meetings.
Perform other reasonable duties as assigned or directed by management.