Group & Events Sales Manager - Hocking Hills Lodge & Conference Center

Hocking Hills State Park Lodge•Logan, OH

6d•$40,000 - $50,000

About The Position

Hocking Hills Lodge and Conference Center located inside Hocking Hills State Park is seeking experienced candidates for a Group & Event Sales Manager position. Hocking Hills Lodge and Conference Center is an 81-room lodge with 40 cabins, a full-service restaurant/lounge, and banquet facilities to accommodate up to 200 guests. More property information is available at Groups & Weddings | Hocking Hills State Park Lodge. Hocking Hills State Park is one of the most visited State Parks in the country requiring a level of attention to detail and service to meet the guest's expectations and experience. Join an exciting, career-oriented work environment. Salary: $40,000 to $50,000 per year based on experience plus e ligible to earn additional income with Regency Hotel Management’s Sales incentive program. Work schedule will allow for a work and life balance, but may include nights and weekends. Full benefits package available after 60 days, 401k, and PTO available. Based on performance, the employee can grow in the company. Initial on-boarding and ongoing training as needed and reasonable. Position Overview: Responsible to support and represent the Director of Sales (DOS) in maximizing sales opportunities and profitability for the hotel and event center by selling and booking hotel rooms and event space. Share responsibility for overseeing, prospecting, qualifying and maintaining new and existing accounts in the corporate, corporate group and convention group (including SMERF) market segments for the hotel. Learn to plan strategies and solicit hotel business focusing on increasing hotel revenues and occupancy levels, through yield management practices and active solicitation in assigned market segments.

Requirements

High School Diploma or GED required. Some college preferred
2-5 years of sales and marketing experience required. Some prior catering sales experience preferred.
State requirements
Ability to use computer for daily work. Strong knowledge of spreadsheets, word processing, advertising and photo software.
Possess working knowledge of catering software and hotel front desk POS systems.
Communicate effectively with staff and guests, verbally and in writing. This being done with a strong understanding of the English language.
Establish and maintain effective working relationships with employees and customers.
Possess strong interpersonal, sales and marketing experience and skill. Demonstrate organizational, planning and goal setting skills.
Possess extensive demographic knowledge of region, state, city hotel and conference center competitive market.
Possess extensive knowledge and skill working with marketing and advertising mediums: print, TV, radio, and social media.
Knowledge of food and beverage menus, presentation of food and beverage items, food delivery, guest service and room setup helpful.
Follow written and verbal instructions. Act independently with minimal supervision.
Good driving record and able to drive a car for travel.
Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, labor relations, and corporate and property-specific policies.

Responsibilities

Assist DOS in developing an aggressive and market appropriate on-going sales building plan for the booking of the hotel and conference center, with cooperation and direction from the General Manager.
Help design, complete, prepare and participate with follow-up action steps for sales calls in designated market segments, in cooperation with the overall Sales Department mission.
Generate revenues and make a positive impact on the hotels’ gross operating profit and customer satisfaction/service standards.
Participate and assist with contracts and booking details for business conference or association groups and events needing function space and sleeping rooms. Refer food and beverage arrangements to Catering Director.
Actively participate in greeting and other guest relations work in a hands-on manner for the property’s business conference or association clients when they are having a function or event.
Participate in a weekly/monthly property sales meeting process with: Sales Staff Hotel General Manager Catering Director Department staff management meetings. Pre and post conference client meetings
Create and maintain a positive work environment through team building and serve as a role model for staff in terms of: Professionalism Attitude Respect Communication Appearance Conduct Cooperation Trust
Uphold and abide by the policies in the Associate Handbook for your position. Follow these policies, rules and regulations for the safe and effective overall operation. Teach and enforce all existing and new policies and procedures. Must have commitment to company values.
Maintain a hands-on, positive and inspirational coaching approach to working with and supporting your supervisors and associates. Be a good role model and actively seek coaching opportunities to help maintain a positive work environment. Maintain this environment through team building. Be proactive to assure your property has a “harassment free” work environment. Report harassing behavior immediately.
Maintain a positive approach to working with associates to include coaching and counseling. Offer praise for those times when someone is doing the right thing and immediately correct when improvement is necessary.
Maintains a 45 hour average annual workweek. Work schedule prescribed by the DOS. Work overtime as requested and approved
Report hotel and conference center sales directly to the DOS. You are one of the main community ambassadors for the property in many instances. You are one of the top liaisons for the conference and association guests and their events.
Participate in top VIP conference and association events to make initial contact with the guest representative(s).
Participate in aggressive and targeted solicitation of business focusing on selling rooms, food and beverage through outside, personal, telephone and correspondence calls.
Assist and support floor operations, or kitchen food plating, for top VIP conference and association events, as requested by the DOS. Support with a “Hands-On” approach and lead by example.
Participate in and attend activities in area service and civic groups. Network and build relationships with key community contacts and organizations.
Professionally represent the hotel and property when interacting with guests from the community and industry organizations.
Maintain a high level of professional standards when working with clients, hotel guests, and fellow employees.
Expected to do monthly travel, or as necessary. Attend travel/trade shows, convention bids and meetings.
Meet and exceed customer and team member expectations by providing Regency Hospitality Culture service.
Communicate effectively with customers, co-workers, and supervisors.
Coordinate activities related to booked business with various departments.
Communicate client requests to all departments in an effective and timely manner.
Help catering team reach sales goals by developing and implementing sales strategies.
Prepare proposals for clients. Outline details of proposed functions and coordinate preparation of estimates with other food and beverage departments.
Facilitate execution of function by providing specifications to responsible departments.
Participate in problem solving with other departments related to booked business. This may be regarding space conflicts, threatened cancellations and compromises between customer needs and hotel facilities.
Attend requested pre and post conference meetings with Catering Director and client.
Attend meetings relating to the top property businesses or association clients.
Participate and assist with in-house guest sales presentations, property tours and customer meetings.
When requested, prepare for and participate in monthly meeting with CVB. Discuss new leads generated, up-coming bids and ideas for securing the business, booked business since month prior, pending business and cancellations.
Meet regularly with the DOS and REVPAR team. Plan and implement sales, rate strategies and activities.
Organize and/or attend scheduled sales department meetings, hotel department manager meetings, and related meetings, as requested by DOS.
Work with sales staff and hotel management team on promotional programs, hotel marketing plan, budgeting, advertising campaigns and special projects, as assigned.
Set weekly/monthly goals and work agendas. Share weekly with DOS.
Help maintain safe working conditions within department and hotel.
Solicit and sell guest rooms, food & beverage services and any additional hotel services to existing and new corporate, group and transient customers.
Generate correspondence, contracts and requested information in a timely manner. Return customer inquiries and calls promptly.
With the DOS, develop and implement a plan to solicit new and existing accounts to meet/exceed revenue goals for both.
Focus sale efforts on outside sales, sales blitzes, sales presentations, telephone, mail and email solicitation and communication.
Utilize social media and property websites to help accomplish revenue goals.
Help DOS lead the solicitation and direct sales efforts, of the sales and catering staff, through effective oral and written communication.
Oversee rate, date and space commitments for group room sales within the hotel.
Assist DOS develop rates and group sales deployment strategies through review of competitive data, demand analysis and market mix management.
Help DOS maximize revenue for the property by directing, managing and ensuring that room revenue is maximized in group and transient sales activities.
Assist DOS actively maintain, review and update the hotel’s account management/customer relationship booking system (hSP) with account/customer information, tentative/confirmed bookings and room blocks. Update and maintain an active sales trace system in (hSP) database.
Actively seek out, establish and cultivate social and business relationships with potential or current clients, Chamber members and top business and community leaders in the local and regional market. Attend related meetings and social events.
Research potential clients’ special needs/requirements to provide first-class service, accommodations and experience to exceed guest expectations.
Invite prospective and existing clients to the hotel for site and FAM tours. Keep customers updated of on-going renovations and property enhancements.
Develop and conduct persuasive verbal sales presentations to prospective clients. Internally promote property and company programs.
Meet assigned market segments, budgeted sales and profit margin by soliciting, selling and confirming business as required. Achieve budgeted goals and develop strategies/programs to promote growth within assigned market segments.
Develop data and recommend program to meet clients’ needs. Prepare proposals with the DOS that are geared to maximize profit while satisfying client needs. S Solicit files on a timely basis to confirm business.
Contact in-house customers to foster additional business, repeat bookings, and/or referrals to other properties. Ensure maximum occupancy on a daily basis. Perform follow-up on progress of groups booked with front office.
Help create and implement an approved VIP program for clients. Focus on PURE SELLING. Maintain an active sales management system with a targeted goal of 30 qualified personal, telephone and correspondence sales calls per week, via Sales Revolution and rebooking/inquiry conversion. Quality is as important as quantity. ACTIVE AND CONTINUED PROSPECTING PRODUCES RESULTS. Adhere to the selling basics: Know your product. Know your competition. Know your prospect. Retain loyal client base. People buy from people. Each action step should have an objective. Find out wants and needs. Features and Benefits. Plan approach - structured sales effort. Closing - Always ask for the business!