Group Sales Manager

Sage Hospitality•Boston, MA

13d•$85,000 - $90,000•Onsite

About The Position

Hotel Commonwealth is seeking an experienced, high-performing, results-driven Group Sales Manager to lead group business development and drive revenue growth. The role focuses on proactively sourcing, negotiating, and closing group room nights and catering and event business. The manager builds and maintains relationships with corporate travel managers, third-party meeting planners, and regional and national accounts to position Hotel Commonwealth as a premier boutique destination in Boston. The position includes direct sales, account development and service, yield management, market research, and ongoing prospecting. The manager is expected to dedicate at least 90% of work time to direct sales efforts, meet established productivity and activity goals, control travel expenses, and represent the hotel and Sage Development Resources, Inc. with integrity and professionalism. The work takes place in a general office and hotel environment and includes meeting clients on and off premises, touring the property, and attending functions.

Requirements

High school diploma or equivalent required.
One to two years of hotel sales experience required.
Knowledge of general sales techniques.
Yield management experience.
Highly developed customer service skills.
Fluent English speaking, listening, reading, and writing skills.
12th-grade-level mathematics, spelling, and reading skills.
Effective business writing skills.
Strong and effective sales skills.
Ability to use basic office equipment and operate door keys.
Ability to understand and follow verbal and written instructions.
Ability to work on more than one task at a time, manage priorities, and plan activities in advance.
Ability to develop strong internal and customer relationships.
Ability to solve problems and make sound business decisions.
Ability to respond to coaching, feedback, and training.
Vision to read fine print and computer screens, see colors, and observe rooms in poorly lit conditions.
Ability to meet clients on and off premises, tour the property, and attend functions.
Repeated bending and kneeling for filing; ability to reach all hotel areas; occasional standing and carrying or lifting files and office items up to 25 pounds.
Must have reliable transportation and a valid state driver's license for sales calls.

Nice To Haves

College degree preferred.

Responsibilities

Make targeted, results-oriented sales calls to support the direct sales program and department goals.
Maintain reliable transportation and a valid state driver's license to make sales calls.
Maximize revenue from current hotel key accounts by identifying and capturing growth opportunities.
Achieve at least 90% of productivity goals and 100% of activity goals established by management.
Capture competitor accounts through networking, research, and reader board surveys.
Obtain referrals from existing accounts and follow up on all leads within 48 hours; refer leads to other Sage hotels when appropriate.
Plan and maintain a targeted account development list to generate revenue and acquire hotel contacts and contracts.
Prospect for new business through telemarketing, creativity, and innovation.
Apply yield management techniques to negotiate profitable room rates and function-space commitments.
Maintain accurate, organized, current account files and documentation.
Build customer relationships through frequent communication and professional, courteous, ethical interactions.
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 survey the marketplace and territory to identify the hotel's strengths and competitors' capabilities and weaknesses.
Prioritize revenue-producing activity and dedicate at least 90% of work time to direct sales efforts.
Control travel expenses incurred on the property's behalf.
Represent the hotel and Sage Development Resources, Inc. with integrity, professionalism, a service-focused approach, and a sincere attitude.
Maintain a positive team attitude and open communication with hotel coworkers.
Maintain a neat, clean, business-like appearance.
Meet clients on and off premises, tour the property, and attend functions.
Assist clients throughout all areas of the hotel.