Group Sales Manager

Charlestowne Hotels • New Haven, CT

5d

About The Position

The Group Sales Manager reports to the Director of Sales and is responsible for strategically capturing, building, and managing group business, particularly in the SMERF segment. Through proactive and reactive sales efforts, the role maximizes revenue by identifying new business, re-soliciting past business, and developing strong client relationships. The position generates group-segment revenue to meet or exceed budget expectations and manages the sales process from prospecting and proposals through negotiation and event execution.

The role may participate in sales activities on and off property, including site inspections, bridal shows, and chamber events, and may assist with group events and catering. It also maintains the accuracy of key account and prospect records, monitors competitors, and prepares regular reports on sales activity and results. The position requires travel to area businesses and accounts as needed, and work schedules may vary to include evenings, weekends, holidays, and extended hours as business dictates.

Requirements

• Four-year college degree or equivalent education/experience.
• At least 2 years of experience in group sales, marketing, and events.
• Advanced proficiency with sales, point-of-sale, and property management systems, as well as Microsoft Word and Excel.
• Outstanding customer service skills and the ability to serve guests and associates attentively, courteously, and in a service-oriented manner.
• Exceptional communication skills, including the ability to negotiate, convince, sell, and influence professionals and hotel guests.
• Knowledge of event planning and hospitality principles and practices.
• Ability to investigate and analyze current activities or information in sales and marketing.
• Ability to travel to area businesses and accounts to solicit new business as needed.
• Ability to make decisions based on established policies and procedures and guidance from the Director of Sales.
• Ability to listen to, understand, and clarify inquiries from guests and team members.
• Ability to multitask, prioritize, and delegate daily workload.
• Outstanding organizational and time-management skills.
• Ability to handle sensitive material with discretion and confidentiality.
• Energetic, self-starting, and able to work in a fast-paced environment.
• Detail-oriented and able to work independently and as part of a team.
• Ability to anticipate, prevent, identify, and solve problems.
• Ability to show initiative by anticipating guest or operational needs.
• Ability to maintain attendance and punctuality standards and work varying schedules that include evenings, weekends, holidays, and extended hours as business dictates.

Nice To Haves

• Experience with Hilton systems is preferred.

Responsibilities

• Generate group-segment revenue to meet or exceed budget expectations.
• Target new accounts through cold calls, sales blitzes, and other prospecting channels.
• Grow existing accounts by soliciting, prospecting, and qualifying leads.
• Manage the sales process, including presentations, proposal generation, and contract negotiation, to maximize revenue.
• Participate in selected sales activities on and off property, such as site inspections, bridal shows, and chamber events.
• Organize and conduct pre-function meetings with clients and hotel operations staff to support accurate execution of group events.
• Assist with group events and catering as needed.
• Maintain the integrity of the key account and key prospect database, and monitor staff input for accuracy and thoroughness.
• Monitor the competitive set to establish competitive rates and occupancy levels.
• Prepare weekly and monthly reports detailing sales activity and results.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager