Sales Manager

Residence Inn West Springfield • West Springfield, MA

2d • $54,000 - $60,000 • Onsite

About The Position

The Sales Manager is responsible for effectively soliciting and becoming familiar with accounts in assigned market segments, prospecting and closing assigned accounts and territory, and positively impacting hotel revenues. The role includes building working knowledge of hotel operations and company sales policies, meeting sales goals, managing sales activity and expenses, and maintaining client relationships through regular contact, site inspections, entertainment, and follow-up. The Sales Manager also supports hotel operations through scheduled M.O.D. and Saturday office coverage, meetings, reporting, and other duties requested by management.

Requirements

• High school diploma or equivalent required.
• Must be skilled in Windows, company-approved spreadsheets, and word processing.
• Must communicate effectively, verbally and in writing, with employees and guests at all levels in an attentive, friendly, courteous, and service-oriented manner.
• Must listen effectively, understand concerns raised by employees and guests, and clarify those concerns.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Must understand and evaluate complex information and data from various sources to meet objectives.
• Must maintain confidentiality of information.
• Must be able to work long hours sometimes.
• Must be able to exert up to 20 pounds of force occasionally and/or up to 10 pounds frequently or constantly to lift, carry, push, pull, or otherwise move objects.

Nice To Haves

• College coursework in a related field is helpful.
• Experience in a hotel or related field is preferred.

Responsibilities

• Attend the daily Highgate Hotel Business Review (HHBR) meeting.
• Develop a full working knowledge of hotel operations, including Food and Beverage, Guest Services, and Reservations.
• Develop knowledge of company sales policies and SOPs, and ensure the sales team knows and follows them.
• Meet or exceed established goals and operate the Sales Department within its sales expense budget.
• Participate in required M.O.D. coverage and scheduled Saturday office coverage.
• Initiate and follow up on leads, and maintain an active sales solicitation program.
• Monitor production of top accounts and evaluate market trends.
• Contact existing accounts according to the Account Coverage Program tracing frequencies.
• Meet or exceed sales solicitation call goals assigned by the Director of Sales.
• Invite clients to the hotel for entertainment, lunches, tours, and site inspections; entertain clients and meet and greet onsite contacts.
• Assist with special promotions for direct sales segments, including parties and sales blitzes.
• Prepare required reports in a timely manner.
• Apply Highgate sales policies and selling techniques to maximize occupancy and Average Daily Rate (ADR).
• Conduct professional, thorough hotel site inspections with clients, highlighting property features and benefits.
• Use the property's computerized sales management system to generate reports, enter business, block space, and build accounts.
• Abide by Prime Selling Time (PST).
• Develop networking opportunities by participating in community and professional associations, activities, and events.
• Review meeting planner evaluations with the Director of Sales and ensure issues receive follow-up.
• Handle inquiries as part of the Inquiry Day Program.
• Attend required hotel meetings and trainings, maintain regular attendance, and maintain standards of personal appearance and grooming, including wearing a nametag.
• Comply with hotel standards and regulations, support safe and efficient operations, identify productivity issues, and assist in implementing solutions.
• Handle problems by anticipating, preventing, identifying, and resolving them as necessary.
• Perform other duties as requested by management.

Benefits

• Medical insurance
• Dental insurance
• Vision insurance
• Life insurance
• Short-term and long-term disability insurance
• 401(k) retirement plan with employer matching contributions
• Paid holidays
• Paid vacation
• Paid sick leave in accordance with applicable law
• Employee assistance program (EAP)
• Educational opportunities and tuition reimbursement
• Paid jury duty leave, personal leave, medical leave, and military leave in accordance with applicable law

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: High school or GED