Sales Manager

Four Seasons Hotels and Resorts

33d

About The Position

Four Seasons is powered by our people. We are a collective of individuals who crave to become better, to push ourselves to new heights and to treat each other as we wish to be treated in return. Our team members around the world create amazing experiences for our guests, residents, and partners through a commitment to luxury with genuine heart. We know that the best way to enable our people to deliver these exceptional guest experiences is through a world-class employee experience and company culture. At Four Seasons, we believe in recognizing a familiar face, welcoming a new one and treating everyone we meet the way we would want to be treated ourselves. Whether you work with us, stay with us, live with us or discover with us, we believe our purpose is to create impressions that will stay with you for a lifetime. It comes from our belief that life is richer when we truly connect to the people and the world around us. About the location: Represent, promote and sell a luxury boutique resort to both B2B and B2C leisure and group consumer markets in a defined geographic region. This role is designed to generate resort awareness and achieve annual revenue goals through direct phone sales; hosting webinars; in-person sales calls, attending tradeshows and networking groups; and hosting client experiences on property. It requires coordinated teamwork with the sales and marketing division to solicit, sell and confirm leisure stays and group business required to meet budgeted sales goals for the property. Candidates should possess the ability to work the full sales funnel from prospect and solicitation through conversion and customer retention. This position requires a high degree of independent judgement, strong organizational and time management skills, refined communication skills and is comfortable multi-tasking, and manages confidential information with discretion. This role also performs additional actions and responsibilities assigned by the Director of Leisure Sales and Commercial Director of the resort.

Requirements

Education: College Degree – 4 years, or equivalent experience
Experience: A successful track record in managing a dedicated market for a luxury hotel or collection. Three-year minimum is required.
Skills and Abilities: Strong reading, writing and oral proficiency in English (Spanish as a benefit but not required).
Fluency in computer skills and knowledge including but not limited to Excel, Word, PowerPoint, Salesforce, Ideas, Opera, Cvent, Meeting Broker and Starcite.
No. of employees supervised: None
Travel required: Varies but approximately 30%
Hours required: Monday to Friday scheduled days and times may vary based on travel and business needs.

Nice To Haves

Spanish as a benefit but not required

Responsibilities

Business Development and Prospecting: Identify and target group customers and travel agencies that will generate business on behalf of hotels and in coordination with WSO efforts.
Negotiate, draft, generate and confirm/sign group contracts, proposals and addendums that ensure both hotels budget and revenue targets are achieved.
Adjust group pricing and recommend group concessions as needed to secure group business in support of hotels budget targets.
Utilize various prospecting resources to solicit and secure business on behalf of hotel Use company wide programs, sales developments, prospecting projects, WSO customer events and reporting for business development.
Follow up on all business inquiries and leads and qualify business to generate room nights and associated revenue to impact Total RevPar performance.
Create and execute account plans for assigned market territory to ensure maximum revenue and budgeted targets are achieved for hotel.
Achieve monthly, quarterly and annual revenue and direct sales goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined.
Uncover potential property-to-property referral leads on behalf of sister properties and the company.
Assist both Directors of Sales in the development of new programs and sales campaigns in an effort to obtain additional sales from the various market niches.
Assist both Directors of Sales with the implementation, follow-through and updating of the quarterly action plans.
Explores new ways to increase revenue.
Prioritizing & Time Management: Treat active selling, solicitation and business development as #1 job priority.
Protect the Golden Selling Hours.
Allocate time and resources as appropriate for account potential.
Schedule activities effectively, meet deadlines and cover hotel´s internal meetings and events assigned.
Handle and organize sales calls and trips in a cost and time-efficient manner and within compliance of established budgets.
Plan activities in advance.
Ability to coordinate special events, promotions and other required management duties as assigned.
Secures proper handover to another Sales Manager “buddy” while traveling and/or vacation periods.
Complete weekly prospecting calls to solicit new and untapped business leads
Product Knowledge and Training: Maintain thorough and complete product knowledge of Naviva®
Carry an in-depth understanding of comp set
Perform customer site inspections to uncover needs and present solutions that will maximize booking opportunity and create strong customer relationships.
Create VIP and Group Site Inspection alerts in a timely manner.
Identify and communicate travellers’ needs to ensure all operational and marketing aspects of their stay are met.
Understand and utilize the sales tools the company provides and to follow and support all sales and marketing MOS.
Ability to sell all hotel products and services.
Sales Effectiveness: Track and focus on conversion to ensure hotels revenue objectives are positively impacted and achieved.
Write clear and effective sales correspondence.
Provide error-free proposals, contracts and addendum to clients.
Make a strong and positive impression on clients in individual and group setting.
Contact in-house customers to promote good will and foster additional business or repeat business to property or sister property.
Develop and utilize sales skills in all sales interactions.
Cross-sell with catering and group managers and team-sell where appropriate.
Meet deadlines to present Budget and Commercial Plan for the following year with action plans, ROI and expenses.
Responds to complaints from customers and give after-sales support when requested.
Will keep updated information in Salesforce presenting rates and concessions per hotel and reasons why clients book one hotel or another when competing for the same piece of business
Sales Administration: Establish and maintain strong Salesforce maintenance including account creation, account traces, contact information, client email lists, backups, bookings, due dates, meeting space, etc. in accordance with Four Seasons standards.
Complete Handover Check list to Conference Services Department once Contract signed and first deposit are received in accordance with Four Seasons standards
Understand and maximize the utilization of all automated sales and reservations systems (Opera) involved with travel industry business.
Respond and maintain effective correspondence with all potential and existing clients.
Follow up on all pending and currently booked business details.
Produce monthly sales recaps of market achievement based upon marketing plan objectives and produce and execute quarterly and annual action plans.
Participation and contribution to annual Marketing Plan including proposing and managing territory sales expenses and travel budgets.
Initiates booking feedback as needed with both DOS, CD and GMs during the sales process up to and including contract.
Produce own expense report collecting all necessary backups based on cross charging procedures requested by Finance Department.
Produce, plan, coordinate and execute Site Inspections and Fam Trips.
Generic Skills: Keep supervisors informed of any and all potential problems so corrective action can be taken where needed.
Prepares and presents Hotel´s Embark Course and Operations Meeting in a professional and friendly way when on properties.
Secures to achieve Commitment Report Department´s targets.
Maintain a professional appearance and conduct personal behaviour in a mature professional business manner where representing the hotels and company.
Be a sound analyser and problem solver.
Be a doer and implementer.
Develop and use good acumen and be a good business operator.
Communicate industry trends or market data as needed to better understand our marketplace and business.
Have a strong attention to detail, monitor quality and be obsessively service oriented.
Be versatile and flexible and maintain composure during stressful times.
Manage, coach and guide assistant to assigned sales coordinator.
Receive and share constructive criticism.
Have interpersonal sensitivity.
Respond to hotel safety or emergency situations.
Perform all tasks as assigned by both hotels´ management and staff.