Sales Manager

Courtyard by Marriott (Crestline Hotels and Resorts)•Washington, DC

20d•$70,000 - $74,000•Onsite

About The Position

The Sales Manager at the Courtyard/Residence Inn Washington, DC Convention Center solicits, sells, and contracts rooms for assigned markets, coordinating with transient demand patterns and existing group business to maximize room and related revenues. The role maintains and grows relationships with existing accounts and solicits new group sales accounts. The manager develops and executes strategic sales plans, pursues prospective and existing accounts, responds to leads, prepares proposals, conducts client meetings and site inspections, negotiates contracts, and manages sales information in the hotel’s sales software. The role also monitors market trends and business opportunities, supports client functions and follow-up, and assists the Director of Sales with the annual business plan, budget, and sales action plans. Occasional flexible hours and weekend work may be required; overnight business travel may be needed. Depending on the position’s assigned duties, responsibilities may also include coordinating rooming lists, catering selections, event orders, payment follow-up, room and meeting-space blocks, final counts, operational communications, and forecasts for staffing.

Requirements

High school diploma or GED.
One to two years of experience in hotel and/or conference center sales, or an equivalent combination of education and experience providing the required knowledge, skills, and abilities.
Ability to use a variety of computer programs effectively and efficiently, including Word, Excel, PowerPoint, Outlook, a property management system, sales software, and a timekeeping system.
Good verbal and written communication skills.
Ability to speak, read, write, and understand English.
Advanced knowledge of sales skills, revenue management, writing and executing action plans, and hotel operations.
Ability to set priorities, plan, organize, and delegate.

Nice To Haves

Bachelor’s degree preferred.
Hotel sales experience.

Responsibilities

Create and execute strategic sales plans to identify, attract, and retain appropriate hotel business.
Solicit new and existing accounts through telephone prospecting, outside sales calls, site inspections, and written communication to meet or exceed revenue goals.
Attend trade shows, industry meetings, and community events.
Travel overnight for business-related activities as needed.
Prepare sales proposals, meet with clients, and entertain them as appropriate for their accounts.
Respond to incoming leads and maximize conversion from all lead sources.
Analyze and manage business opportunities to achieve the highest profit margins for the department and hotel.
Maintain knowledge of local market trends, competition, and hotel key accounts.
Sell available hotel space creatively to maximize revenue.
Negotiate and finalize contracts within approved Crestline guidelines.
Use sales software properly and enter required information, including significant client communications.
Establish on-site customer contact as needed and introduce customers to service staff.
Follow up with clients after functions to ensure satisfaction and solicit additional business.
Represent the hotel professionally and contribute as an enthusiastic member of the sales team.
Assist other sales team members as needed to achieve departmental and hotel goals.
Assist the Director of Sales with the annual business plan and budget.
Execute and draft sales action plans.
As applicable, obtain rooming lists, catering selections, and setup details; finalize BEOs and obtain final counts; trace files for payment; follow pre- and post-function payment procedures; communicate setup changes and final counts to relevant departments; ensure guest rooms and meeting rooms are blocked; and provide accurate forecasts to operational departments for staffing.