Sales Manager - FT

DRIFTWOOD HOSPITALITY MANAGEMENT•Orlando, FL

22d•Onsite

About The Position

The Sales Manager is the local, on-property sales contact for customers and is responsible for proactively soliciting and handling revenue-related opportunities. The role upsells business opportunities to maximize revenue, achieves individual and team revenue goals, and ensures business is handed over properly and promptly for service delivery. The position follows sales strategy guidelines set by the Director of Sales & Marketing and supports revenue growth, customer satisfaction, and effective hotel event execution. The hotel operates 24 hours a day, seven days a week, so operational demands may require variations in shift days, start times, and weekly hours.

Requirements

At least 3 years of progressive sales experience.
Aggressive negotiating skills and creative selling abilities to close business with a high conversion ratio.
Software knowledge, including Microsoft Office, and systems knowledge including Delphi and Delphi Diagrams.
Ability to prospect actively, approach potential customers, conduct internet research, uncover new customers, and meet weekly prospecting and solicitation goals.
Effective sales skills, including upselling, closing, and persuasion.
Knowledge of menu planning, food presentation, banquet and event service operations, guest-room and meeting-space inventories, hotel operations, and audiovisual products and services.
Knowledge of contract management and legalities.
Financial management skills, including understanding P&L statements, operating budgets, forecasting, and scheduling.
Strong verbal, listening, and written communication; problem-solving; customer and associate relations; presentation; organization; and decision-making skills.
Ability to manage customer relationships and event-related sales opportunities.

Nice To Haves

Previous hospitality industry experience.
Experience selling luxury brands and experiential services.

Responsibilities

Build department revenue by following sales strategy guidelines set by the Director of Sales & Marketing.
Identify hotel revenue opportunities based on event profiles and meet or exceed individual revenue goals.
Manage customer budgets, identify upselling opportunities, and maximize revenue while meeting customer needs.
Apply sales-process standards and mentor others in the sales process.
Understand the market, including competitors, economic trends, supply, and demand.
Build relationships with new and existing customers through sales calls, entertainment, FAM trips, and other activities; conduct customer site inspections.
Proactively target key accounts and markets, identify and qualify prospects, solicit new business, and focus on accounts with greater sales potential.
Respond to incoming inquiries within the market segment within four hours and close business opportunities appropriate to market conditions and hotel needs.
Forecast group room nights and revenue before turnover and continue to support the process after turnover; create sales contracts as required.
Understand and contribute to department budgets and the hotels’ overall financial goals.
Coordinate event details with internal and external customers, follow up after events, greet customers during events, and hand off execution details to Convention Services.
Remain available to resolve problems or suggest alternatives, and provide consistent service throughout hotel event phases.
Gather guest feedback, handle guest problems and complaints, review guest service results with leaders, and participate in corrective action plans and continuous improvement.
Use Delphi or another hotel system to capture and manage customer information daily.
Demonstrate leadership, accountability, sound decision-making, adaptability, integrity, and effective team relationships.
Follow standards, policies, and procedures; use sales resources and support staff effectively; prioritize work and follow through on inquiries, requests, and complaints.
Support talent development by sharing rationale and knowledge, addressing problems promptly, and pursuing self-development.
Share learning and best practices, improve job-related skills and knowledge, and perform technical and procedural requirements.