Sales Manager

AccorHotel•Durham, NC

22d

About The Position

The Sales Manager is responsible for group room business in the Corporate, SMERF, and Association market segments. The role sells to individual accounts and groups in line with marketing plan objectives, focusing sales activities and group bookings on maximizing revenue per available guest room. The Sales Manager also assists with marketing efforts as needed. The role develops client relationships, represents the hotel at tours and events, identifies booking gaps, and recommends targeted sales and marketing plans. It works with hotel teams and clients to coordinate group bookings and function details, finalizes contracts, manages cut-off dates, and prepares requested reports. The Sales Manager works independently with minimal direct supervision and reports to the Director of Sales & Marketing.

Requirements

Excellent verbal and written communication skills.
Ability to work independently with minimal direct supervision.
Extensive knowledge of selling strategies and ability to meet goals.
Complete knowledge of hotel, catering, and event space.
Ability to use the property-adopted system for booking, tracking, forecasting, and executing selling strategies.
Understanding of the group sales process and ability to negotiate accounts.
Analytical problem-solving skills and ability to analyze financial statements and market data.
Ability to work as part of a team.
Self-confidence, energy, and enthusiasm.
Ability to present ideas and information concisely and in an organized manner.
Effective listening skills.
Ability to manage group or interpersonal conflict effectively.
Strong time-management and prioritization skills.
High visibility in areas of responsibility.
Excellent negotiation skills to create win-win solutions.
Computer skills, including accounting programs, Delphi, Microsoft Word, Excel, and Outlook.
Must pass a background check.
Prior hotel sales and management experience required.
Some local travel to client sites and networking events, and infrequent long-range travel.

Nice To Haves

Bachelor’s degree preferred.

Responsibilities

Build a client base through outside sales calls, sales blitzes, cold calling, prospecting, direct mail, networking, and referrals.
Conduct site tours and represent the hotel at trade shows and business events in local and national markets.
Identify gap periods (30/60/90 days and beyond), recommend targeted sales and marketing plans, and communicate to support execution.
Generate revenue in rooms and catering by achieving booking goals aligned with the hotel’s strategies.
Analyze demand segments and sources of business to maximize revenue and profit.
Understand competitors by segment and leverage the hotel’s relative strengths.
Provide quality customer service, solicit and respond promptly to guest needs, and meet expectations.
Maintain effective involvement with key community organizations.
Finalize contracts for group bookings.
Coordinate with guests and department heads on function details, including space requirements, schedules, and food service.
Execute cut-off dates on group bookings.
Maximize profit and optimize space through sales consistent with pricing models and sound judgment.
Prepare monthly reports as requested by management, including pace reports, sales inquiries, site visits, and sales action plans.
Attend weekly revenue meetings, BEO meetings, and one-on-one meetings with the Director of Sales & Marketing.
Perform other duties as assigned by the Director of Sales & Marketing.