Sales Manager

DRIFTWOOD HOSPITALITY MANAGEMENT•Cocoa Beach, FL

7d•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 actively upsells business opportunities to maximize revenue, achieves individual and team revenue goals, and ensures business is turned over promptly and correctly for service delivery. The Sales Manager follows sales strategy guidelines set by the Director of Sales & Marketing and supports the hotel’s financial goals and customer satisfaction objectives. The position develops new business, manages customer relationships and budgets, conducts site inspections, prepares sales contracts, forecasts group room and revenue needs, and coordinates event details with customers and hotel teams. It also supports event execution, responds to customer needs and complaints, maintains customer information in hotel systems, and contributes to team leadership, employee development, and continuous improvement. The hotel operates 24 hours a day, seven days a week, so operational demands may require variations in shift days, starting times, and hours worked in a week.

Requirements

At least three years of progressive sales experience.
Aggressive negotiating skills and creative selling abilities to close business with a high conversion ratio.
Knowledge of Microsoft Office or comparable standard software applications.
Knowledge of Delphi and Delphi Diagrams or comparable hotel systems.
Ability to prospect and solicit business, including direct outreach to potential customers.
Ability to conduct Internet research and meet weekly prospecting and solicitation goals.
Ability to uncover new customers and upsell products and services.
Knowledge of menu planning, food presentation, and banquet and event service operations.
Ability to manage guest room and meeting space inventories.
Strong customer development and relationship management skills.
Knowledge of hotel operations as they affect the department and knowledge of audiovisual products and services at both hotels.
Knowledge of contract management and legalities.
Financial management skills, including the ability to understand profit-and-loss statements, manage operating budgets, and handle forecasting and scheduling.
Strong verbal, listening, and written communication skills; problem-solving skills; customer and associate relations skills; presentation and platform skills; organizational skills; closing skills; persuasion skills; and decision-making skills.
Frequent walking, standing, sitting, hearing, talking, and smiling; ability to lift, push, and pull objects weighing up to 10 pounds.

Nice To Haves

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

Responsibilities

Build department revenue by following the sales strategy guidelines set by the Director of Sales & Marketing.
Identify revenue opportunities based on event profiles and meet or exceed individual and team 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 market conditions, competitors, economic trends, supply, and demand.
Build and strengthen relationships with new and existing customers through sales calls, entertainment, familiarization trips, and other activities.
Conduct customer site inspections and proactively solicit and qualify new business.
Target key accounts, markets, and segments, focusing on accounts with greater potential revenue.
Respond to incoming inquiries within the market segment within four hours.
Close business opportunities that best fit market conditions and hotel needs.
Forecast group sleeping rooms and revenue accurately and remain a partner in the forecasting process after turnover.
Create sales contracts as required and understand budgets to support department financial management.
Communicate event details verbally and in writing with internal and external customers, follow up after events, and remain available to customers throughout the process.
Greet customers during events and hand off event details to Convention Services for execution.
Resolve customer problems and suggest alternatives to prior arrangements.
Promote high guest satisfaction and consistent service throughout all phases of hotel events.
Obtain guest feedback, respond to 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, ethical conduct, and effective collaboration.
Follow standards, policies, and procedures; use sales and administrative resources effectively; manage competing demands and follow through on inquiries, requests, and complaints.
Identify and develop talent, pursue self-development, and share learning, innovations, and best practices.