Sales Manager

Lodging Dynamics•Anaheim, CA

8d•$73,000 - $78,000

About The Position

The Sales Manager functions as the business leader of the property's Sales department, developing strong relationships to proactively position and market the property. The Manager provides day-to-day leadership to a small team of on-property Sales associates, such as Sales Coordinators, implements brand strategy and initiatives throughout the sales process, and builds long-term, value-based customer relationships to achieve the hotel's sales objectives. This role is responsible for the department's booking goals and property revenue, sales strategy, customer advocacy, and coordination with property leadership, Revenue Management, Sales Support, Catering Sales leaders, Marriott National Group Sales, National Accounts, and other stakeholders. The Sales Manager leads team performance, talent development and recruitment, operational coordination, customer satisfaction, and compliance with brand and company standards. The position requires 10% travel.

Requirements

High school diploma or equivalent.
At least one year of experience in the hotel sales and marketing field.
At least one year of supervisory experience in the hotel sales and marketing field.
Ability to understand and follow oral and written directions and communicate effectively in English with internal and external customers.
Proficiency in time management and organizing and managing multiple priorities.
Emotional intelligence and interpersonal skills to build working relationships across all levels.
Ability to build and motivate a team, foster collaboration, and inspire high performance.
Analytical and problem-solving skills; ability to work with frequent interruptions or distractions.
Ability to develop and implement business strategies and interpret and create policies, procedures, and manuals.
Ability to communicate effectively with management and external stakeholders and listen to and resolve concerns.
Interpersonal skills in coaching, counseling, and mentoring.
Ability to identify revenue-generating opportunities and manage costs and resources; proven ability to drive revenue growth, optimize costs, and achieve financial targets.
Knowledge of industry trends, best practices, regulations, and the current industry landscape.
Ability to engage diplomatically with third-party operators and owners, respond appropriately to feedback, and help resolve issues.
Proficient public speaking and basic math skills.
Proficiency in Google Docs or Microsoft Word, Google Sheets or Microsoft Excel, Google Slides or Microsoft PowerPoint, and Gmail or Microsoft Outlook.
Ability to adapt to changing work environments and customer requirements and maintain a positive, professional working environment.
Ability to foster a culture of excellence and work effectively in a culturally diverse environment while supporting diversity and inclusion.
Ability to travel 10%.
Ability to meet the listed physical demands, including climbing, balancing, stooping, reaching, sustained standing and walking, pushing, pulling, lifting, grasping, talking, hearing, finger and hand use, repetitive motion, close vision, and sedentary work.

Responsibilities

Execute the sales strategy and verify that individual booking goals are met for the on-property Sales team.
Serve as the Sales contact for the General Manager, Revenue Management, Sales Support team, Catering Sales leaders, customers, Marriott National Group Sales, and National Accounts.
Act as customer advocate and provide customer intelligence to evaluate market and economic trends and inform sales strategy.
Review Smith Travel Research STAR reports, competitive shopping reports, and other resources to monitor the hotel's market position.
Research competitors' Sales team strategies to identify opportunities to grow RevPAR and market share.
Attend Sales strategy meetings, contribute to weekly and overall sales strategy, and participate in business planning with Revenue Management and Sales Support.
Develop and deploy innovative Sales and Marketing ideas to grow market share.
Conduct direct sales calls for assigned accounts and alongside members of the on-property Sales team.
Evaluate the property's participation in sales channels, including OTA, Group, brand.com, and RFP channels.
Execute and support Marriott brand standards and operational aspects of booked business, including proposals, contracts, and customer correspondence.
Practice daily brand service basics and ensure a seamless handoff from Sales to Operations.
Increase revenue and control expenses; work with Revenue Management and Sales Support to execute the PSR and Sales and Marketing quarterly action plans.
Build partnerships with local organizations and internal stakeholders, and strengthen community and public relations through participation in tradeshows and client events.
Deliver exemplary customer service, monitor customer satisfaction before and during programs or events, understand customer needs, recommend appropriate services, and build customer loyalty.
Monitor resolution of guest issues resulting from the sales process and channel concerns to property leadership or other appropriate stakeholders.
Develop strategic working relationships with leaders of sales channels to position the property and drive sales.
Lead the property's Sales department, with overall responsibility for booking goals and property revenue; develop quarterly bonus Key Sales Objectives and sales action plans.
Ensure the Sales team fully leverages Marriott demand engines and that effective structures, processes, jobs, and performance management systems are in place.
Set career development goals, review direct reports' performance using Perfode.com, address performance issues, and hold the team accountable for results.
Forecast talent needs and manage talent acquisition to minimize turnover-related lost time; maintain a list of competitors' top salespeople and execute recruitment plans.
Champion leadership development and workforce planning by assessing, selecting, retaining, and developing diverse talent.
Maintain attendance, professional appearance and appropriate attire, open communication, participation in team meetings, safety and emergency protocol compliance, required training completion, and adherence to company policies.
Perform other related duties and responsibilities as assigned.
Oversee and coordinate department activities, establish goals and work methods, ensure regulatory compliance and productivity, and make decisions within established procedures and policies.
Create policies, procedures, and manuals for direct reports; assign, monitor, and review work; evaluate performance; recruit and interview; orient and train; issue corrective action and recommend termination; investigate and resolve concerns and complaints; create schedules; and approve time records and time-off requests.