Sales Manager

Crescent Careers•Phoenix, AZ

About The Position

The Sales Manager represents the hotel in soliciting, responding to, and negotiating business for large and complex group accommodations, generally involving more than 50 guest rooms, with or without meeting space and on-site catering. The position manages assigned market segments and accounts, prepares proposals and contracts, develops and quotes prices, negotiates customer contracts and third-party agency commission agreements, and sells the hotel’s guest rooms, meeting facilities, and banquet availability. The role builds and maintains customer relationships through sales presentations, site inspections, local sales calls, client meetings and entertainment, and trade show participation. It coordinates with hotel departments to service accounts, documents solicitation and closing activities, and participates in sales meetings and business reviews. The position also communicates direction to staff and supports hotel operations through reliable attendance, teamwork, professional conduct, and other assigned duties.

Requirements

Ability to communicate in English.
Basic hotel product knowledge, including staffing, operations, safety, security, union rules, building structure, terminology, fire, police and health codes, hotel policies, and city requirements.
Basic knowledge of hotel structure and layout, and how hotel departments interact.
Basic knowledge of meeting-room setup styles.
Extensive knowledge of the market and related meeting industry.
Quantitative data-processing, mathematical, and analytical skills to determine and communicate financial information, forecasts, and space utilization accurately.
Proficiency using computer systems and the ability to navigate Word, Excel, Access, Outlook, Delphi or an in-house sales system, Market Vision, OnQ, InFocus, the Internet and Intranet, and Optimum Settings or an in-house CAD program.
Self-starting personality and an even disposition.
Maintain a professional appearance and manner.
Ability to communicate effectively with guests and customers in a friendly, positive manner to solicit business, meet client needs, and resolve complaints.
Willingness to help coworkers and work as a team player.
Ability to move throughout the hotel to conduct site inspections.
Ability to perform the essential job functions, with or without reasonable accommodation, using an appropriate combination of skills and abilities.
Professional, courteous, and respectful treatment of guests and associates; adaptability to changes in the work area and procedures; willingness to learn or improve skills; ability to solve routine problems and seek assistance when needed.
Adherence to hotel safety and security policies, including key controls, safe lifting, chemical handling, and reporting safety hazards and concerns.

Responsibilities

Solicit, respond to, and negotiate business for large and complex group accommodations, generally over 50 guest rooms, with or without meeting space or on-site catering.
Represent the hotel in significant customer interactions concerning sales and operational questions or concerns.
Negotiate customer contracts and commission agreements with third-party agencies.
Prepare proposals and contracts describing hotel guest rooms, meeting space, banquet dates, space, and rate availability.
Develop and quote prices.
Attend weekly departmental sales meetings and other scheduled meetings, including tentative business, lost business, and group pick-up reviews.
Conduct site inspections with potential customers, including visits to guest rooms, meeting and banquet facilities, and other hotel areas.
Maximize revenue by selling all facets of the hotel to previous, current, and potential clients, orally and in writing.
Manage account details and ensure solicitation and closing activities are completed and documented.
Coordinate the participation of various departments in servicing accounts.
Develop and deliver persuasive verbal sales presentations to prospective clients.
Travel locally to make outside sales calls, promote the hotel, and review competitors.
Prepare for, meet with, and entertain clients as appropriate to the potential business from their accounts.
Represent the hotel at trade shows and set up exhibits.
Communicate clearly, verbally and in writing, to provide direction to staff.
Maintain regular attendance and availability for work, follow hotel standards and security procedures, and perform other related duties as assigned.