Senior Group Sales Manager

Highgate Hotels•Morristown, NJ

19d

About The Position

The Senior Group Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.

Requirements

Education & Experience: At least 4 years of progressive hotel sales experience; or a 4-year college degree and at least 2 years of related experience; or a 2year college degree and 4 or more years of related experience.
Must have a valid driver’s license in the applicable state.
Must be skilled in Windows, Delphi FDC and company approved reports.
Long hours sometimes required.
Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous and service oriented manner.
Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
Must be able to multitask and prioritize departmental functions to meet deadlines.
Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
Attend all hotel required meetings and trainings.
Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
Maintain high standards of personal appearance and grooming.
Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
Must be able to maintain confidentiality of information.
Perform other duties as requested by management.

Responsibilities

Attend daily Highgate Hotel Business Review (HHBR) meeting.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
Develop a complete knowledge of company sales policies and SOP’s and ensure knowledge of and adherence to those policies by the sales team.
Meet or exceed set goals.
Initiate and follow up on leads.
Maintain and participate in an active sales solicitation program.
Meet or exceed sales solicitation call goals as assigned by the Director of Sales.
Invite clients to the hotel for entertainment, lunches, tours and site inspections.
Assist in implementing special promotions relating to direct sales segments, i.e client events, sales blitzes, etc.
Assist in the preparation of required reports in a timely manner.
Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
Use CITY to manage hotel business including entering opportunities, blocking space, generating reports.
Responsible for Wedding Segment and some SMERF Segments, and any segments or leads assigned by DOS.
Meet and greet onsite contacts.
Abide by Prime Selling Time (PST) guidelines.
Develop networking opportunities through active participation in community and professional associations, activities and events.
Review meeting planner evaluations with the Director of Sales to ensure that issues receive follow-up.
Entertain clients.
Participate in the travel and trade show schedule established by the Director of Sales
Handle inquiries as part of Inquiry Day Program.
Must work every other weekend (Saturday) to assist with hotel sites for assigned segments.