Senior Sales Manager

Courtyard Boston Downtown/North Station•Boston, MA

2d•Onsite

About The Position

The Courtyard Boston Downtown North Station, managed by Fontainebleau Development, is seeking a driven senior sales professional for its newest property. This modern, sophisticated hotel features 14-stories, 220 rooms, 3,400 sq. ft. of meeting space, and "The Bistro" restaurant. The Senior Sales Manager will be highly focused on prospecting, cultivating relationships, and executing group and catering sales agreements. The ideal candidate will have a dynamic selling background and a passion for creating meaningful, long-term relationships in an energetic sales environment. The property is conveniently located within close proximity to Boston’s North Station and all major highways.

Requirements

Advanced level of producing guest room, banquet and meeting room revenue through directly soliciting business via aggressive prospecting, presentation delivery and contract development.
Utilize negotiating skills and creative selling abilities to identify, qualify, solicit and secure business with both new and existing clients to exceed property revenue and sales goals.
Proven track record in sales required.
Excellent communication skills, both verbally and in writing.
Ability to travel locally and domestic for purposes of sales calls, meetings and trainings.
Maintain flexibility on evenings and weekends for business reasons, including attending social functions, entertaining clients and oversight of sales bookings and events.
Possess computer skills, including, but not limited to, use of Microsoft Word, Excel.
Advanced knowledge of sales skills, revenue management, training, and motivation of peers.
Effectively communicate both verbally and in writing with all employees and guests in an attentive, friendly, courteous and service oriented manner.
Multitask and prioritize departmental functions to meet deadlines, maximizing productivity, identify problem areas and implementing solutions when necessary.
Possess advanced listening and problem solving skills, including anticipating, preventing, identifying and resolving issues.
Ability to stand and move throughout the hotel property and continuously perform essential job functions.
Must be able to walk, climb stairs.
Must be able to bend, stoop, crouch.
Must use hands to reach, grasp, handle, pull and push.
Must have good near and far vision.
Must be able to hear, talk, smell.
Must be able to lift & carry up to 25 pounds.
Must be able to stand and walk for up to 5 hours and a total of 7 hours in an 8 hour shift.

Nice To Haves

Bachelor’s degree preferred in Hospitality or related field.
Previous hospitality experience strongly preferred.
Delphi (preferred) computer skills.

Responsibilities

Producing guest room, banquet and meeting room revenue through directly soliciting business via aggressive prospecting, presentation delivery and contract development.
Utilize negotiating skills and creative selling abilities to identify, qualify, solicit and secure business with both new and existing clients to exceed property revenue and sales goals.
Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Manage account details, ensuring that all pertinent aspects of solicitation and closing are complete and documented (e.g., generating proposal, writing contracts, customer correspondence and group invoicing), coordinating with other departments when necessary.
Utilize the property's sales management system to maintain group business, including but not limited to, generating reports, entering business, blocking space and building accounts.
Maintain working knowledge of the hotel’s sales policies and selling techniques with an emphasis on maximizing occupancy and ADR and meeting or exceeding all group and catering sales goals.
Conduct a professional, thorough site tour of the hotel with clients, exhibiting key features and benefits of the property and offering creative solutions to meeting room setups and capabilities as well as sleeping room configurations.
Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.
Understand the local market, including competitors’ strengths and weaknesses, economic trends, supply and demand, etc. and possess strong knowledge of how to sell against competitors.
Demonstrate a solid understanding the primary target customer and their service expectations to offer superior business solutions.
Manage requests for VIP clients, ensuring that all upgrades and amenities are executed properly and expectations are exceeded.
Detail and execute all group room only leads and meet and greet onsite contacts.
Handle all incoming leads with urgency and thoughtful consideration.
Assist the DOS with the business transient RFP and submission process.
Develop networking opportunities through active participation in community and professional associations, activities and events.
Assist in the preparation of required reports in a timely manner, and actively participate in weekly revenue, resume, BEO and sales meetings as required by management.
Resolve guest concerns and complaints, addressing the root issue and communicating and following up with affiliated parties when necessary.