Senior Sales Manager

Kimpton Hotels & Restaurants•Miami Beach, FL

22h

About The Position

The Senior Sales Manager balances proactive and reactive selling, key account maintenance and growth, and sales team development. The role leads strategically toward hotel room revenue, group bookings, food and beverage contribution, market share results, and sales training goals. Working directly with the Director of Sales & Marketing and General Manager, the manager helps create a clear vision for the hotel sales team, understands the market mix and competitive landscape, and aligns structures and systems to achieve strategic goals and maximize revenue. The position also works tactically with the Director of Revenue Management to support coordination between sales and revenue management. The role is responsible for meeting group sales revenue goals through individual and team efforts, developing the sales team through coaching and training, supporting group sales strategies with marketing initiatives, and recommending sales, pricing, service, and product improvements. The manager collaborates with hotel and national sales colleagues, monitors group pace and market conditions, and reports results and opportunities to hotel leadership and ownership. The role also completes monthly sales reporting, participates in yield meetings, reviews industry intelligence, and maintains account records in Delphi. The job requires effective communication with business departments, guests, and vendors, as well as professionalism in difficult situations. The stated physical demands include frequent keyboard work and sitting, occasional standing and walking, and occasional lifting of 10–50 pounds. The work environment may occasionally involve heat, odors, fumes, dampness, dirt, oil, grease, noise, vibrations, and tools or equipment.

Requirements

1 to 3 years of hotel sales experience; the qualifications section also states 1 to 3 years of sales experience.
Strong selling skills.
Ability to inspire, lead, and manage a team by example.
Ability to act as an owner of the hotels and communicate a clear sense of strategy and purpose.
Strong computer skills, including proficiency in Microsoft Office Suite.
Well organized and detail oriented, with excellent follow-up.
Excellent internal and external communication skills.
Ability to turn vision into specific, tangible actions that benefit the hotels.
Ability to read, write, and communicate verbally effectively and professionally with business departments, guests, and vendors.
Ability to handle difficult situations and people diplomatically while maintaining professionalism.
Ability to perform the essential duties satisfactorily; reasonable accommodations may be made for individuals with disabilities.
Must emulate the Kimpton Culture.

Nice To Haves

Bachelor’s degree is preferred.

Responsibilities

Achieve 100% of group sales revenue goals through individual and team efforts.
Assess the strengths and challenges of sales team members and provide coaching, mentoring, and training.
Incorporate marketing initiatives to support group sales strategies and activities.
Create urgency and help the team understand and achieve the hotel's needs.
Assess the hotel's competitive set and recommend sales and pricing strategies, service improvements, and product improvements.
Carry food and beverage contribution goals and work collaboratively with the Director of Catering to help achieve food and beverage revenues.
Review market-mix shifts with the Director of Revenue Management and Director of Sales & Marketing and recommend deployment and pricing changes.
Monitor industry trends.
Communicate specific account needs to the National Sales Team to impact hotel revenues.
Identify key group markets and support deployment and travel-schedule strategies.
Develop sales skills across the team, including implementing, coordinating, and maintaining weekly sales-training vignettes.
Ensure the team achieves ShopTalk results.
Present group-segment successes and opportunities to the Director of Sales & Marketing, General Manager, and ownership interests.
Monitor and report on group pace and future group needs.
Complete and communicate monthly group sales results to the Director of Sales & Marketing.
Assist in developing appropriate group production goals for the sales team.
Participate in weekly yield meetings.
Regularly analyze industry intelligence reports, including STR and Hotelligence.
Conduct FJP reviews and weekly sales-team meetings to ensure appropriate direction.
Maintain accurate and thorough account notes and traces in Delphi.