Senior Sales Manager - Hilton Norfolk The Main

Goldkey•Norfolk, VA

13d

About The Position

Overview Basic Purpose: Develop, implement, execute, and manage an in depth strategy to include segment analysis, competitive environment, target accounts, and measurements for success. Maintains sales file for each client and reports weekly/monthly on bookings and call activity. Work closely with the Revenue Manager obtaining rate and stay approvals prior to transacting sales contracts with client. A Senior Sales Manager serves as the hotel representative to prospective clients and customers who need to rent rooms, meeting space, food and beverage service. Organizational Scope: Working independently is a key characteristic; the expectation is that following the PHR Sales Operating Plan and providing departmental leadership will be equally important.

Requirements

Candidate must have a minimum 3 – 4 years of Association sales experience as a Group Sales Manager in an upscale full-service hotel
Demonstrated knowledge of the sales process (prospecting, data gathering, proposal writing, negotiating, close, follow-up)
Effective written and verbal communication skills
Proficient computer skills (Delphi, Outlook, Word, Excel, Adobe)
Strong multi-tasking and organizational skills
Capable of working independently; self-motivated but recognizes team
Works inclusively to solve challenges

Responsibilities

Planning - Develop effective sales plans and actions (roadmap for success)
Conduct environmental scan of the overall market; competitor’s strengths and weaknesses, economic trends, supply and demand, and knows how to sell against these conditions
Utilize all resources and information for account knowledge and penetration
Apply & execute strategies discussed in daily Business Review meetings and weekly Revenue meetings
Sales Execution - Demonstrate proactive solicitation and account saturation
Responds to incoming group inquires within 24 hours
Work collaboratively with off-property sales channels (Chamber of Commerce, Visit Norfolk, etc.) to ensure sales efforts are coordinated, complementary and not duplicative.
Apply rate and restriction approvals from DOS prior to extending group sales agreement to client
Apply negotiating skills and creative selling techniques to successfully negotiate contracts
Responsible for closing on proposals
Reporting - Process all group sales contracts and ensure booking details are thoroughly communicated with Reservations and Operations on time
Adhere to lead log follow up and client call trace systems
Produce monthly sales activity reports on time
Relationships - Develop relationships within the assigned market to strengthen and expand customer base for group opportunities. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Incorporate brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
Produce excellent customer service by understanding client needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brands.
Develop relationships with key internal stakeholders