Transient Sales Manager

Starwood Hotels•Nashville, TN

1d•Hybrid

About The Position

This is an area sale role responsible for driving transient revenue performance within the corporate and leisure market segments for both 1 Hotel Nashville and 1 Hotel Austin. Our ideal candidate will focus on building long-term, value-based customer relationships that enable achievement of the properties' sales objectives and personal booking goals. This role will also develop and execute strategic sales plans, proactively identify new business opportunities, and deliver strong account management through consistent client engagement, relationship development, and retention strategies. Fully develop transient market segments including corporate, consortia, luxury agencies, leisure, and wholesale, and achieve room night and revenue goals in these segments. Responsible for achieving individual revenue goals at both hotels by developing and executing strategic sales plans for new and existing accounts. Develop and execute annual and quarterly consortia marketing plans to shift market share. Review monthly production and develop action plans to improve market share. Target and secure business through outside sales calls, site inspections, client entertainment, presentations, familiarization trips, sales trips, cold calling, emailing, networking, and attending industry and association events. Prospect, solicit, and close new business while maintaining existing client relationships and maximizing revenue opportunities. Convert new corporate accounts to the hotel through solicitation, negotiation, management of the RFP process, and execution of annual local preferred contracts, ensuring timely responses, competitive positioning, and strong client relationships. Handle key accounts and VIP clients while ensuring exceptional customer service and relationship management. Focus on personal sales efforts to achieve maximum revenue return from key accounts. Develop new accounts and maintain growth of existing accounts. Collaborate with other properties within the company to develop cross-selling opportunities. Responsible for all phases of the sales process through lead generation and signed contracts, including prospecting, solicitation, negotiation, and contract execution for new and existing accounts. Prepare periodic sales reports and account updates. Attend departmental and sales meetings to review activity and performance. Participate in meetings as assigned by both Directors of Sales & Marketing. Stay informed of market trends to ensure a competitive position in the market. Deliver on-brand vision and service culture while maintaining professionalism and strong client relationships. Establish and maintain collaborative relationships across departments to support operational excellence and guest satisfaction. Remain current and compliant with all sales office procedures and systems. Quarterly travel to ensure immersion in both markets.

Requirements

A post-secondary diploma or degree in a related field of study preferred; minimum of 2 to 4 years of hotel sales experience or an equivalent combination of education and experience.
Hotel sales experience within the corporate and leisure market segments with demonstrated selling and account management skills.
Ability to understand hotel market analytics and analyze report data.
Strong presentation skills, follow up capabilities, and business development acumen.
Strong organizational and time management skills with the ability to manage multiple priorities.
Experience working successfully in a fast-paced environment.
Strong interpersonal and communication skills with a professional and positive demeanor.
Ability to work collaboratively within a team environment.
Technically proficient with Sales & Marketing systems, budgeting tools, and spreadsheets.
Ability to identify and solve issues effectively.
Creative thinking and strategic problem-solving skills.
Professional business appearance and demeanor aligned with the brand culture.
Excellent verbal and written communication skills.
Strong attention to detail.
Flexibility to meet the demands of a hospitality environment.

Nice To Haves

Prior experience in a quality luxury hotel brand preferred; specifically in Sales.
Knowledge of hotel structure and interaction between departments preferred.
Prior experience with Delphi and HMS or similar Property Management System preferred.

Responsibilities

Fully develop transient market segments including corporate, consortia, luxury agencies, leisure, and wholesale, and achieve room night and revenue goals in these segments.
Responsible for achieving individual revenue goals at both hotels by developing and executing strategic sales plans for new and existing accounts.
Develop and execute annual and quarterly consortia marketing plans to shift market share.
Review monthly production and develop action plans to improve market share.
Target and secure business through outside sales calls, site inspections, client entertainment, presentations, familiarization trips, sales trips, cold calling, emailing, networking, and attending industry and association events.
Prospect, solicit, and close new business while maintaining existing client relationships and maximizing revenue opportunities.
Convert new corporate accounts to the hotel through solicitation, negotiation, management of the RFP process, and execution of annual local preferred contracts, ensuring timely responses, competitive positioning, and strong client relationships.
Handle key accounts and VIP clients while ensuring exceptional customer service and relationship management.
Focus on personal sales efforts to achieve maximum revenue return from key accounts.
Develop new accounts and maintain growth of existing accounts.
Collaborate with other properties within the company to develop cross-selling opportunities.
Responsible for all phases of the sales process through lead generation and signed contracts, including prospecting, solicitation, negotiation, and contract execution for new and existing accounts.
Prepare periodic sales reports and account updates.
Attend departmental and sales meetings to review activity and performance.
Participate in meetings as assigned by both Directors of Sales & Marketing.
Stay informed of market trends to ensure a competitive position in the market.
Deliver on-brand vision and service culture while maintaining professionalism and strong client relationships.
Establish and maintain collaborative relationships across departments to support operational excellence and guest satisfaction.
Remain current and compliant with all sales office procedures and systems.
Quarterly travel to ensure immersion in both markets.