The Task Force Sales Manager is responsible for proactively prospecting, facilitating and closing group business opportunities. Eligible for quarterly incentive bonus program.
measures of performance competency areas % of time competency measures
Driving Sales 80%
• Achieves or exceeds individual assigned sales goals
• Listens and reads the customer; identifies needs and responds accordingly
• Translates wants and needs into success for the customer and Evolution Hospitality
• Continually targets and prospects for new business through individual creativity and innovation
• Weighs the value of each piece of business against hotel objectives
• Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel’s financial performance
• Uses corporate Revenue Management resources to help make informed decisions and maximize revenue
• Understands revenue management principles and can discuss impact on hotel occupancy, revenue and flow through
• Analyzes trends and patterns in relation to pricing
• Creates new sales strategies and promotions and quickly changes or terminates ineffective sales strategies or promotions
• Uses competitive market and market segment knowledge to devise innovative sales strategies
• Understands sales strategies and tactics of competitor hotels; effectively capitalizes on hotel’s strengths and competitor’s weaknesses and capabilities
Use of Tools & Processes 10% • Identifies potential leads by using a wide variety of means/tools such as: existing sales database(s), trade magazines, internet, Zoominfo and HIS Reader Boards.
• Maintains accurate Delphi information on all new and ongoing leads and accounts, including solicitation efforts
• Utilizes Delphi with up to date To Do List, account and booking traces
• Accurately produces and/or reviews all sales contracts, rate agreements, and/or banquet/catering event orders
• Looks for ways to improve processes and enhance sales systems
• Applies an in-depth knowledge of Evolution Hospitality’s tools to find opportunities to increase profitability
Building a Systemic Service Culture 10% • Develops and maintains positive relationships with peers, competitors and brand partners
• Responds to all leads and RFPs within 24 hours
• Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction
• Ensures proper communication with other hotel departments
• Conducts site inspections, local sales calls and attends appropriate trade shows and client events
• Promotes hotel through personal involvement in community and business networking organizations
• Build strong relationship and partnership with Business Development
supervisory responsibilities
This position does not have any supervisory responsibility.
qualifications & experience
Education:
• Any combination of education and experience equivalent to graduation from a college or combination of education, training or experience that provides the knowledge, skills and abilities required to perform the Sales or Catering Manager job duties
Knowledge/Skills:
• Must be computer literate; have experience using Internet Explorer, Microsoft Office Excel, Delphi experience preferred
• Knowledge of general sales techniques or evidence of formal training
• Ability to be assertive and persuasive without being aggressive
• Excellent communicator with strong written and verbal communication skills
• Track record of developing long term relationships and contacts
• Ability to quickly evaluate alternatives and decide on a plan of action
• Organizational skills including follow up, time management, ability to multi-task and manage multiple priorities in a fast-paced environment
• Skills for problem-solving, analysis, effective decision-making, negotiation and interpretation of contracts
• Strong interpersonal communication and networking skills
• Ability to effectively present information in one-on-one and group situations to customers, clients, and other employees of the organization
• Knowledge of hotel features, benefits, and competing hotels within the market
Work Experience:
• A minimum of 3 years of experience as a Sales or Catering Manager with a proven track record of success
• Demonstrated ability to understand customer requirements and translate into sales solutions
• Experience at a similar size and quality hotel
• Experience in internet research and database mining
Work Approach Attributes:
• Demonstrates vertical flexibility
• Uses an analytical approach
• Portrays a genuine style
• Strategically proactive
Working Environment:
• Candidate must have ability to travel and moves hotel to hotel as needed
• Fast paced, high energy
• Private office, open cubicle or remote
• High touch by phone, electronic and in person
