The Leisure Sales Manager is responsible for identifying, proactively prospecting, facilitating and booking upscale leisure business through the travel agency market.
Measures of Performance
Competency
Driving Sales
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 at daily RevMax meeting
Utilizes yield management techniques by negotiating room rates and function space commitments in order to enhance the hotel’s financial performance
Uses Revenue Management resources to help make informed decisions and maximize revenue
Understands revenue management principle, analyzes trends and patterns in relation to pricing, and can discuss impact on hotel occupancy, revenue and flow through
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
Identifies potential leads by using a wide variety of means/tools such as: existing sales database(s), trade magazines, internet, TravelClick/Hoteligence, preferred partners
Maintains accurate sales system information on all new and ongoing leads and accounts, including solicitation efforts
Accurately produces and/or reviews all sales contracts, rate agreements
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
Develops and maintains positive relationships with peers, competitors and brand partners, with exclusive travel programs, such as American Express Fine Hotels & Resorts and Virtuoso.
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
To satisfactorily perform routine functions of the Leisure Sales Manager, including organizing and executing FAM trips; conducting site tours; traveling; designing and implementing sales action plans; maintaining business contacts; and ensuring customer satisfaction.
Promotes hotel through personal involvement in community and business networking organizations
To understand and respond to all guest needs and requests in a timely and professional manner.
To represent and market Carneros Resort and Spa in a positive and professional manner as requested and continually promote the resort internally and externally by attending special events when requested and building relationships both on and off property.
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 Leisure Sales Manager / Director job duties
Knowledge/Skills:
Must be computer literate; have experience using Internet Explorer, Microsoft Office, Delphi, CI/TY, Envision 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 1 to 3 years of experience as an Account 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
