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Senior Sales Manager - Group

Company: Hotel Bennett
Location: Charleston
Posted on: August 6, 2022

Job Description:

POSITION OBJECTIVE

The Senior Manager, Group Sales is responsible for proactively soliciting and handling group-related bookings. Actively upsells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery. Ensures compliance with Operating Standards to maintain brand integrity.

ESSENTIAL JOB FUNCTIONS

Sales & Revenue Management


-Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales & Marketing. Identifies revenue opportunities for the hotel based on the event profile.
-Meets and exceeds individual revenue goals. Effectively manages customer budgets to maximize revenue and meet customer needs, and identify opportunities to up-sell products and services throughout the sales process.
-Exceeds company minimum standards with the shop evaluation sales process and acts as a mentor for others within this area.
-Conducts customer site inspections.
-Accurately forecasts group sleeping rooms and event revenue (catering and audio-visual) for his/her groups prior to the turnover and continues to be a part for this process after the turnover.
-Excels at proactive selling. Targets group accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focus is group accounts with large potential sales revenue.
-Responds to incoming group inquiries within their market segment.
-Closes the best opportunities for the hotel based on market conditions and hotel needs.
-Understands the overall market in which they sell - competitors' strengths and weaknesses, economic trends, supply and demand, etc.
-Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, bridal shows, etc.
-Conducts site inspections.
-Creates sales contracts as required.
-Manages room blocks and meeting space for their events prior to turnover.
-Greets customer during the event phase and hands-off to the Catering/Conference Services department for the execution of details.
-Comprehends budgets as needed to assist in the financial management of department. Understands the impact of department's role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals.
Guest Satisfaction

-Ensures a high level of customer satisfaction. Coordinates and communicates verbally and in writing with customer (internal and external) regarding event details. Follows up with customer post-event.
-Makes presence known to customer at all times during this process. Is available to solve problems and/or suggest alternatives to previous arrangements.
-Excellent at customer relationship building for future bookings.
-Displays leadership in guest hospitality and ensures consistent, high level service throughout all phases of hotel events. Ensures products and services sold to the Event Planners meet or exceed their expectations, create loyalty and leads to increased market share.
-Sets a positive example for guest relations.
-Interacts with guests to obtain feedback on product quality and service levels. Effectively responds to and handles guest problems and complaints.
-Empowers sales department to provide excellent customer service. Ensures understanding of expectations and parameters.
-Reviews comment cards and guest satisfaction results with leaders. Participates in the development and implementation of corrective action plans.
-Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
Leadership

...applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.

-Demonstrates commitment to Salamander Hotels & Resorts operating principles and philosophies.
-Holds self and others accountable for achieving results.
-Addresses conflict in a timely manner.
-Contributes to team results.
-Deals with change effectively.
-Makes decisions, including employees/team and commits to a course of action with available information.
Building Relationships

...eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.

-Treats people fairly, with dignity and respect.
-Works to meet goals in a manner that does not disadvantage other employees or groups.
-Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual.
-Listens and responds to others.
-Is interested in other's views even if they counter own views.
Managing Work Execution

...proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.

-Adheres to all standards, policies, and procedures (SOPs, etc.).
-Effectively uses sales resources and administrative/support staff.
-Approaches work with a sense of urgency and purpose.
-Allocates time and resources effectively when faced with competing demands.
-Overcomes obstacles to accomplish challenging objectives.
-Follows through on inquiries, requests, and complaints.
Generating Talent

...proactively identifies and develops talent within the organization.

-Analyzes candidate's job-related themes, skills and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
-Discusses problems immediately with others before they are forgotten or get out of control.
-Actively pursues self development.
-Explains own rationale and thought processes to help employees improve their skills.
Organizational Learner

...actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area

-Acts independently to improve and increase skills and knowledge.
-Demonstrates an awareness of personal strengths and areas for professional improvement.
-Shares learnings, innovations, and best practices with others.
-Is willing to learn from others.
-Performs all technical/procedural requirements of the job.

EDUCATION/EXPERIENCE

-Must have (5+) years of progressive luxury group sales manager
-Food and Beverage knowledge essential.
-High school diploma or equivalent
-College degree preferred

Keywords: Hotel Bennett, Charleston , Senior Sales Manager - Group, Executive , Charleston, South Carolina

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