Senior Business & Leisure Travel Sales Manager

Position Summary:

Achieves or exceeds sales goals by providing complete account penetration in designated business market segment. Maximizes profitability and revenue of the hotel to achieve individual and team sales goals. Establishes new client relationships and maintains existing relationships to maximize revenue. Strategic account management approach with cross selling mindset developing opportunities for transient, group and catering for Hotel Viata and PHG Collection.

Duties & Responsibilities

Primary Responsibilities/Essential Functions:

1. Actively solicits new business opportunities through prospecting new customers (including groups, travel managers, travel agents and hotel guests). Uses network channels to open doors to new customers. Seeks methods to penetrate key business activities within the marketplace and finds profitable ways to bring this business to the hotel. Research information on market and trends and the clients supporting those markets locally. Develop corporate, association, government, consortia, wholesale accounts.

2. Actively participates in industry related organizations. Attends trade shows, community events and industry meetings to develop business. Participates in Sales blitzes. Makes onsite and field presentations to prospective clients. Participates in pre-event meetings, training and other sales-related meetings as required.

3. Develops long-term relationships with clients or potential clients by maintaining consistent verbal and written communications and providing good customer service.

4. Analyzes requirements of business opportunities. Researches and maintains knowledge of market trends, competition and customers. Responds to RFPs via Lanyon and direct proposals. Prepares correspondence to customers, maintains Business Travel Workbook information and production and client data.

5. Maintains detailed information about clients/prospective clients and enters data into property's computer systems.

6. Attends Business Review Meetings. Research new companies. Creates and implements direct marketing campaigns. Attends training. Makes presentations.

7. Conducts familiarization trips. Participate in local community to develop business.

Other Responsibilities/Supportive Functions:

1. Responds to guest and client inquiries and coordinates special arrangements and requests.

2. Resolves guest and client complaints within scope of authority, otherwise refers the matter to upper management. Notifies supervisor and/or Security of all unusual events or circumstances.

Note: This job description is not intended to be all-inclusive. Team Members may perform other related duties as required to meet the ongoing needs of the organization. Management reserves the right to add, modify, change or rescind work assignments and to make reasonable accommodations as needed.

Qualifications (relevant experience, education and training):

1. High school diploma or general education degree (GED), or equivalent combination of education and experience. Bachelor’s degree in Hospitality or Business Management desired.

2. Two or more years of related sales experience (i.e. Catering/Event Sales, Event Coordination, Travel Manager, Travel Advisor/Agent or as an Executive Meeting Manager) in a hotel or company.

3. Possess solid knowledge of hotel service standards, guest relations and etiquette. Ability and experience in successfully selling and working in a high volume, time sensitive environment.

4. Ability to learn, follow and maintain effective sale processes designed to attain maximum revenue while ensuring adherence to established operating criteria.

5. Completes all required training as scheduled.

6. Strong knowledge of sales techniques with strong skills and ability to negotiate and close sales.

7. Requires ability to determine needs of customers and persuasively present sales options through verbal face-to-face, video conferencing, email and telephone interactions. Must be able to create and effectively provide sales presentations and materials to potential customers. Contacts sometimes contain confidential/sensitive information so requires ability to use discretion. Must demonstrate positive attitude and professional demeanor. Requires strong communication and interpersonal skills and commitment to a high level of guest satisfaction.

8. Uses logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems. Must be able to solve problems and remain calm and alert if dealing with difficult guest, during busy activity periods or in an emergency situation.

9. Requires working knowledge of MS Office applications and ability to learn and use telephone and computer systems used at the hotel. Proficiency with HMS like Opera, Fosse, Infor, Concur, etc., preferred. Familiarity with DELPHI, Agency360, STR Reporting, Teams, Zoom, SynXis, Lighthouse, Sertifi, Lanyon, Knowland, CoStar, ZoomInfo, LinkedIn, etc., preferred.

10. Due to the cyclical nature of the hospitality industry, team members may be required to work varying schedules to reflect the business needs of the hotel. Work schedules will include working on holidays, weekends and alternate shifts. Position requires working from property location. Position will require some travel to industry events, sales missions, etc.

11. Must maintain a clean appearance and professional demeanor.