Job description
JOB DESCRIPTION
Position:
BT Sales Manager
PRIMARY PURPOSE OF THE POSITION: Through proactive and reactive sales efforts, the Business Travel Sales Manager is responsible for meeting and exceeding sales goals. This position will focus on sales plan and strategy for Business travel, client development, managing key relationships, identifying new corporate target accounts & markets with the goal of meeting and exceeding revenue goals. Additionally, the Business Travel Sales Manager will be responsible for identifying key market trends along with industry best practices in the corporate market. Reports to Director of Sales.
ESSENTIAL FUNCTIONS: (This list of essential functions is not exhaustive and may be supplemented and changed as necessary.)
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Work with the Group Sales team, General Manager and Director of Sales to determine annual sales calls, revenue goals, along with developing and implementing a strategic sales plan to support goals.
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Establish individual sales plans and goals for assigned market segments.
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Solicit and secure corporate accounts in assigned market segments to drive room revenue to the hotel.
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Prepare and review reports for the Director of Sales to analyze corporate business trends.
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Make outside sales calls and telephone solicitation sales calls to corporations and organizations needing guestroom accommodations on an annual basis.
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Develop the existing customer base as well as acquire new accounts to expand our account base.
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Assists with the development, implementation, and management of local corporate market promotions in conjunction with overall sales and marketing plan.
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Develop expertise in assigned markets.
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Work with Sales Team to develop and maintain knowledge of market trends, competition, and customers.
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Participate in sales presentations, property tours, customer meetings and business review meetings with team.
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As directed, participate in trade shows, conventions, and promotional events within the area as well as with our sister properties, the industry and customer organizations.
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Understand the competitive landscape and how to maintain our leadership position given market and economic changes. Adjust sales plan and strategies accordingly.
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Conduct regular client visits and participate in industry events & sales blitzes with other sales managers.
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Develop and maintain best practices, policies, and service initiatives to achieve optimal sales service and client retention.
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Supervise and develop proposals and contracts to meet client needs, as well as financial goals.
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Conduct site inspections for clients as necessary to secure business.
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Attend staff meetings, sales meeting, sales training, pre-con and post-con meetings as needed.
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Maintain daily communication and/or weekly reporting with management regarding potential new business, lost business, sales activities, customer and operational issues.
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Maintain accurate and timely account activities and relevant contact information in Delphi as per established standards.
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Perform other duties, projects, and reports as assigned by the Director of Sales and General Manager, as deemed necessary for the growth of the business.
SUPERVISORY RESPONSIBILITIES: None
QUALIFICATION REQUIREMENTS: The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential duties.
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Ability to handle sensitive, confidential information discreetly and professionally.
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Excellent problem-solving and customer service skills, including the ability to problem solve without direct supervision.
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Knowledge of revenue management and best practices.
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Excellent phone, verbal and written communication skills.
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Strong ability to track actions and follow through on processes.
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Strong computer skills; proficiency with Microsoft Office (Outlook, Word, PowerPoint, Excel) and Internet.
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Strong detail orientation; ability to set priorities, multi-task and meet deadlines.
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Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact, and diplomacy to defuse anger.
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Ability to take direction from multiple sources.
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Adept on property management system (PMS) and database systems & Revenue Management systems.
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Thorough knowledge of the hotels layout, rate structure, meeting space, group capacities and capabilities.
EDUCATION and/or EXPERIENCE: High school diploma or general education degree (GED); or one to two years related experience/training; or equivalent combination of education and experience. Four-year degree and previous hotel experience preferred.
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Previous experience in a 4 to 5 star hotel along with the quality and services expectations associated with the luxury market.
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Requires a minimum of 2 years hotel sales experience. Corporate market preferred with strengths in the local Portland Corporate market.
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Requires knowledge of advanced sales techniques & yield management.
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Requires highly developed customer service skills.
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Delphi or other Sales & Catering Software program experience preferred.
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Multilingual skills are preferred but not required.
PHYSICAL DEMANDS: The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential duties.
While performing the duties of this job, the employee is regularly required to sit and talk or hear. The employee frequently is required to use hands to finger, handle, or feel objects, tools, or controls. The employee is occasionally required to stand, walk, and reach with hands and arms.
The employee must occasionally lift and/or move up to 10 pounds. Specific vision abilities required by this job include the ability to adjust focus.
TRAVEL REQUIREMENTS: Position requires some travel, both local and out of state. Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.
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