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  Basic Purpose: Develop, implement, execute, and manage an in depth strategy to include segment analysis, competitive environment, target accounts, and measurements for success. Maintains sales file for each client and reports weekly/monthly on bookings and call activity. Work closely with the Revenue Manager obtaining rate and stay approvals prior to transacting sales contracts with client.
• A Senior Sales Manager serves as the hotel representative to prospective clients and customers who need to rent rooms, meeting space, food and beverage service.
• Organizational Scope: Working independently is a key characteristic; the expectation is that following the PHR Sales Operating Plan and providing departmental leadership will be equally important.

Planning -

• Develop effective sales plans and actions (roadmap for success)
• Conduct environmental scan of the overall market; competitor’s strengths and weaknesses, economic trends, supply and demand, and knows how to sell against these conditions
• Utilize all resources and information for account knowledge and penetration
• Apply & execute strategies discussed in daily Business Review meetings and weekly Revenue meetings

Sales Execution -

• Demonstrate proactive solicitation and account saturation
• Responds to incoming group inquires within 24 hours
• Work collaboratively with off-property sales channels (Chamber of Commerce, Visit Norfolk, etc.) to ensure sales efforts are coordinated, complementary and not duplicative.
• Apply rate and restriction approvals from DOS prior to extending group sales agreement to client
• Apply negotiating skills and creative selling techniques to successfully negotiate contracts
• Responsible for closing on proposals

Reporting -

• Process all group sales contracts and ensure booking details are thoroughly communicated with Reservations and Operations on time
• Adhere to lead log follow up and client call trace systems
• Produce monthly sales activity reports on time

Relationships -

• Develop relationships within the assigned market to strengthen and expand customer base for group opportunities. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Incorporate brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
• Produce excellent customer service by understanding client needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brands.
• Develop relationships with key internal stakeholders