Group Sales Manager

The Sales Manager is responsible for all sales-related activities, including direct sales efforts, follow-up, and proper sales administration for assigned hotels. He/she is also responsible for growing existing accounts and generating new business to ensure that guest rooms, meeting rooms and catering revenues meet or exceed budget in order to maximize revenue and profits and to improve performance in the marketplace.

In addition, the Sales Manager is also responsible for creating sales strategies to meet or exceed established revenue and room night goal as well as assist in marketing plan, budget, forecasts, advertising. This person works with various departments of hotel to ensure requested services are provided to customers. The Sales Manager must have adequate computer skills and possess the ability to learn and implement new software systems accordingly. This role is ideal for someone who enjoys variety, takes initiative, and can juggle competing demands while maintaining a high level of performance.

PRIMARY RESPONSIBILITIES

• Proactively solicit potential new account opportunities through pro-active sales calls, telephone solicitation, at times networking through organizations, conducting internet research/prospecting campaigns, attending tradeshows and/or client events when applicable; and participating in concentrated sales efforts in all market segments.
• Must have thorough experience with professional selling skills: opening, probing, supporting, and closing.
• Must possess exceptional negotiating skills and able to close the sale and meet aggressive sales targets
• Understand the overall market; competitor’s strengths and weaknesses; economic trends; supply and demand; and how to sell against them.
• Researches local competition and is knowledgeable of hotels within hotel/market comp set.
• Pulls hotel reports in order to solicit and target all in-house guests for referrals and leads
• Maintains timely and effective communications with the Director of Sales, General Manager, hotel staff and Corporate Office regarding group rooms and incoming reservations.
• Maintain accurate and updated accounts/information in the sales and hotel software system. Must be proficient in general computer knowledge and able to train and monitor the process of sending referrals, setting traces and profiling accounts.
• Build and maintain rapport with customers throughout the sale process.
• Assists all Walk-in customers with a complete site inspection of the hotel.
• Will be primary on-site contact for all groups (be present to meet group on site contact prior to the start of their meetings)
• Excellent communication skills. Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust and confidence in one's intentions. Requires effective reading, writing and oral comprehension. 
• Ability to manage multiple sales channels simultaneously. Process and actively work RFP’s and leads in a timely and effective manner.
• Responsible Quarterly Action Plans.
• Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls
• Ensures that all Definite bookings have proper signatures on letters of agreement, variances and hotel commitments for all bookings.
• Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. 
• Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management). 

• Leadership qualities. Requires the ability to inspire confidence and gain respect of hotel team, industry partners, competitors, and owners. Maintains a positive image for the hotel in the marketplace, and participates in community affairs.

• Perform other duties as assigned to meet business needs assigned by DOS, General Manager and Oldham Goodwin Corporate office.  

• BA or BS from a four-year college or university required.
• Driven sales acumen. Energetic, proactive, takes calculated risks, and perseveres to attain goals. Possesses an extensive knowledge of sales, marketing, revenue management and budget analysis capabilities with a demonstrated ability to apply these principles and methods through strategy and tactics.
• Thorough understanding of hotel revenue management. Knowledge of total hotel revenue management concepts, processes and strategies (including sales cycles and trends, account management, pricing, and inventory management).
• Service orientation. Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction. 
• Strong organizational skills with the ability to prioritize tasks and meet tight deadlines
• Self-motivated and driven to achieve goals independently with minimal supervision
• Must be able to work from onsite office for 8 or more hours a day, stand at the front desk interacting with clients for up to four (4) hours at a time, walk for site tours for up four (4) hours a day, and occasionally lift up to 20 pounds.
• Flexible and adaptable to shifting priorities in a team-oriented environment
• Experience in Sales CRM system such as Delphi or STSR is preferred, but not required.
• Excellent verbal and written communication skills and organizational skills are very important.
• Must be able to think clearly, analyze and resolve problems, while exercising good judgment. You must also be able to remain calm and courteous in demanding situations.

• Exercises the hotel's policies and procedures in accordance with the above responsibilities.
• Be able to represent the hotels and Oldham Goodwin Group with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.