Sales Manager at Accor in Durham, NC, United States

Job description

• Reports To: Director of Sales & Marketing (DOSM)
• General Purpose: The Sales Manager is responsible for group room markets for the Corporate, SMERF and Association market segment. The Sales Manager sells to individual accounts and groups in accordance with the objectives established in the marketing plan. The Sales Manager will ensure that sales activities and group bookings are focused to yield maximum revenue per available guest room. The Sales Manager will also assist with marketing efforts as needed.

Responsibilities

• Builds client base through outside sales calls, sales blitzes, cold calling, prospecting, direct mail, networking and referrals.
• Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
• Identifies gap periods (30/60/90 days & beyond), recommends targeted sales & marketing plans to fill, and communicates effectively to ensure proper execution of plan.
• Generates maximum revenue in the rooms and catering departments through achievement of specific revenue booking goals in support of the hotel’s established strategies.
• Analyzes the hotel's demand segments and sources of business for each to maximize revenues and profit.
• Knows the principle competition for each segment and leverages hotel's relative strengths against each.
• Delivers the best service, quality and value to every customer, every time.
• Personally demonstrates a commitment to customer service by soliciting and responding promptly to guest needs and in meeting expectations.
• Maintains effective involvement with key community organizations.
• Finalizes contracts for group bookings.
• Converses with guest and hotel department heads to plan function details, such as space requirements, time schedule, and food service.
• Executes cut-off dates on group bookings.
• Maximizes profit and optimize space through sales in accordance with established pricing models, exercising good judgment.
• Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
• Revenue meeting with DOSM, Revenue Manager, Sales Team, VP and GM.
• BEO meeting with DOSM, F&B team, Rooms team and Sales and Catering team
• One on one meeting with DOSM
• Other duties as assigned by your DOSM.

Requirements

• Excellent communication skills, both verbal and written.
• Most work tasks are performed independently. There is minimal direct supervision.
• Extensive knowledge of selling strategies and the ability to meet goals.
• Complete knowledge of hotel, catering, and event space.
• Able to utilize property adopted for booking, tracking, forecasting, and executing optimal selling strategies.
• Comprehends the group sales process and negotiate accounts.
• Analytically approaches problem solving.
• Able to analyze financial statements and market data.
• Desires to participate as part of a team.
• Demonstrates self-confidence, energy and enthusiasm.
• Presents ideas and information in a concise, well-organized way.
• Effective listening skills.
• Manages group or interpersonal conflict situation effectively.
• Manages time well, correctly prioritizing tasks.
• Highly visible in areas of responsibility.
• Excellent negotiation skills in order to create win-win solutions.
• Must possess computer skills, including, but not limited to, accounting programs, Delphi, Microsoft Word, Excel and Outlook.
• Must pass a background check.
• Bachelor’s degree is preferred.
• Prior hotel sales and management experience required.

Skills

Required

• Analytically approaches problem solving
• Desires to participate as part of a team
• Effective listening skills
• Must pass a background check