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Title Dual Sales Manager – Extended Stay

Location LBA Hotel

Reports To General Manager(s)

FLSA Salaried; Exempt

Job Summary Assists the direct sales efforts of two hotels by collaborating with the General Manager(s) to proactively target those segments/accounts assigned by General Manager(s). Works in conjunction with General Manager(s) to Develop and execute quarterly sales actions plans as assigned by General Manager(s). Success is determined through achievement of the hotels’ revenue goals and improvement, where possible, in market share performance as compared to that of the hotel’s defined competitors.

PREREQUISITES

Company associates have access to guestrooms and property. As such, character traits of honesty and trustworthiness are essential to this position and must be displayed at all times. Per company policy, potential associates must pass appropriate security clearances.

• High school diploma or equivalent; College Degree (BS/BA) preferred or equivalent work experience.
• Previous hotel sales experience preferred as a sales coordinator, hotel operations, or equivalent work experience.
• Experience selling Marriott, Hilton, Hyatt, or IHG extended stay brands is highly preferred.

SUMMARY OF ESSENTIAL JOB FUNCTIONS

• Must be able to perform major life activities: Standing, lifting, bending, learning, reading, concentrating, thinking, and communicating.
• Must be able to push or pull 60 pounds unassisted and lift and/or carry 30 pounds unassisted.
• Must be able to see and hear.
• Must be able to speak and read English, the ability to communicate in another language may be helpful.

REQUIRED KNOWLEDGE, SKILLS, AND ABILITIES

Knowledge:

• Knowledge of the market area for the hotels preferred.

Skills:

• Effective communication skills both written and verbal.
• Proficient written and verbal English
• Financial analysis skills to assess potential business opportunities and whether or not they contribute to the success of the business.
• Strong organizational and multitasking skills
• Creative and strategic skills.
• Relates well with others and is flexible to work with a team
• Analyze work for accuracy of self and others.
• Proficiency in Microsoft Outlook, Microsoft Word, Excel, PowerPoint. Experience working with customer relationship software like Delphi.fdc and/or STS preferred.

ABILITIES:

• Committed to the company and the achievement of its goals.
• Ability to effectively influence others and engage clients and coworkers on difficult issues.
• Ability to inspire confidence in and gain respect from superiors, peers, subordinates, industry partners, and competitors.
• Combines a confident, self-starting, high performance orientation with track record that reflects a “can do” attitude.
• Multitask, remain associate and guest service centric.
• Willing to perform other assigned duties that the individual is capable of carrying out.
• Works to successfully achieve sale goals as assigned by General Manager

SPECIFIC RESPONSIBILITIES

1. Handle inquiry calls, proposals, negotiations, and contracts according to departmental procedures. Document all sales activities in STS Cloud or Delphi.fdc sales systems depending on the brand.
2. Books appropriate business that allows both hotels to achieve/exceed monthly room revenue budget, and, if applicable, other revenue budgets specific to both hotels.
3. Approaches the position with a relationship building/proactive selling mindset. Ensures that weekly telephone prospecting/qualification/solicitation calls goals as well as outside call goals are met or exceeded based on guidelines agreed to in the Commitments to Success.
4. Uses each property’s computerized sales management system to manage the hotels’ business, including but not limited to adding all sales activities, generating weekly sales reports, entering business, blocking meeting space if hotel has it and building accounts.
5. Utilizes available business tools to prospect for new business (i.e., Brand database reports, local newspaper and business journals, Internet Prospecting, Construct Connect, ZoomInfo, Agency 360 where applicable, brand reporting etc Marriott reports/Hilton reports).
6. Detailed follow up via email for any client visits, site visits, cold calls, etc.
7. Understands the need to follow up and regularly communicate with clients to stay engaged in relationship to either book or maintain business.
8. Contributes and provides input to General Manager for the annual budgeting process, revenue generation and advertising and promotion costs.
9. Understands and utilizes available business tools to prospect for new business (i.e., Brand database reports, Construct Connect, ZoomInfo, Agency 360 where applicable, local newspaper and business journals, etc.) and utilizes internal lead source generators such as in house guest lists and brand reporting to maximize revenue production for both hotels.
10. Target, saturate, penetrate specific companies to reach true decision makers in a position to refer to our hotels while seeking new business and/or working on an existing account.

WORKING CONDITIONS/SPECIAL REQUIREMENTS

• This position requires a physical presence at the hotel and is not conducive of telecommuting or remote work.
• The ability to drive on behalf of the company and maintaining a valid driver’s license is required.
• Typical week consists of at least one to three days out of the office on sales calls. The remainder of the week will be in the office working on sales plans and follow up.
• May be required to come in on the weekends to ensure meeting or group satisfaction.
• Periodic overnight travel may be required to assist with sales blitzes/training or attend client events.

POSITIONS FOR POSSIBLE ADVANCEMENT

• Director of Sales
• Senior Sales Manager
• Area Sales Manager

ACKNOWLEDGEMENT

Disclaimer

• The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification. They are not to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified. All personnel may be required to perform duties outside of their normal responsibilities from time to time as needed.