Mgr-Sales BTS

Responsible for the development of market segment(s) and solicitation of new customer relationships and accounts while maintaining existing relationships with assigned accounts and consistently striving to maximize revenue and promote relationships through effective negotiation of guest room and in some cases meeting space rentals, ancillary products and services, prices as well as food and beverage services.

• Meet with and entertain customers and prospective customers to solicit and respond to leads, by telephone or direct conversations with customers requiring hotel accommodations. Responsibly represent the hotel through outside visits to potential customers, making proposals and other external sales presentations to prospective customers to solicit, explain, negotiate and close hotel sales. Utilize discretion and authority to negotiate contracts. Courteously answer incoming phone calls from persons inquiring about the rental of guest rooms and/or meeting space and/or the purchase of on-site (hotel) catering. Qualify customer, either inquiry related or driven by solicitation, for strategic buying needs and uncover personal buying needs. Represent hotel in significant interactions dealing with customers relative to sales and operational questions, concerns, and issues. Assists in compiling sales forecasts, development of guest room rates, collection and reporting of sales data, and management of sales department budget.
• Travel and engage in sales activities outside of the hotel to meet with prospective customers, participate in tradeshows, and industry and community events to promote facilities, maintain contacts, and to close deals. Handle special requests for customers while on property and check VIP reservation arrivals/amenity orders daily.
• Write proposals and/or contracts to advise prospective Government, Permanent and Corporate Accounts of negotiated rate availability for a specific period or banquet date. Develop and quote prices for same.
• Attend weekly sales departmental meeting and other scheduled meetings to support business operations, e.g., tentative review, lost business review, BTS conference call, etc.
• Qualify customer, either inquiry related or driven by solicitation, for strategic buying needs and uncover personal buying needs
• Compile and/or manage the preparation of reports pertaining to the development/performance of the assigned markets and/or accounts that are not limited to the annual and monthly Forecast in order to reach the department budget
• Engage in the solicitation efforts through effective oral and written communication while managing RFP/leads and rate negotiation process to ensure acceptance and proper positioning of hotels versus competition
• Conduct site inspections and property tours with potential customers, visiting guest rooms, meeting space and banquet facilities, as well as other hotel facilities. Participate on Business Development (telemarketing) to support Event Sales, Group, BTS, Government and Leisure Sales, based on business demands.
• Basic knowledge of audio visual equipment, telecom equipment, lighting and room temperature control.

• Extensive knowledge of market and related meeting industry.

• Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact and diplomacy to diffuse anger, collect accurate information and resolve conflicts.

• Proficiency in the use and operation of computer systems with the ability to navigate efficiently through Word, Excel, Access, Outlook, Delphi (or in house sales system), Market Vision, OnQ, Internet and Intranet
• Ability to read, write and speak the English language to fully comprehend guest requests, memos, proposals, general correspondence and similar written materials.

• Possess a good conceptual understanding of electronic devices and the ability to operate such items as copy machines, slide projectors, microphones, computers, portable radios, pagers, etc.

• Ability to complete a contract in compliance with all checklists, standards and hotel policies.

• Interpersonal skills to provide overall guest satisfaction.

• Ability to manage multiple projects, meet and work effectively under time and resource constraints.

• Thorough knowledge of the hotel sales process to include lead generation, solicitation, negotiation and closing techniques.
• Any other tasks assigned by General Manager or Director of Sales /b Catering.

Requirements:

• Minimum of four years of college level courses with an emphasis on business or communications required.
• Requires a minimum of two-year experience in guest contact areas of the hospitality industry.