Area Sales Manager / Business Transient

PURPOSE AND PERFORMANCE GOALS

Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

Direct sales:  Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.  Must have own reliable transportation and possess a valid state driver’s license in order to make sales calls.

Ability to analyze reports to best understand industry trends, market trends and hotels trends.

Key account management:  Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.

New account development:  Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business.  Acquires referrals from existing accounts:  Plans and implements an on-going targeted account list in order to create new revenue and acquire valuable hotel contacts, and contracts.  Continually targets and prospects for new business through telemarketing, individual creativity, community involvement, relationship building and innovation.

Yield management:  Works with revenue team on profitably negotiating in order to enhance the hotel's financial performance.

Account service and management:  Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.  Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues.  Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.

Product knowledge:  Conducts research, surveys, personal investigation and studies marketplace and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.

Time management:  Focuses on revenue-producing activity and maximizes selling time by dedicating time on direct sales efforts.

Professionalism:  Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.  Represents themselves and the hotel with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.  Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel.  Displays a neat, clean, and business-like appearance at all times.

Administration:  Achieves activity goals as established by management and completes all reports and assignments in an accurate and timely fashion.  Contributes to the hotel's overall sales effort during planning and strategy phases through research and knowledgeable input. 

Community/Trade Involvement:  Actively participates in those community and trade organizations that most benefit the hotel's exposure to the community and the hotel's bottom line.  Performs other duties as assigned or deemed necessary by management.

SUPERVISORY RESPONSIBILITIES – Not applicable

QUALIFICATIONS

Knowledge

Requires knowledge of general sales techniques.

Requires highly developed customer service skills.

Requires ability to hear, speak, read and write English fluently.

Requires effective business writing skills.

Previous Business Transient Experience a plus

Skills

Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.

Previous Hilton experience a plus.

Abilities

Understand and follow verbal/written instructions.

Work on more than one task at a time.

Develop strong internal and customer relationships.

Set and manage priorities and plan activities in advance.

Solve problems and make sound business decisions.

Respond to coaching, feedback and training.

Strong and effective sales skills.

EDUCATION AND/OR EXPERIENCE

Minimum of high school diploma or equivalent.  Six months minimum in sales, customer service-related position or hotel experience preferred.

LANGUAGE SKILLS

Excellent speech communication skills are required to communicate both in person and via telephone with guests, associates and corporate contacts in a professional and extensive manner.  Excellent literacy is required. 

MATHEMATICAL SKILLS

Ability to calculate amounts such as discounts, percentages, package breakdowns, and the ability to apply concepts of basic algebra and geometry.

REASONING ABILITY

Must be able to make appropriate judgments regarding the solving of practical problems and deal with a variety of concrete and abstract variables in situations where only limited standardization exists.  Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form.  Must be knowledgeable in all aspects of the catering and events business, including service, room styles, and services offered, menu design, set up and tear down.

CERTIFICATES, LICENSES, REGISTRATIONS – Not applicable

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  Regular attendance in conformance with the standards, which may be established by the hotel from time to time, is essential to the successful performance of this position.

Must be able to stand/walk for long periods of time.  Job frequently requires standing, walking, bending, and sitting, hearing, tasting, and smelling.  Specific vision abilities required by this job include close vision, color vision, and the ability to adjust focus.

HOURS

Due to the seasonal nature of the hospitality industry, and the fact that the hotel provides guest services 24 hours a day, 7 days a week, any employee may be required to work rotating shifts, night shifts, and/or overtime.