Sales Manager

Reports To:      General Manager

Requirements: 

• Minimum of a high school diploma. Higher level of education preferred.
• 3 years sales experience in the hospitality industry.
• Ability to drive to client locations and must possess a valid driver’s license.

General Responsibilities: 

• Conduct and continuously update local market research.
• Sell incremental room nights for the property.
• Develop and execute the hotel’s Sales and Marketing Plan.
• Achieve and exceed the revenue targets for the property.
• Assess the market potential and develop new business opportunities while at the same time increasing revenues from existing customers.
• Conduct and enhance public and community relations.
• Develops and initiates all actions necessary to achieve revenue goals.

Primary Functions: 

Revenue: 

• Sales and Marketing: Prepare and implement the hotel’s annual Sales and Marketing Plan. Make sales calls to key accounts and potential clients, and capitalize on all revenue opportunities. 
• Financial:  Aggressively pursue revenue goals, effectively utilize yield management and revenue maximization tools, and prepare and manage the annual budget.

Community Involvement: 

• Ensure good standing in the community by developing and maintaining relationships with local organizations such as the Chamber of Commerce, Convention and Visitors Bureau, other hotels, local schools, local government and other community and civic organizations.

Quality: 

• Guest Service – Work closely with the front office and housekeeping staff to ensure that the hotel meets and exceeds Fine Hospitality and brand standards for guest satisfaction.

Leadership: 

• Leading – Motivate, coach, and train team members, set goals and hold team members accountable, and provide appropriate feedback, rewards, and recognition.
• Work Ethic – Demonstrate a high level of integrity, take ownership of personal and team actions, communicate effectively, promote collaboration, nurture a positive, professional work environment, and adhere to Fine Hospitality’s Standard Operating Procedures.

Specific Responsibilities: 

• Send a daily end of the day activity and accomplishment email to the General Manager and a copy to the FHG Corporate Director of Operations.
• Achieve revenue and RevPar targets for all business segments.
• Establish monthly sales forecasts. Keep the General Manager and Corporate apprised of the status of these forecasts to ensure that the property has a steady stream of business through the year.
• Develop and execute advertising programs within the GM and Corporate guidelines and the approved budgets.
• Leverage cross sell opportunities amongst all FHG properties.
• Maintain high visibility in the surrounding community.
• Maintain efficient sales office procedures for productive use of staff time and insure the maintenance of accurate and updated account files and follow-up procedures.
• Responds in timely manner to all leads/RFPs from IHG Sales, and other sources of potential business opportunities for the hotel.
• Ensure all sales leads are followed up.
• Maintains trace dates for contact follow-up and all actions necessary for group bookings.
• Completes weekly Sales Department Productivity Report.
• Assist in the development and recommendation of rate strategies.
• Assists GM in development of Hotel’s Sales and Marketing Plan, budget, and submissions as needed.
• Assists GM in preparation and timely submission of weekly STAR Report review.
• Maintain history trend analysis for the property.
• Ensure the prompt and systematic servicing of all business accounts.
• Identify and analyze competition, both locally and regionally.
• Attend pertinent community activities and meetings.
• Develop strategic relationships with third party providers.
• Ensure that the web and third-party electronic distribution channels are continuously reviewed, researched and updated for maximum hotel exposure and maximum room night generation.
• Attend relevant tradeshows and events to promote the property.
• Proficient in usage of the hotel Property Management System and any sales related software.
• Any other duties directed by the General Manager, or Corporate Management

Optimum Attributes: 

• Excellent communication skills
• Well-groomed and professional appearance
• Willing to take responsibility and accountability
• Willing to work on weekends and holidays if required

Performance Standards: 

Performance shall be measured by budgeted REVPAR, MSI Index, Guest Satisfaction Index (GSI) and Associate Satisfaction Index (ASI).