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Principal Responsibilities
The Senior Sales Manager is responsible for growing and maintaining relationships with business clients. The individual will attract new business clients' interest through solicitation and create tailored sales pitches and packages to secure new contracts for corporate events, conferences, and business travelers. The Senior Sales Manager will work in conjunction with the Director of Sales to achieve the hotel's revenue and market share goals.
Essential Functions
- Develop and implement strategic sales plans to expand the hotel's client base and ensure a strong market share.
- Actively solicit corporate business by reaching decision-makers through phone calls, site inspections, tele-prospecting, email prospecting, blitzing, and sales trips.
- Effectively achieve quarterly sales and revenue goals.
- Cultivate, develop, and maintain relationships with key clients and stakeholders through regular account servicing.
- Prepare tailored proposals and contracts that maximize profit while maintaining customer satisfaction.
- Monitor the competitive landscape and market conditions to identify trends, opportunities, and obstacles.
- Prepare and review sales reports and analytics to measure sales strategy effectiveness and make informed business decisions.
- Review all corporate business contracts and ensure all pertinent aspects of solicitation and closing are complete and documented.
- Work with the Director of Sales to develop and facilitate marketing, public relations, and media projects applicable to corporate business.
- Attend industry trade shows, conferences, meetings, and networking events, which may require travel within or outside the United States. [pdf | PDF]
Supportive Functions
- Participate in industry organizations.
- Maintain open communication between guests, employees, and management.
- Input and retrieve information from computer systems for file maintenance, correspondence, forecasts, and marketing input.
- Assist the office with administrative duties as needed. [pdf | PDF]
Physical Requirements
Activity | Frequency |
Sitting | Frequent |
Walking/Standing | Frequent |
Climbing Stairs | Occasional |
Crouching/Bending/Stooping | Occasional |
Reaching | Frequent |
Grasping | Frequent |
Pushing/Pulling | Occasional |
Near Vision | Constant |
Far Vision | Constant |
Hearing | Constant |
Talking | Constant |
Smelling | Rare |
Lifting/Carrying (20 lbs.) | Frequent |
Travel | Frequent |
Other Duties
- Assimilate into the Avalon culture and support corporate policies.
- Demonstrate working knowledge of service standards.
- Maintain regular attendance.
- Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to meet business needs. [pdf | PDF]
Safety Requirements
- OSHA-required PPE: None
- Employees will be trained in proper PPE use and are responsible for reporting defective, damaged, lost, or ill-fitting equipment. [pdf | PDF]
Organizational Relationships
Positions directly reporting to this position: N/A [pdf | PDF]
Required Knowledge, Skills, and Abilities
- Excellent oral and written communication skills.
- Excellent organizational skills.
- Knowledge of hotel sales processes, including lead generation, solicitation, negotiation, and closing techniques.
- Ability to read and comprehend English-language materials.
- Advanced English writing skills for proposals, memos, and correspondence.
- Proficiency in Microsoft Word, Excel, and PowerPoint.
- Strong interpersonal skills. [pdf | PDF]
Qualifying Standards
Education
- Four-year college degree preferred.
Experience
- Minimum of 8 years of corporate sales manager experience in the hospitality industry.
Licenses or Certificates
- None.
Grooming
- Team members must maintain a neat, clean, and well-groomed appearance.
Other
Additional language ability is a plus.Â
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