Area Sales Manager

Hotel: 

Atrium SPIRIT – where teamwork, passion and appreciation ignite service excellence

Primary Purpose:
The primary purpose of the Area Sales Manager is to secure new State Association and/or State Government group business for assigned hotels while maintaining growing positive relationships with the customer base of the assigned accounts/markets.  The Area Sales Manager will represent Atrium Hospitality’s Core Values within the industry and local market while being visible to customers in the key feeder markets.

Work Performed:

The Area Sales Manager will be tasked with the following duties, responsibilities, and assignments:

• Solicit, negotiate, and generate contracted revenues from assigned segment group prospects that meet criteria established in each hotel’s deployment assignments.
• Ability to travel consistently to assigned market hotels, to client feeder markets, and for market tradeshows and sales calls.
• Prepare and present creative and value-added Requests for Proposals.  
• Prospect for new group business using a wide variety of methods including phone, video conferencing, outside sales calls, attending industry functions, internet prospecting, supplier partnerships, trade events, etc.
• Develop, implement, and constantly modify sales SMART plans for individual hotels being represented.
• Manage and maintain an accurate and up-to-date contact management system through Delphi activity notes for each account and booking by hotel property.
• Negotiate and close contracts that meet the hotel’s business plan objectives, including desired arrival, departure, and volume patterns.
• Internally communicate client requirements to assigned hotels sales teams, thereby ensuring all information is accurate between client and hotel staff.
• Coordinate and participate in target market trade shows and sales activities.
• Conduct competitive analysis and maintain competitor files to be able to compete successfully.
• Establish and maintain good rapport with local civic groups, state society of association executives, and companies.
• Any and all other work as required to complete the primary purpose of the position.

Qualifications:

Required Prior Experience:

Minimum five (5) years of state association hotel sales experience or the equivalent amount of industry experience. 

Prior sales goal responsibility of no less than $3.0 million in the markets being represented.

Preferred Prior Experience:

2+ years of sales leadership experience of multiple properties preferred.

Preferred Education:

Bachelor’s Degree in Sales & Marketing, Business, or a related field OR commensurate experience.

Required Technology:

Either Delphi.fdc or Marriott CI/TY

Preferred Technology:

Both Delphi.fdc and Marriott CI/T

Travel:

As needed.  Perhaps 25% of time.

Competencies:

(53) DRIVE FOR RESULTS

Can be counted on to exceed goals successfully; is constantly and consistently one of the top performers; very bottom-line oriented; steadfastly pushes self and others for results.

(37) NEGOTIATING

Can negotiate skillfully in tough situations with both internal and external groups; can settle differences with minimum noise; can win concessions without damaging relationships, can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; has a good sense of timing.

(15) CUSTOMER FOCUS

Is dedicated to meeting the expectations and requirements of internal and external customers; gets first-hand customer information and uses it for improvements in products and services; acts with customers in mind; establishes and maintains effective relationships with customers and gains their trust and respect.

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When you’re an Atrium Associate, you’re a part of a crucial workforce providing the ultimate ‘Home Away From Home’ for our guests. We know that it takes a lot of time and effort to provide these exceptional experiences, so we reward your efforts with a competitive compensation plan and other benefits and perks that allow you to offer your best to our guests. These benefits include:

• Daily Pay
• Significant Travel Discounts on Marriott and/or Hilton properties
• 401k Plans
• Medical Insurance
• Other property specific benefits

Plus, we make sure you can grow your career the way you want to through Internship programs, training and development and over 80 hotels that offer incredible opportunities for career driven associates.

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Actual compensation packages are based on a wide array of factors unique to each candidate, including but not limited to skill set, years & depth of experience, certifications and specific office location. This may differ in other locations due to cost of labor considerations.

Atrium Hospitality provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.

Atrium Hospitality brinda igualdad de oportunidades de empleo a todos los empleados y aplicantes de empleo y prohíbe la discriminación y el acoso de cualquier tipo sin distinción de raza, color, religión, edad, sexo, origen nacional, estado de discapacidad, genética, estado de veterano protegido, orientación sexual, género de identidad o expresión, o cualquier otra característica protegida por las leyes federales, estatales o locales. Esta política se aplica a todos los términos y condiciones de empleo, incluido el reclutamiento, la contratación, la colocación, la promoción, la terminación, el despido, el retiro, la transferencia, las licencias, la compensación y la capacitación.

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