Complex Business Travel Sales Manager

				Overview:

The Complex Business Travel Sales Manager is responsible for effectively and proactively identifying, soliciting, and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting, closing, and maximizing performance of assigned accounts/territory to positively impact hotel revenues.

Responsibilities:

* Proactively drive top line revenue for transient sales segments to include volume transient & consortia for primary hotels through customer acquisition and development strategies and tactics. 
* Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients, buyers, influencers, and agencies that will keep the hotels pipeline consistently full of opportunities. 
* Manage annual account rate negotiations requests for proposal through required RFP platforms.
* Maintain and participate in an active sales solicitation program.
* Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
* Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing.
* Invite clients to the hotel for entertainment, lunches, tours and site inspections as appropriate.
* Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
* Initiate and follow up on leads.
* Handle inquiries as part of Inquiry Day Program.
* Monitor production of all top accounts and evaluate trends within your market.
* Meet or exceed set goals.
* Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
* Meet and greet onsite contacts and travelers to garner and foster relationships, loyalty, and new opportunities.
* Conduct outside sales calls 2-3 days per week
* Entertain clients as appropriate.
* Abide by Prime Selling Time (PST).
* Use your property's computerized sales management system to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space, building accounts, and logging activities.
* Assist in the preparation of required reports in a timely manner.
* Assist in implementing special promotions relating to direct sales segments, i.e. events, sales blitzes, etc.
* Participate in industry trade shows and events which may require out of market travel.
* Develop networking opportunities through active participation in community and professional associations, activities and events.
* Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team.
* Attend daily Highgate Hotel Business Review (HHBR) meeting.
* Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
* Operate the Sales Department within established sales expense budget.
* Participate in required M.O.D. and Saturday office coverage as needed and scheduled.

Qualifications:

* College course work in related field helpful.
* At least 2 years sales experience in a hotel or a related field preferred.
* High School diploma or equivalent required.
* Must be skilled in Windows, Company approved spreadsheets and word processing.
* Long hours sometimes required.
* Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
* Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
* Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
* Must be able to multitask and prioritize departmental functions to meet deadlines.
* Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
* Attend all hotel required meetings and trainings.
* Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
* Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
* Must be able to maintain confidentiality of information.
			

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