Group Sales Manager
US-MA-Boston
Management
Req #: 68510
Type: Full-Time
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Overview: The Group Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. Responsibilities: * 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. * Develop a complete knowledge of company sales policies and SOP's, and ensure knowledge of and adherence to those policies by the sales team. * Meet or exceed set goals. * Operate the Sales Department within established sales expense budget. * Initiate and follow up on leads. * Maintain and participate in an active sales solicitation program. * Monitor production of all top accounts and evaluate trends within markets. * 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. * Invite clients to the hotel for entertainment, lunches, tours and site inspections. * Assist in implementing special promotions relating to direct sales segments, i.e client events, sales blitzes, etc. * Assist in the preparation of required reports in a timely manner. * Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR). * Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property. * Use Delphi FDC to manage the hotel's business, including (but not limited to) generating reports, entering business, blocking space and building accounts. * Meet and greet onsite contacts. * Abide by Prime Selling Time (PST) guidelines. * Develop networking opportunities through active participation in community and professional associations, activities and events. * Review meeting planner evaluations with the Director of Sales to ensure that issues receive follow-up. * Entertain clients. * Participate in the travel and trade show schedule established by the Director of Sales * Handle inquiries as part of Inquiry Day Program. Qualifications: Education & Experience: * At least 4 years of progressive hotel sales experience; or a 4-year college degree and at least 2 years of related experience; or a 2year college degree and 4 or more years of related experience. * Must have a valid driver's license in the applicable state. * Must be skilled in Windows, Delphi FDC and company approved reports. Physical Requirements: * 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. General Requirements: * 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. * Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel. * Maintain high standards of personal appearance and grooming.. * Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations. * Maximize efforts towards productivity, identify problem areas and assist in implementing solutions. * 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. * Perform other duties as requested by management.
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