Senior Manager - Sales

Job Title

Responsible for proactively soliciting business. The position is accountable for handling large group or other customer segments related to opportunities with significant revenue potential. Actively up-sells each business opportunity to maximize revenue for individual properties. Aligns customer profile with the appropriate product. Achieves personal and team related revenue goals. Turns business over properly and in a timely fashion for proper service delivery in accordance with brand standards. Creates opportunities to grow the account base through customer interactions.

Candidate Profile

Education and Experience Required:

• 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 5 years' experience in the sales and marketing or related professional area.

OR

• 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years of experience in sales and marketing or related professional area.

Core Work Activities

Understanding Market Opportunities and Driving Revenue

• Targets accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.

• Partners with counterpart to effectively manage the business opportunity.

• Responds to and manages larger and more complex incoming opportunities for the property.

• Identifies, qualifies and solicits new business to achieve personal and property revenue goals.

• Focuses efforts on accounts with significant potential sales revenue.

• Develops effective sales plans and actions.

• Works with partners to develop creative ideas and proposals for events.

• Maximizes revenue by upselling packages.

• Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

• Closes the best opportunities based on market conditions and individual property needs.

• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.

• Handles complex business with significant revenue potential as well as significant customer expectations.

Building Successful Relationships

• Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

• Develops relationships within community to strengthen and expand customer base for sales opportunities.

• Provides excellent customer sales service in order to grow share of the account.

• Manages and develops relationships with key internal and external stakeholders.

Additional Responsibilities

• Utilizes intranet for resources, templates, and information.

• Participates in site visits.

• Develops and facilitates execution of contracts as required.

• Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).

• Executes brand's Customer Service Standards and property's Brand Standards through the sales process.