Sales Manager

Opal Hospitality; Ottawa; On-site; CAD 65,000 - 90,000; Full time

Job summary

Courtyard by Marriott Ottawa East is seeking a Sales Manager to lead sales efforts across corporate, association and group markets. You will develop and manage key accounts, build lasting relationships with meeting planners and executives, and coordinate proposals and contracts to maximize group revenue.

You will collaborate with hotel departments to align service delivery with client needs, track opportunities, and convert leads into booked business while maintaining an active pipeline for

Qualifications

• 1-2 years hotel room sales experience.
• Experience in group, association and/or conference sales is an asset.
• Bilingualism (French and English) is an asset.

Responsibilities

• Act as lead catcher from various sources of business for the hotel.
• Take primary responsibility for Corporate and Association Group business.
• Identify and pursue new group opportunities through associations, organizations, corporate groups, and other market segments.
• Develop and maintain relationships with association executives, meeting planners, and decision-makers.
• Negotiate rates and terms for Courtyard business and group opportunities.
• Prepare sales proposals and contracts with clearly defined terms.
• Coordinate details for group bookings and ensure successful execution.
• Maintain existing accounts and build relationships with new clients.

Skills

Hotel sales

Client relationships

Negotiation

Sales calls

Adaptability

Education

High school diploma or GED

College diploma or greater

Tools

Microsoft Office Suite

Marriott software (Power of M, MARSHA)

Job description

The Marriott Sales Manager is responsible for sales in specified markets according to the standards of the Courtyard by Marriott Ottawa East in order to achieve a professional rapport with the local business community. The Sales Manager has a responsibility to fully understand all aspects of the triple facility and will ensure that sales activities, top accounts and bookings are focused to yield maximum revenue at all times.

The Sales Manager will have specific responsibility for developing and maintaining Groups and Associations business, including identifying new group opportunities, cultivating relationships with association clients and meeting planners, soliciting group bookings, and ensuring the successful coordination and conversion of group business. The Sales Manager will work closely with the Complex Director of Sales and other hotel departments to maximize group revenue, occupancy and overall profitability.

JOB RESPONSIBILITIES

• Act as lead catcher from various sources of business for the hotel.
• Take primary responsibility for Corporate and Association Group business, including prospecting, developing, soliciting and maintaining group and association accounts.
• Identify and pursue new group opportunities through associations, organizations, corporate groups, and other relevant market segments.
• Develop and maintain strong relationships with association executives, meeting planners, group organizers, event coordinators and key decision-makers.
• Negotiate rates and terms for all Courtyard business, including group and association opportunities, while attending revenue and operations meetings.
• Meet with clients in order to determine objectives and any specific requirements.
• Listen to and understand information and ideas presented by clients.
• Monitor inventory to maximize revenue and ensure appropriate availability for group opportunities.
• Conduct site inspections, soliciting and generating new and repeat business, with a particular focus on group and association business.
• Prepare sales proposals and contracts for clients, incorporating clearly defined terms and conditions.
• Coordinate details and any special arrangements or activities required for group bookings and association business.
• Maintain existing accounts as well as build relationships with new clientele through email, telephone and one-on-one communication.
• Identify potential customers and their needs, and expand the base by bringing in new customers with a focus on events with a large group block.
• Participate and execute an effective sales call cycle for key customers, partners, associations and contacts.
• Attend association meetings, networking events, trade shows, conferences and other industry events when requested to generate leads and maintain relationships.
• Develop and maintain an active pipeline of group and association leads and opportunities.
• Follow up on group inquiries and proposals in a timely manner to maximize conversion and revenue opportunities.
• Work closely with Operations, Front Office, Revenue Management and other departments to ensure group requirements are communicated and executed effectively.
• Makes personal sales calls and travels to trade shows when requested to produce leads for future business or to maintain good relationships with current clientele.
• Maintain knowledge of hotels' competitors in order to generate future leads and to be aware of the caliber of services delivered by our competitors.
• Increase awareness of our product through memberships, attendance and participation in various associations and committees when requested.
• Participate in sales activities both on and off the property.
• Assist with administrative duties and special projects when required.
• Other tasks as required.

QUALIFICATIONS

• High school diploma or GED certification required, College Diploma or greater preferred.
• 1-2 years hotel room sales experience.
• Experience in group, association and/or conference sales is considered an asset.
• Bilingualism (French and English) is an asset.
• Substantial experience and understanding in hotel sales and reservations.
• Proficiency in Microsoft Office Suite (Word, Excel, Outlook).
• Experience with Marriott's suite of software considered an asset (Power of M, MARSHA).
• Knowledge of all markets is an asset (Association, Corporate, SMERF, Tour & Sports).
• Apply common sense understanding to carry out instructions furnished in written, oral or diagram form.
• Use mathematical skills to interpret financial information and prepare quotes.
• Ability to identify and resolve problems in a timely manner and develop alternative solutions.
• Ability to present and express ideas and information clearly and concisely in a manner appropriate to the audience, whether oral or written.
• Must be able to prioritize departmental functions to meet due dates and deadlines.
• Ability to adapt to changing environments.
• Results-oriented.
• Strong attention to detail, organizational and planning skills.
• Ability to meet the demands of the work schedule, to be at work and on time. May occasionally require the ability to work outside of regularly scheduled hours, and travel may be involved.
• Maintain regular attendance in compliance, as required by schedule, which may vary according to the needs of the facility.
• Participate in training, operational, sales and inter-department meetings as requested.
• Must possess a strong drive and business acumen to effectively sell and discern the best revenue opportunities for the overall property.
• Maintain a high standard of professional appearance and grooming, which includes professional attire and a correct nametag when working.

All applications will be reviewed, and only viable candidates will be scheduled for an interview.