Group Sales Manager

Choice Hotels International; Chicago (IL); On-site; USD 70,000 - 100,000; Full time

Job summary

Choice Hotels International, a leading hotel company, is seeking a Sales Manager in Chicago to drive group sales and revenue. The role focuses on proactive prospecting, closing opportunities, and coordinating with other departments to execute events.

You will develop proposals, respond to RFPs, and maintain relationships with clients to maximize occupancy and profitability while upholding brand standards.

Qualifications

• High school diploma required; associate or bachelor’s degree preferred.
• Minimum two–four years hotel sales experience.
• Local market knowledge preferred.
• Proficient with brand standards and cross-department collaboration.
• Strong negotiation and presentation skills.
• Excellent verbal and written communication.

Responsibilities

• Achieves market share and revenue goals with Director of Sales on individual and team goals.
• Prepares proposals and contracts to maximize profit and satisfy client needs.
• Responds to RFPs aligned with brand standards.
• Communicates clients’ contracted requests to all departments.
• Solicits potential guests and customers to confirm business using various tools and sales skills.
• Delivers and sells hotel features and benefits to meet clients’ needs.
• Contacts in-house customers to retain and grow existing business.
• Reviews goals weekly and takes actions to meet objectives.
• Pivots between markets and team roles as needed.
• Ensures maximum occupancy by coordinating with events services.
• Ensures materials meet brand standards.
• Potential travel to trade shows and events as required.
• Develops and implements strategies to achieve sales goals.
• Communicates the vision for customer service to managers and staff.
• Creates an environment that fosters hospitality and teamwork.
• Ensures 100% Guest Satisfaction by collecting feedback and acting on trends.
• Provides Yes I Can! hospitality and teamwork consistently.
• Performs duties to deliver 100% guest satisfaction.

Skills

Strong negotiation skills

Strong communication skills

Willingness to travel

Education

High school diploma; Associate or Bachelor's preferred

Tools

Microsoft Office

Delphi

Opera

Job description

Choice Hotels International, Inc (NYSE:CHH) is one of the largest lodging franchisors in the world. A challenger in the upscale segment and a leader in midscale and extended stay, Choice®has more than 7,400 hotels, representing over 625,000 rooms, in 45 countries and territories. A diverse portfolio of 22 brands that run the gamut from full-service upper upscale properties to midscale, extended stay and economy enables Choice®to meet travelers’ needs in more places and for more occasions while driving more value for franchise owners and shareholders. The award-winning Choice Privileges®loyalty program and co-brand credit card options provide members with a fast and easy way to earn reward nights and personalized perks. For more information, visit www.choicehotels.com.

The ability to model Choice’s Cultural Values: Welcome and Respect Everyone, Be Bold, Be Quick, Listen, Be Curious and Show Integrity are key to our success in inspiring Loyalty, Growth, and the Hospitality Spirit.

Our managed hotels portfolio includes Radisson Blu, Radisson, Radisson Red, Park Plaza, and Country Inn & Suites by Radisson.

As a Sales Manager, you will be primarily responsible for ensuring that revenue goals are achieved or exceeded by proactively prospecting, closing and facilitating group business opportunities as well as event execution. As well as, participating in the implementation of strategies to increase hotel awareness and coordinating the execution of the business with other departments.

Key Responsibilities

• Achieves market share and revenue goals by working with the Director of Sales (Marketing) on individual and team goals within assigned market segments
  o Prepares proposals and contracts that are geared to maximize profit while satisfying client needs
  o Responds to Request For Proposals (RFPs) as they relate to customer inquiries in alignment with brand standards
  o Communicates clients’ contracted requests to all departments in an effective and timely via turnover to the event/convention services team where applicable
  o Solicits potential guests and customers on a timely basis to confirm business using a variety of tools and sales skills
  • Uses outside sales calls, prospecting, hotels tours and hosting of clients to solicit new business
  • Delivers and sells hotel’s features and benefits to meet clients’ needs
  • Contacts in-house customers to retain and grow existing business, repeat bookings or referrals to other Radisson Hotels
  • Reviews individual goals on a weekly basis; recommends and takes appropriate actions to achieve objectives in key result areas
  • Ability to pivot in both markets and team role pending changing economic and team dynamics
  • Ensures maximum occupancy, daily, by collaborating on progress of groups booked with events services team
  • Ensure all materials used are in accordance with brand standards
  • Potential travel to trade shows and customer events, representing RHGA and your hotel within company expectations
• Participates in the development and implementation of business strategies for the hotel which are aligned with Radisson’s overall mission, vision values and strategies
  o Develops and implements strategies for achieving individual sales goals
  • Communicates and reinforces the vision for customer service to all managers, supervisors and employees
  • Creates an environment that encourages employees to provide the service brand behavior hospitality and teamwork
  • Ensures that all minimum requirements of the 100% Guest Satisfaction Guarantee are in place and understood by all employees
  • Ensures that the hotel delivers 100% Guest Satisfaction by developing customer feedback avenues (soliciting input, reports, etc.) and focusing management team on identifying trends and developing and implementing solutions
  • Creates an environment that provides employees with the tools, training and environment they need to deliver the service brand behavior and teamwork
• Maintains proper flow of information to sales team, reviews sales work file of assigned accounts
  o Assists with the completion of monthly booking report(s)
  o Prepares reports and individual goal achievement forecasts as necessary to improve management decision making and critical evaluation of work activities
• Creates 100% guest satisfaction by providing the Radisson experience through performance that demonstrates the standards of, genuine hospitality and exceeding guest expectations
  o Gives personal attention, takes personal responsibility, and uses teamwork when providing guest service
  • Listens, apologizes with empathy, finds a solution, and follows through when resolving guest problems
  • Provides Yes I Can! genuine hospitality and teamwork on an ongoing basis
  • Assumes the responsibility to notice when the guest is not satisfied and uses their best judgment as to when it is appropriate to use the 100% Guest Satisfaction
• Performs other duties as required by Management to provide 100% Guest Satisfaction and genuine hospitality to our Guest

Responsibility #1 (70%):
Group booking sales initiatives, managing RFPs, generating new leads, and providing clear, strong and creative negotiation and accommodation for current and potential client requests.

Responsibility #2 (20%):
Conduct market research and analysis to align with industry trends and opportunities for soliciting business and maintaining client loyalty for future bookings.

Responsibility #3 (10%):
Attend networking events, participate in community involvement opportunities, and serve as a strong presence for hotel service and brand advocacy.

Requirements/Skills

• High school diploma required, associate or bachelor’s degree preferred
• Minimum two - four years hotel sales experience
• Local market knowledge preferred
• Experience managing to brand standards
• Able to collaborate effectively with other hotel employees and managers to ensure teamwork
• General knowledge of contract laws
• Proficient computer skills including Microsoft Office suite, Delphi and/or Opera
• Strong verbal and written communication skills
• Strong negotiation and presentation skills
• Ability to travel
• Ability to work a flexible schedule when needed due to business volume or group needs

Physical Demands

• Required to stand, sit, and walk for extended periods of times
• Lift, carry, or otherwise move and use of force or exertion up to 75 lbs.
• Use of manual dexterity of common office equipment, such as but not limited to, computers, printers, phones ect.

Other Information

The hotel business functions seven days a week, 24 hours a day. All associates must realize this fact and be aware that at all times it may be necessary to move associates from their accustomed shift and alter assigned duties as business dictates. In addition, this is a hospitality business, and a hospitable service atmosphere must be maintained at all times

This position description is not intended to create, nor is it to be construed, as a contract of employment or a promise of employment. I understand that my employment is an “at-will” relationship and may be terminated by either party at any time, with or without notice.

We are an equal opportunity and affirmative action employer and make employment decisions without regard to age, race, religion, national origin, gender, sexual orientation, gender identity, disability, veteran status, genetic information, or other protected class. Our locations are drugfree and pre-employment drug tests are required. Background checks are also required before employment begins. We participate in E-Verify and those who are ineligible to work in the United States will not be considered.

Choice Hotels International is an equal opportunity employer and affirmative action employer. Employment practices and decisions are not influenced by an applicant’s race, color, religion, sex, national origin, age, sexual orientation, gender identity or express, disability veteran status, genetic information or any other characteristic protected by law.

In compliance with the Immigration Reform and Control Act of 1986, this offer of employment is conditional upon your presenting documents verifying your identity and legal authorization to work in the United States. All offers of employment are conditional upon the satisfactory completion of a background check and E-Verify.