Sales Manager

Highgate Hotels, LP; Dayton (OH); On-site; USD 55,000 - 70,000; Full time

Job summary

Highgate Hotels, LP is seeking a proactive Sales Manager at our Courtyard Dayton location to drive group and corporate revenue through strategic account management and market development.

You will lead the sales effort, build strong relationships with clients, and coordinate with operations to maximize occupancy and ADR while maintaining our standards of service.

Qualifications

• High School diploma or equivalent required.
• College coursework in related field helpful.
• Experience in a hotel or related field preferred.
• Proficient in Windows, company-approved spreadsheets, and word processing.
• Must be able to work long hours.
• Physical ability to lift up to 20 pounds and perform light duties.

Responsibilities

• Attend daily Highgate Hotel Business Review (HHBR) meeting.
• Develop knowledge of hotel operations including Food & Beverage, Guest Services and Reservations.
• Understand company sales policies and SOPs and ensure adherence by the sales team.
• Meet or exceed sales goals.
• Operate the Sales Department within budgeted sales expenses.
• Participate in M.O.D. coverage as scheduled.
• Initiate and follow up on leads.
• Maintain an active sales solicitation program.
• Monitor top accounts and analyze market trends.
• Regularly contact existing accounts per the Account Coverage Program.
• Meet or exceed sales solicitation call goals as directed by the Director of Sales.
• Invite clients for entertainment, lunches, tours and site inspections.
• Assist in promotions for direct sales segments.
• Prepare timely required reports.
• Familiarize with Highgate policies and selling techniques for occupancy and ADR optimization.
• Conduct professional site inspections for clients.
• Use the sales management system to manage business, enter opportunities, block space and build accounts.
• Meet and greet onsite contacts.
• Abide by PST (Prime Selling Time).
• Develop networking through community and associations.
• Review client feedback with the Director of Sales for follow-up.
• Entertain clients.
• Handle inquiries as part of Inquiry Day Program.

Skills

Customer service

Sales

Communication

Multitasking

Team collaboration

Education

High School diploma or equivalent

College coursework in related field beneficial

Tools

Windows

Spreadsheets

Word processing

Job description

Sales Manager

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

Compensation Type

Yearly

Location

Courtyard Dayton

7087 Miller Lane

Dayton, OH 45414

Overview

The 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.
• Participate in required M.O.D. and Saturday office coverage as scheduled.
• 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 your market.
• 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. parties, 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 your property's computerized sales management system 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).
• 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.
• Handle inquiries as part of Inquiry Day Program.

Qualifications

• College course work in related field helpful.
• 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.
• Participate in M.O.D. coverage as required.
• 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, which include wearing nametags.
• 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.