Sales Manager

Ennismore; Durham (NC); On-site; USD 55,000 - 85,000; Full time

Job summary

A boutique hotel chain is seeking a Sales Manager in Durham, NC to cover the group market focusing on sports, entertainment, and business travel. Responsibilities include building a client base through outside sales, conducting site tours, and maximizing revenues. The ideal candidate will have at least two years of hotel sales experience, excellent communication and negotiation skills, and familiarity with sales systems like Delphi and CVENT. A Bachelor's degree is preferred, along with a commitment to customer service.

Qualifications

• 2+ years of hotel sales and management experience required.
• Previous experience with group markets and business travel required.
• Excellent negotiation skills to create win-win solutions.

Responsibilities

• Builds client base through various sales strategies.
• Conducts site tours and attends trade shows.
• Negotiates group bookings and manages RFPs.

Skills

Excellent communication skills

Negotiation skills

Ability to analyze financial statements

Selling strategies knowledge

Independence

Able to utilize Sales Systems (Delphi)

Education

Bachelor’s degree

Tools

Delphi

CVENT

Microsoft Word

Microsoft Excel

Microsoft Outlook

Job description

If you love saying YES and enjoy engaging with the community by leading with ART, 21c Museum Hotels is one of the pioneering examples of bridging the worlds of art and hospitality. We combine a multi-venue contemporary art museum, boutique hotel and a chef driven restaurant to create a unique and welcoming opportunity.

Job Description

Reports To: Area Director of Sales (ADOS)

General Purpose: The Sales Manager covers the group market of sports & entertainment, as well as Business Travel Accounts in accordance with the objectives established in the strategic sales plan. The Sales Manager will ensure that sales activities and group bookings are focused to yield maximum revenue per available guest room.

Specific Responsibilities:

• Builds client base through outside sales calls, sales blitzes, cold calling, prospecting, direct mail, networking and referrals.
• Conducts site tours, represents the hotel at trade shows and business events, focusing on all markets local and national.
• Identifies gap periods (30/60/90 days & beyond), recommends targeted sales & marketing plans to fill, and communicates effectively to ensure proper execution of plan.
• Generates maximum revenue in the rooms and catering departments through achievement of specific revenue booking goals in support of the hotel’s established strategies.
• Analyzes the hotel's demand segments and sources of business for each to maximize revenues and profit.
• Knows the principal competition for each segment and leverages hotel's relative strengths against each.
• Delivers the best service, quality and value to every customer, every time.
• Personally demonstrates a commitment to customer service by soliciting and responding promptly to guest needs and in exceeding expectations.
• Maintains effective involvement with appropriate key community organizations.
• Negotiates and finalizes contracts for group bookings.
• Manage property specific RFPs in Lanyon/CVENT and conduct negotiations with key decision makers.
• Executes cut-off dates on group bookings.
• Maximizes profit and optimize space through sales in accordance with established pricing models, and daily business reviews.
• Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
• Work with Revenue Manager and ADOS to analyze market trends and create target rates for RFP season.
• Attends weekly meetings:
  • Revenue meeting with ADOS, Revenue Manager, Sales Team, General Manager
  • One on one meeting with ADOS
  • Bi-Weekly Leadership Meeting
• Other duties as assigned by Area Director of Sales.

Qualifications

• Excellent communication skills, both verbal and written.
• Ability to work independently. There is minimal direct supervision.
• Extensive knowledge of selling strategies and the ability to meet goals.
• Complete knowledge of hotel, catering, and event space.
• Able to utilize Sales Systems (Delphi) for prospecting, booking, tracking, forecasting, and executing optimal selling strategies.
• Comprehends the group sales process and negotiate accounts.
• Analytically approaches problem solving.
• Able to analyze financial statements and market data.
• Desires to participate as part of a team.
• Demonstrates self-confidence, energy and enthusiasm.
• Presents ideas and information in a concise, well-organized way.
• Manages group or interpersonal conflict situation effectively.
• Manages time well, correctly prioritizing tasks.
• Highly visible in areas of responsibility.
• Excellent negotiation skills in order to create win-win solutions.
• Must possess excellent computer skills, including, but not limited to Delphi, CVENT, Microsoft Word, Excel and Outlook.
• Must pass a background check.

Education/Formal Training:

• Bachelor’s degree is preferred.

Experience:

• Minimum two years of hotel sales and management experience required.
• Previous experience with group markets and business travel required.

Travel Requirements:

• Some local travel to client sites and networking events.

Additional Information

21c Museum Hotels is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, national origin, disability, veteran status, and other legally protected characteristic. The EEO is the Law poster is available here: http://www1.eeoc.gov/employers/poster.cfm