Sales Manager

21c Museum Hotels LLC; Louisville (KY); On-site; USD 60,000 - 90,000; Full time

Job summary

21c Museum Hotels LLC is seeking a Sales Manager to drive group room markets across Corporate, SMERF and Association segments. You will build client bases through outside calls, site tours and trade shows while negotiating group contracts to maximize revenue per available room.

Responsibilities include developing targeted sales plans, analyzing demand segments, and coordinating with departments to ensure flawless event execution.

Qualifications

• Excellent communication skills, both verbal and written.
• Independent work with minimal supervision.
• Knowledge of selling strategies and meeting goals.
• Complete knowledge of hotel, catering, and event space.
• Ability to utilize booking, tracking, forecasting, and executing selling strategies.
• Understands the group sales process and negotiates accounts.
• Analytical problem solving and market data analysis.
• Teamwork and strong time management.
• Excellent negotiation skills for win-win solutions.
• Computer skills including Delphi, Microsoft Word, Excel and Outlook.

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 and recommends targeted sales and marketing plans to fill, and communicates to ensure proper execution of plan.
• Generates maximum revenue in the rooms and catering departments through achievement of specific revenue booking goals.
• Analyzes the hotel's demand segments and sources of business for each to maximize revenues and profit.
• Knows the principle 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.
• Maintains effective involvement with key community organizations.
• Finalizes contracts for group bookings.
• Plans function details with guests and hotel department heads.
• Executes cut-off dates on group bookings.
• Maximizes profit and optimal space through sales in accordance with pricing models.
• Prepares monthly reports requested by management.
• Attends weekly meetings: Revenue meeting, BEO meetings, one-on-one with DOSM.

Skills

Communication

Independent work

Selling strategies

Hotel knowledge

Forecasting

Group sales

Negotiation

Time management

Problem solving

Team player

Education

Bachelor's degree

Tools

Delphi

Microsoft Word

Excel

Outlook

Job description

Reports To: Director of Sales & Marketing (DOSM)

General Purpose: The Sales Manager is responsible for group room markets for the Corporate, SMERF and Association market segment. The Sales Manager sells to individual accounts and groups in accordance with the objectives established in the marketing plan. The Sales Manager will ensure that sales activities and group bookings are focused to yield maximum revenue per available guest room. The Sales Manager will also assist with marketing efforts as needed.

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 principle 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 meeting expectations.
• Maintains effective involvement with key community organizations.
• Finalizes contracts for group bookings.
• Converses with guest and hotel department heads to plan function details, such as space requirements, time schedule, and food service.
• Executes cut-off dates on group bookings.
• Maximizes profit and optimize space through sales in accordance with established pricing models, exercising good judgment.
• Prepares monthly reports as requested by management, such as monthly pace reports, sales inquiry, sales site visits, sales action plan, etc.
• Attends weekly meetings:
• Revenue meeting with DOSM, Revenue Manager, Sales Team, VP and GM.
• BEO meeting with DOSM, F&B team, Rooms team and Sales and Catering team
• One on one meeting with DOSM
• Other duties as assigned by your DOSM.

Qualifications:

• Excellent communication skills, both verbal and written.
• Most work tasks are performed 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 property adopted for 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 computer skills, including, but not limited to, accounting programs, Delphi, Microsoft Word, Excel and Outlook.
• Must pass a background check.

Education/Formal Training:

• Bachelor’s degree is preferred.

Experience:

• Prior hotel sales and management experience required.

Travel Requirements:

• Some local travel to client sites and networking events

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