Sales Manager

Hilton BNA Nashville Airport Terminal; Nashville (TN); On-site; USD 70,000 - 110,000; Full time

Job summary

Hilton BNA Nashville Airport Terminal is seeking a Sales Manager to generate top-line revenue across corporate, SMERF, tour and travel markets. The role requires proactive prospecting, client entertainment, site inspections and strategic RFP responses.

You will manage key accounts, build strong relationships with meeting planners and work closely with Revenue Management and Operations to win and execute large group business in the Nashville area.

Qualifications

• Previous hotel sales experience in upscale, full-service environments.
• Strong prospecting and new-business-development skills.
• Excellent written and verbal communication skills.
• Strong negotiation, presentation and relationship-building abilities.
• Ability to manage multiple opportunities in a fast-paced sales environment.
• Experience with Delphi/Amadeus, Cvent and Hilton systems is highly desirable.
• Established relationships within corporate/association/third-party group segments are a plus.
• Collaborative personality across Sales, Revenue Management and Operations.

Responsibilities

• Proactively identify, prospect and develop new group business for the hotel.
• Manage assigned market segments and accounts with focus on new customer acquisition and growth.
• Respond quickly to incoming leads and RFPs with compelling proposals.
• Qualify opportunities by understanding objectives, priorities, budget and meeting purpose.
• Conduct sales calls, site inspections and client entertainment to move opportunities toward commitment.
• Negotiate guest room rates, meeting space, food and beverage requirements and contract terms.
• Maintain an active sales pipeline and move opportunities through the sales process.
• Develop relationships with meeting planners, corporate accounts, third-party intermediaries and partners.
• Identify opportunities within existing accounts for additional meetings and future-year business.
• Research market activity, competitors, and Nashville feeder markets.
• Participate in sales missions, industry events and customer events.
• Collaborate with Revenue Management, Catering, Convention Services and hotel Operations.

Skills

Hotel sales experience

Prospecting

Negotiation

Presentation skills

Relationship building

Time management

Tools

Delphi/Amadeus

Cvent

Hilton systems

Job description

The Sales Manager position is responsible for generating top line revenue to meet or exceed budget expectations for this first class, select service hotel. The sales office consists of one sales manager selling multiple markets such as Corporate, SMERF, Tour and Travel, intermediaries, etc. Other primary responsibilities include:

• Achieving monthly top line revenue goals and increasing the STAR market share of the hotel.
• Proactively selling the hotel through face to face appointments with customers, tele-prospecting, etc.
• Participates in sales blitzes and utilizes available business tools to prospect for new business.
• Evaluates potential business opportunities for the hotel andpresents findings as necessary to the GM, Corporate Director of Sales and Revenue Manager.
• Gains contacts and business intelligence and shows community spirit through involvement in appropriate organizations.
• Maintains awareness of the sales practices of the hotel's competitive set and is a "product expert" when selling against them.
• Ensures that he/she adheres to all sales administrative processes that are in place including preparation and submission of reports or internal communications and meets deadlines.
• Builds strong relationships and loyalty with top producing clients and maintains professional integrity.

Key responsibilities include:

• Proactively identify, prospect and develop new group business for the hotel.
• Manage assigned market segments and accounts with a strong focus on new customer acquisition and account growth.
• Respond strategically and quickly to incoming leads and RFPs, creating compelling proposals that position Hilton BNA as the right solution for the customer.
• Qualify opportunities by understanding the customer's objectives, priorities, decision process, budget and overall purpose of the meeting or event.
• Conduct sales calls, presentations, site inspections and client entertainment designed to move opportunities toward commitment.
• Negotiate guest room rates, meeting space, food and beverage requirements and contract terms while protecting hotel profitability.
• Maintain an active sales pipeline and consistently move opportunities through the sales process from prospect to tentative to definite.
• Develop relationships with meeting planners, corporate accounts, third-party intermediaries, Hilton Worldwide Sales and local industry partners.
• Identify opportunities within existing accounts for additional meetings, events and future-year business.
• Research market activity, competitive hotels and emerging business opportunities within Nashville and key feeder markets.
• Participate in sales missions, industry events, networking opportunities, trade shows and customer events.
• Partner closely with Revenue Management, Catering, Convention Services and hotel Operations to ensure business is both strategically sold and successfully executed.
• Maintain accurate account, activity and opportunity information within the hotel's sales system and provide timely forecasts and pipeline updates.
• Meet or exceed established room night and revenue production goals.
• Contribute ideas, energy and accountability to an entrepreneurial sales culture focused on winning business and growing market share.

What We're Looking for?

We are looking for someone who combines strong hotel sales fundamentals with genuine sales instinct.

Our ideal candidate has:

• Previous hotel sales experience, preferably within an upscale, full-service, convention or large meeting hotel environment.
• A demonstrated history of achieving or exceeding sales goals.
• Strong prospecting and new-business-development skills.
• Experience managing complex group opportunities involving guestrooms, meeting space and food & beverage.
• Excellent written and verbal communication skills.
• Strong negotiation, presentation and relationship-building abilities.
• The ability to manage multiple opportunities and priorities in a fast-paced sales environment.
• Experience with Delphi/Amadeus, Cvent and Hilton systems is highly desirable.
• Established relationships within corporate, association, third-party or other group market segments are a plus.
• A collaborative personality and the ability to work effectively across Sales, Revenue Management and Operations.

Why Hilton BNA?

Hilton BNA Nashville Airport Terminal offers something truly different in the Nashville market: the convenience of an airport location paired with the experience, amenities and meeting capabilities of a sophisticated full-service hotel.

Our sales team has the opportunity to sell everything from executive meetings and corporate training programs to pharmaceutical programs, association events, airline business, receptions and multi-day conferences — all within one of the fastest-growing destinations in the country.

For the right salesperson, there is tremendous opportunity here to build business, develop relationships and make an impact.

Join us and help determine what's landing next at Hilton BNA.

Source: Hospitality Online