Sales Manager

Dinah's Garden Hotel; Palo Alto (CA); On-site; USD 90,000 - 150,000; Full time

Job summary

Dinah's Garden Hotel is seeking a Sales Manager to actively promote, sell, and service group and corporate travel markets to meet revenue targets in Palo Alto. You will lead direct sales efforts, negotiate contracts, and ensure seamless event execution with operations, while maintaining strong client relationships.

The role requires 3–5 years of hospitality sales experience, excellent communication, and the ability to work flexible hours, including weekends and holidays.

Qualifications

• High School degree and 3–5 years hospitality sales experience required.
• Strong ability to influence and close sales; build partnerships.
• Excellent verbal and written communication; professional presentation.
• Read/write/communicate effectively with multiple departments and vendors.
• Proficient computer skills; familiarity with hotel software (Opera preferred).

Responsibilities

• Establish, maintain and qualify group and business travel clients through direct sales to secure group business for the hotel.
• Prospect, conduct outside sales calls, site inspections, entertain and network to find new group business.
• Negotiate rates and contracts with clients; collaborate with Revenue Management for best terms.
• Coordinate with Sales Coordinator and operations to ensure seamless event execution.
• Follow up on inquiries to generate group room nights and F&B revenue.

Skills

Negotiation

Communication

Sales

Account management

Education

High School degree

Some college or college degree

Tools

Property Management systems

Opera

MS Excel

Job description

The Sales Manager is responsible for actively promoting, selling and servicing the group and business travel markets to meet revenue targets. You will sell, solicit and confirm group and negotiated national and local corporate business with a client centric approach while ensuring seamless execution. Work hours/days vary as dictated by business needs and may include weekends and holidays.

ESSENTIAL DUTIES AND RESPONSIBILITIES

• Establish, maintain and qualify group and business travel clients through direct sales to secure group business for the hotel.
• Perform routine prospecting, outside sales calls, site inspections, entertain and network with a creative and pro-active attitude to find new group business.
• Uncover new potential local business and penetrate existing local accounts.
• Regularly review website to determine updates that address the group and negotiated markets
• Work with Revenue Manager on rate negotiations and group leads
• Respond to all incoming leads including CVENT.
• Maintain sales Collateral with regular recommendations for updates.
• Negotiate and prepare sales contracts.
• Maintain a database of accounts and contacts with activity notes to ensure open lines of communication and timely follow-up.
• Follow up on all business inquiries to generate group and business travel room nights as well as food and beverage revenue.
• Develop a strategic action plan for the group and negotiated corporate market that includes market specific strategies and timely actions to support overall hotel objectives.
• Oversee Sales Coordinator who will produce detailed group resumes and banquet event orders and communicate event details to operational departments.
• Ensure a seamless transition to the operation with presence for group arrival, banquet events and other client facing opportunities.
• Meet and exceed quarterly and annual revenue goals including prospecting, sales calls, and entertainment as outlined.
• Follow departmental policies and procedures.
• Responsible for understanding attendance guidelines. Expect to report to work on scheduled days and at scheduled times.
• Work with accounting department to complete the final bill review with client.
• Review daily arrivals to identify potential new clients.
• Meet and greet group guests upon arrival at the hotel.
• Work with the Sales Coordinator and the front desk to provide details of arrival and stay.
• Ensure that group clients and VIPs are provided with a positive experience at check-in.
• Ensure high standards of hospitality.
• Ensure prompt and courteous service, communicating with guests in a pleasant and professional manner.
• Provide clients with information regarding amenities of the hotel, rooms and food services.
• Display knowledge of the local area, to include but not limited to, restaurants, local attractions and activities.
• Stay on top of industry trends.

Perform any other job-related duties as assigned.

SUPERVISORY RESPONSIBILITIES

Sales and Marketing coordinator

QUALIFICATION REQUIEMENTS

Education and/or Experience:

High School degree, some college or college degree a plus. 3 - 5 years of Hospitality Sales experience required.

Sales Skills:

Have strong ability to influence and/or persuade buying decisions and to close sales or gain commitment from others; create good rapport and exhibit the ability to grow and maintain key partnerships.

Highly organized, proven ability to work in a fast-paced environment, strong attention to detail and seasoned communication and presentation skills.

Must have a high degree of independent judgement and discretion to make decisions.

Display familiarity with the sales process, prospecting, negotiation skills, contractual language and operational capacity.

Communication:

Excellent verbal and written skills, to effectively execute meetings and events.

Outgoing personality, able to connect with people and build and maintain relationships, well presented and polished delivery.Team player with a positive attitude and collaborative approach. Able to tactfully deal with challenges.

Language Skills:

Read, write and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.

Technical Skills:

Proficiency on computers. Prior knowledge of and experience with Property Management systems,reservations systems, and other hotel software and databases preferred. MS Word and MS Excel, Delphi. Knowledge of Opera preferred.

Reasoning Ability:

Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, report or schedule form

Other Skills & Abilities:

Able to work with little or no supervision. Operate equipment such as, but not limited to copier, computer, telephone, etc.