Strategic SMERF Group Sales Manager

Athena Hospitality Group; Nashville (TN); On-site; USD 60,000 - 90,000; Full time

Job summary

Athena Hospitality Group in Nashville seeks an experienced sales professional to generate top line group room and catering revenue from the SMERF market. You will work with the Director of Sales to develop and execute a targeted SMERF sales plan.

Focus on soliciting new group business, managing block contracts, coordinating events, and building lasting relationships with venues and organizers to drive occupancy and revenue.

Qualifications

• Direct hospitality or hotel sales experience in full service hotels (minimum 2 years).
• Working knowledge of group room block management, contracts, and attrition.
• Excellent verbal and written communication skills.
• Ability to work as a team player with excellent guest relations skills.
• College degree and/or equivalent sales experience.
• Demonstrated ability to influence customers and provide excellent service.

Responsibilities

• Actively solicits new group business within the SMERF market, including sports teams and tournaments, family and class reunions, wedding room blocks, faith-based groups, school and university groups, military units, and fraternal organizations.
• Seeks methods and key business activities to penetrate the SMERF market and find profitable ways to bring group business to the hotel through phone calls, appointments, site tours, written and electronic correspondence, and entertainment.
• Develops long-term relationships with wedding venues, event planners, tournament organizers, sports associations, schools, churches, and other community partners by maintaining disciplined verbal and written communications.
• Responsible for responding to group RFP’s, leads, and in-bound inquiries in accordance with established corporate guidelines.
• Manages group room blocks from contract through arrival, including rooming lists, cutoff dates, pickup monitoring, and attrition.
• Coordinates ancillary needs tied to group blocks, such as hospitality rooms, rehearsal dinners, brunches, and getting-ready rooms.
• Ability to follow set corporate guidelines for preparing group contracts, banquet event orders, and other procedural commitments.
• Communicates group and event details to hotel operations in a timely manner to ensure flawless execution.
• Comply with corporate guidelines, sales standards, and procedures regarding sales activities and calls.
• Maintains detailed information of all sales activity in the property's CRM system.
• Responds to guest inquiries and coordinates special arrangements and requests.
• Mentors less experienced sales staff.
• Resolve guest complaints within scope of authority, otherwise refer the matter to the Director of Sales.
• Participate in associate functions, client and guest events, and community events to build positive relationships with client decision makers and influencers for the hotel within the SMERF market.
• Attend and/or lead weekly sales/operations meetings.
• Complete daily/weekly and monthly sales call reports.

Skills

Hotel sales experience

SMERF market expertise

Customer service

Verbal & written communication

Education

College degree

Job description

Athena Hospitality Group in Nashville seeks an experienced sales professional to generate top line group room and catering revenue from the SMERF market. You will work with the Director of Sales to develop and execute a targeted SMERF sales plan.

Focus on soliciting new group business, managing block contracts, coordinating events, and building lasting relationships with venues and organizers to drive occupancy and revenue.