Sales Manager

Job Summary

The Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. The Sales Manager is responsible for an increase in transient room revenue by increasing production of existing accounts. He/she is also responsible for month-end reporting and tracking of account production.

Main tasks

• Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
• Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals.
• Operate the Sales Department within established sales expense budget.
• Participate in required M.O.D. and Saturday office coverage as scheduled.
• Initiate and follow up on leads.
• Maintain and participate in an active sales solicitation program.
• Monitor production of all top accounts and evaluate trends within your market.
• Regularly contact existing accounts based on the tracing frequencies of the account coverage requirements.
• Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing.
• Identify knowledge gaps within the team and develop plans for filling them
• Ensure that company quotas are met by holding daily check-ins with sales team to set objectives and monitor progress.
• Create and execute a strategic sales plan that expands our customer base and extends the company's global reach
• Meet with potential clients and grow long-lasting relationships that address their needs
• Invite clients to the hotel for entertainment, lunches, tours and site inspections.
• Assist in implementing special promotions relating to direct sales segments.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Wyndham sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
• Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Meet and greet onsite contacts.
• Develop networking opportunities through active participation in community and professional associations, activities and events.
• Review meeting planner evaluations with the Director of Sales & Marketing to ensure that issues receive follow-up.
• Entertain clients.
• Handle inquiries.
• Conduct research on client room nights/revenue performance, prepare account performance reports quarterly and annually, conduct semi-annual account review meetings with account representatives.
• Prospect for new transient business. Track all transient leads (lost and turndown). Participate in transient, group and catering lead referral.
• Develop and implement specific account marketing plans for appropriate accounts. Monitor production compliance.
• Maintain regular communication with all special corporate/preferred corporate accounts and send quarterly production reports to all clients. Communication to be property defined may include newsletters, client receptions/recognition functions, etc.
• Respond to customer inquiries and request for pricing
• Maintain in-depth files on all accounts; via hard files and/or automated account management system
• Assist in updating Brand national Transient database, if applicable. Coordinate local transient sales initiative and activities with Brand National Transient Sales for national and regional transient accounts, if applicable.
• Participate in trade shows, community & professional organizations to maintain high visibility.
• 3-5 years of experience in sales or a related role.
• Proven track record of achieving sales targets.
• Excellent communication and interpersonal skills.
• Strong leadership and team management skills.