Position: Sales Manager

Property: Homewood Suites Nashville Downtown The Gulch

Reports to: Director of Sales

Job Overview

The role of the Senior Sales Manager is to assist the Director of Sales in developing and implementing sales and marketing strategies to maximize room revenue, catering revenue and other ancillary revenue. The role requires an in depth understanding of the hotel industry, the local lodging market and the key drivers of room night revenue, room night demand and event space demand.

A key function of the Senior Sales Manager’s role is to develop client relationships and make sales. The Senior Sales Manager will be required to ensure room and catering revenue goals are achieved, sales and marketing strategies are set, tactical plans are created and implemented, and results are monitored and achieved.

Given the Sales Manager will be responsible for making significant financial decisions for the property in a sales capacity, he/she is expected to act with integrity, honest and transparency when making sales calls, booking group revenue and preparing/executing sales contracts.

Duties and Responsibilities

Your responsibilities are diverse in nature and include, but are not limited to:

Achieve budgeted revenues and personal/team sales goals and maximize profitability.

Solicit, negotiate, and book new and repeat business through efforts while maximizing rates to meet/exceed revenue goals.

Book group and event business - detail the meeting / function with the client (space requirements, times, menus, themes, etc.), and assist in overseeing the event.

Complete contracts, BEO'S, coordinate with the appropriate areas / departments of the hotel to ensure proper high-quality product and service delivery and customer service satisfaction.

Recommend program and procedural changes as needed.

Execute a territorial marketing strategy to capture the maximum amount of room and event revenue.

Prepare status and weekly reports to keep management abreast of activities.

Maintain up-to-date knowledge of the competition's products, strengths and weaknesses to continually improve sales strategies and the achievement of goals

Participate in communication and professional organizations to maintain high visibility and promote sales.

Perform special projects and other responsibilities as assigned.

Develop and maintain relationships with key clients and outside contacts (example: guests, airliners, wholesalers, travel agencies, ad agencies, local community groups) in order to produce group and/or convention business, to include room sales, food and beverage sales, and catering/banquet services.

Provide guests with information (example: loyalty programs, area attractions, restaurants, facility information) to enhance guest experience.

Communicate to appropriate departments all pertinent information requirements and special needs for arriving VIP’s, large groups, and other key guests.

Assist with marketing efforts to upsell guests on hotel services, offerings and amenities.

Utilize and maintain Delphi.fdc as per brand and corporate standards. This includes daily completion of open tasks, updating account information, account correspondence, uploading contracts and maintaining the General Rooms Control log (GRC).

Accountability

The Senior Sales Manager will report directly to the Director of Sales and indirectly to the General Manager. Primary duties will include making sales and obtaining contracts for room night stays at the property from various groups of customers. Primary duties will include customarily engaging in sales calls outside of the property.

Other duties include the exercise of discretion and independent judgement with respect to matters of significance include revenue management, room sales and other key financial decisions in regards to revenue. Other duties include performance of non-manual work related to the hospitality and service operations of the business.

Qualifications and Requirements

Bachelor’s degree / higher education qualification / equivalent in marketing or related field, and four or more years’ experience in a hospitality or hotel sales and marketing setting with direct supervisory experience over a sales team. Strong knowledge of local businesses and business trends required. Must speak local language(s). Other languages preferred.