Senior Sales Manager

SUMMARY:
This position maintains a balance of proactive & reactive selling, maintenance & growth of key accounts and sales team development while utilizing skills as a strategic sales & revenue leader in our organization. Goals are aligned around the achievement of total hotel room revenue, group bookings, food & beverage contribution, market share results and sales training. Responsible for working directly with the Director of Sales & Marketing and General Manager in creating a clear and credible vision for the hotel sales team, understands market mix as well as the competitive landscape and aligns structures and systems to achieve strategic goals and maximize revenues. Position will work tactically with the DORM to ensure a strategically symbiotic relationship between the two disciplines.
ESSENTIAL DUTIES AND RESPONSIBILITIES:
• Position is responsible for achieving 100% of the group sales revenue goals through individual and team efforts.
• Continually assess strengths/challenges of sales team members.
• Provides coaching, mentoring and training to sales team.
• Incorporates marketing initiatives to support group sales strategies and activities.
• Establishes a sense of urgency with the team to understand and achieve the needs of the hotel.
• Knowledgeable of hotels' competitive set and recommends sales/pricing strategies, service and product improvements to stay competitive.
• Will carry food & beverage contribution goals and work collaboratively with DOC to help achieve food and beverage revenues.
• Consistently reviews shifts in market mix with DORM & DOSM and able to make
deployment & pricing recommendations.
• Stays atop industry trends.
• Works with National Sales Team to communicate specific account needs to impact
revenues for the hotels.
• Responsible for appropriate identification of key group markets and supporting
deployment and travel schedule strategies.
• Sales skill development of team to include implementation, coordination and maintenance of weekly sales training vignettes.
• Responsible for team achievement of ShopTalk results.
• Able to present to DOSM, General Manager & ownership interests both successes and areas for opportunity within the group segment.
• Maintains a thorough understanding and ability to report on group pace and future group need areas.
• Administrative Responsibilities: Responsible for completing and communicating monthly group sales results to DOSM.
• Assists in development of appropriate group production goals for the sales team.
• Actively participates in weekly yield meetings.
• Regular analysis of industry intelligence reports (i.e. STR and Hotelligence).
• Conducts FJP reviews as well as weekly meetings with the sales team to ensure
appropriate direction.
• Ensure that accurate and thorough notes/traces of accounts are maintained via Delphi.
SPECIFIC EXPERIENCE WE'RE SEEKING:
• Bachelor’s degree is preferred.
• 1 to 3 years of hotel sales experience.
• Strong selling skills.
• Ability to inspire, lead and manage a team by example.
• Act as owner of the hotels and communicate a clear sense of strategy and purpose.
• Strong computer skills including proficiency in Microsoft Office Suite.
• Well organized, detail oriented with excellent follow-up.
• Must possess excellent communication skills both internally and externally.
• Ability to convert vision into specific and tangible actions to benefit the hotels.
• Must emulate the Kimpton Culture.
QUALIFICATION REQUIREMENTS:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
Education and/or Experience: 1 to 3 years of sales experience. Bachelor’s degree is preferred.
Language Skills: Ability to 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.
Physical Demands: While performing the duties of this job, the employee is constantly required to use a keyboard, sit, see, hear, write, and speak. The employee is frequently required to handle (hold, grasp, turn, or otherwise work with the hand or hands), finger (picking, pinching, fine manipulation), and dial. The employee is occasionally required to collate/file, stand, and walk. The employee is minimally required to bend, crouch, kneel, squat, climb ladders and stairs, reach, twist, stretch, push, and pull. The employee is occasionally required to lift and/or move 10-50lbs, and minimally required to lift and/or move up to 75lbs.
Mental Demands: While performing the duties of this job, the employee is constantly required to produce detailed work, use reasoning skills, verbal and written communication, have customer contact, and handle multiple concurrent tasks. The employee is frequently required to use math skills and handle constant interruptions. The employee is occasionally required to give presentations.
Work Environment: While performing the duties of this job, the employee may occasionally be exposed to heat, odor, fumes, dampness, dirt, oil, grease, noise, vibrations, and the use of tools/equipment.
Please note: management reserves the right to change, modify, and/or alter any of the duties listed above to meet business demands.