Essential Duties and Responsibilities:
- Self-starting personality with an even disposition to effectively communicate with guests, colleagues and community.
- Be familiar with and adhere to Legacy Ventures Service standards as outlined in the Blueprint and other policies / rules of conduct, to include personal appearance / grooming, attendance and safe / efficient operations.
Planning
- Assist in the production of annual business and marketing plans as well as revenue and sales department expense budgets.
- Develop and execute strategic and promotional plans to drive sales and catering revenues to reach/exceed annual goals. Plans include strategic initiatives, competitive analysis, insights on new areas of opportunity, staffing, partnerships, evaluation of rates and need periods, etc.
- Establish both annual and monthly sales objectives in coordination with the Company's business plan.
- Develop sales action plans; continuously monitor performance to plan and make effective adjustments in order to meet and exceed targets.
- Keep up-to-date with industry knowledge as well as the competitive positioning of the hotel and fully integrate into local CVBs to capitalize business that comes into the local market.
- Develop forecasts and budgets in accordance with prescribed schedule and Company standards that maximize revenues through the most effective mix of business.
- Monitor and influence revenue channels to ensure the proper market segmentation and rate/occupancy and catering rooms-to-space and free sell strategies are in place to reach/exceed revenue goals.
Leading / Managing / Follow-up
- Perform as the driver of all revenue and ensure quarterly and annual revenue goals are achieved.
- Coordinate with front office team to assist with an “everybody sells” culture, obtain leads, recognize key accounts and frequent travelers.
- Monitor, respond to and/or direct sales leads as appropriate.
- Maintain efficient sales office procedures for productive use of time and ensure the maintenance of accurate and updated account files and follow-up procedures and to ensure the hotel is easy for clients to do business with.
- Manage customer contracts to ensure that all contracts are executed according to Company standards, ensuring that standard contract language remains intact and contracts are executed appropriately to protect Company interests.
- Ensure that billing, credit procedures and audit guidelines are followed.
- Provide leadership to the day-to-day operations of the sales department, while maintaining focus on the company's strategic goals.
- Lead, train and mentor sales staff including hiring, coaching development, performance evaluations, disciplinary actions and terminations.
- Provide motivation, support, encouragement, and direction to all members of the sales department. Hold sales team accountable to results and celebrate successes.
Selling
- Proactively solicit new business opportunities by conducting effective sales calls, make out-of-the-office sales and presentations to potential clients in keeping with assigned market segment. Resolicit and retain existing business by maintaining good client relationships and ensuring the hotel provides best-in-class meetings experiences. Leverage reader board and agency subscriptions to identify opportunities.
- Build/generate new leads to increase size of potential client database from cold calls and market prospecting to include, but not limited to: conventions, corporations, DMCs, tour operators, meeting planners, associations, film companies, political affiliations, SMERF (Social, Military, Educational, Religious and Fraternal) groups, concierges, organizations (i.e. Chamber of Commerce, MPI, etc.) etc.
- Identify and penetrate new accounts.
- Conduct inquiry calls, account maintenance, qualification calls, outside sales calls, site visits, concierge visits, and other sales activities; ensure that these activities are timely updated and logged in the Sales Database.
- Attend local trade-shows, participate in sales blitzes and other off-site sales efforts.
- Participate in executing all company-wide marketing initiatives.
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.
- Must have a flexible schedule and ability to work days, evenings or nights any day of the week, including weekends and holidays.
- Must have exceptional customer service skills.
- Demonstrate ability to perform multiple tasks in a busy environment and remain flexible.
- Ability to work well in a team environment.
- Must possess excellent written, verbal, and organizational skills.
- Computer literacy and financial management a must.
