SUMMARY:

The Senior Sales Manager is responsible for developing business from the markets within their assigned territories, meeting and/or exceeding individual sales goals through the maximization of sales efforts, development of potential markets, and thorough administration of assigned responsibilities through reasonable delegation and attention to details.
 

ESSENTIAL DUTIES AND RESPONSIBILITIES:

• Schedule appointments for sales calls with key accounts and prospective clients, when appropriate, to target areas.
• Call on companies and associations to solicit and develop new business from markets within the salesperson’s territory.
• Meet and/or exceed individual quarterly sales goals in order to meet annual budgeted revenues.
• Secure and book meetings and conferences from within their territory and markets.
• Dedicate majority of time to direct sales utilizing email, telephone, Linked In, Delphi etc.
• Foster relationships with new and existing clients in order to build loyalty to the resort.
• Penetrate existing accounts for new contacts for new business leads. Maintain and update information in Delphi on all accounts.
• Respond promptly to all correspondence from within salesperson’s market and territories and set routine trace dates and follow up.
• Conduct site inspections and property tours as often as possible and follow through accordingly to secure business.
• Attend trade shows pertinent to salesperson’s market and territories.
• Attend trade association meetings, seminars, and functions through membership in associations (i.e. MPINCC, SVBTA & BABTA)
• Perform general office duties and assist other sales personnel, as needed and required.
• Build and maintain rapport with corporate and association meeting planners through memberships and contacts in resort and hotel industry associations.
• Maintain a working relationship with departments interacting with conference groups (i.e. Front Office, Catering & Conference Services, and Accounting etc.).
• Contribute and work as a “Team” member in all facets of the position. Assist with responding to RFPs and leads for all Sales Managers in order to secure business to ensure the sales team meets and/or exceeds the team’s overall sales goals per quarter.
• Stay abreast of industry trends and make recommendations of changes which would have a positive impact on operations and service to ensure 100% guest satisfaction.
• Assist DOSM in their absence with compiling and distributing 90 Day Forecast reports, RFPs and lead distributions and responses, site visits, revenue management and business reviews.
• Perform other related duties as requested by the Director of Sales and Marketing.
• Support safe work habits of all banquet staff and contribute to a safe working environment at all times.
• Follow directions, get along with co-workers and supervisors, treat co-workers, supervisors and guests with respect and courtesy, contributes to a positive and rewarding team environment and refrains from abusive, insubordinate and/or violent behavior.

EDUCATION AND/OR EXPERIENCE:

• Two or more years of college or a minimum of three to five year’s related industry experience and/or training; equivalent combination of education and experience.
• Sales and marketing, front office and/or catering and conference services experience a plus.

LANGUAGE SKILLS:

• Ability to read, comprehend and provide instructions, both written and verbal.
• Ability to effectively present information to individuals and all sizes of groups (i.e. clients, customers, guests, associates, managers etc.).
• Ability to entertain clients in a professional business manner.

MATHEMATICAL SKILLS:

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume.
• Ability to investigate and analyze data, drawing a conclusion and providing recommendations for improvement of hotel revenues through business reviews.

COMPUTER SKILLS (FOR ADMINISTRATION OR MANAGEMENT POSITIONS):

• Computer skills required for communication and reporting- Excel, Word and Outlook.
• Experience with front office systems and Delphi preferred. Knowledge of GDS and OTA web portals as they apply to transient and leisure travel.
• Proficient in Outlook and Internet applications.

CERTIFICATES & LICENSES:

• Must provide valid document(s) to work in the US.
• Valid California Driver License is required (for specific positions).

WORK ENVIRONMENT:
The work environment at Resort ranges from winter time lows of 30 degrees to summer time highs to 80+ degrees. While performing these duties the employee may be exposed to outdoor and inclement weather conditions.

PHYSICAL DEMANDS:
While performing the duties of this job, the employee must be able to:

• Use hands to finger, handle, or feel; and talk or hear.
• Specific vision abilities required by this job include close vision.
• Lift 25-50 lbs. (for specific positions)
• Sit, stand and walk for long periods of time.
• Reasonable accommodations made to enable individuals with disabilities to perform the essential functions.

GROOMING & UNIFORM:

Some positions will be required to wear uniforms. Uniforms are the property of Resort. Uniforms that have been tampered or destroyed will be the responsibility of the employee and disciplinary action will apply.

• Hair must be clean and kept at a reasonable length.
• All Food Servers and Culinary personnel must wear their hair tied back.
• No extreme dying or bleaching of hair is permitted.
• Fingernails must be clean and well-trimmed at all times.
• Antiperspirant or deodorant must be worn.
• Cologne or perfume may be worn at a minimum.
• Nametags must always be worn, unless your department has a specific policy to the contrary

• Strong motivational, innovative, and interpersonal skills.
• Provide leadership in order to influence, develop, and empower associates to achieve objectives with a team approach.
• Exceptional verbal and written communication, listening and leadership skills.
• Financial management skills.
• Ability to communicate and collaborate with senior and all levels of management within all departments.
• A self-starter with the ability to work independently and engage and positively impact other.
• Ability to accept responsibility and account for his/her actions.
• Strong attention to details, especially on contractual agreements etc.
• Ability to utilize the available time to organize and complete work within given deadlines.
• Ability to think in ways as that will produce new concepts and ideas.
• Ability to find a solution for, or to deal proactively with, work related problems in a controlled, focused and professional manner.
• Persuade and Influence.
• Motivate, Encourage, Empathize and Inspire.
• Creative and Critical Thinking and Analysis.
• Effective Verbal and Written Communication.
• Goal and Team Oriented.
• Leadership and Time Management Skills.
• Extraverted, Personable and Service Oriented.
• Problem Solving and Resolution.