Leads and manages all day-to-day activities related to the sales function with a focus on building long-term, value-based customer relationships that enable achievement of property sales objectives. Achieves personal booking goals and makes recommendations on booking goals of direct reports. CANDIDATE PROFILE Education and Experience - 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 3 years experience in the sales and marketing or related professional area. OR - 4-year bachelor's degree in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 1 year experience in the sales and marketing or related professional area. CORE WORK ACTIVITIES Supporting Developing & Executing Sales Strategies - Works with sales leader to ensure understanding of sales strategy and effective implementation of this strategy for the segment. - Works with management team to create and implement a sales plan addressing revenue, customers and the market for the segment led by the DOS. - Assists with the development and implementation of promotions, both internal and external. Maximizing Revenue - Provides positive and aggressive leadership to ensure maximum revenue potential (e.G., sets example with personal booking goals). - Recommends booking goals for sales team members. Managing Sales Activities - Monitors all day to day activities of direct reports. - Approves space release for catering to maximize revenue (DOS, Group) in the absence of a Business Evaluation Manager. - Participates in sales calls with members of sales team to acquire new business and/or close on business. - Executes and supports the operational aspects of business booked (e.G., generating proposal, writing contract, customer correspondence). Analyzing & Reporting on Sales and Financial Data - Analyzes market information by using sales systems and implements strategy to achieve property's financial room and catering goals. - Assists Revenue Management with completing accurate six period projections. - Reviews sales and catering guest satisfaction results to identify areas of improvement. Ensuring Exceptional Customer Service - Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations. - Interacts with guests to obtain feedback on product quality and service levels. - Meets with guests during pre- and post-convention meetings to obtain feedback on quality of product (e.G., rooms, meeting facilities and equipment, food and beverage), service levels, execution against contract and overall satisfaction. - Empowers employees to provide excellent customer service. - Observes service behaviors of employees and provides feedback to individuals. - Incorporates guest satisfaction as a component of department meetings with a focus on continuous improvement. - Executes and supports the company's Customer Service Standards and property's Brand Standards. - Participates in and practices daily service basics of the brand. - Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event. - Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company. - Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event. Building Successful Relationships - Develops and manages relationships with key stakeholders, both internal and external. - Works collaboratively with off-property sales channels (e.G., Event Booking Center, Market Sales, GSO) to ensure the property needs are being achieved and the sales efforts are complementary, not duplicative. - Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state and federal regulations and/or union requirements. - Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO Managers and customers. Managing and Conducting Human Resource Activities - Interviews and hires management and hourly employees with the appropriate skills to meet the business needs of the operation. - Utilizes all available on the job training tools for employees.
