Duke Hospitality: Senior Sales Manager Job Opening

Classification: Exempt

Reports to: Corporate Director of Sales

Department: Sales

Summary

The Senior Sales Manager (SSM) is responsible for revenue generation at their property(ies) through lead generation, aggressively selling their property, and meeting weekly, monthly, quarterly, and annual sales goals. The SSM works in tandem with the hotel’s operations leader (typically the GM) and the Corporate Revenue Manager to ensure maximization of in all key metrics and KPIs (Key Performance Indicators).

The Senior Sales Manager has an appetite for sales, yearns to be successful at their property(ies), and has the desire and the imperative to fight and overcome the typical challenges in a sales environment.The SSM is a leader and commands the sales growth of their property(ies) and recognizes the requirement for ongoing, strong sales efforts as a primary factor in the overall success of each property and the company as a whole.This position develops, promotes, and executes actions and activities with the goal of achieving the hotel’s goals for revenue, cost efficiencies, and guest service.The SSM is a results-oriented individual with the ability to adapt to change in markets and demand. The SSM is a leader of the property and the property staff. As such, the Senior Sales Manager leads in a manner aligned with Duke Hospitality’s culture: Everyone Matters.

Essential Functions

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Along with complying with all laws, company policy, brand standards, the following are the Essential Functions of this position:

• Maintain the highest level of professionalism in conduct and appearance at all times.
• Lead the property’s Everyone Mattersculture in words & action.
• Be empowered to guarantee total guest satisfaction.
• Communicate to the property’s sales and property leader regularly.
• Develop, promote, and execute all actions required to achieve revenue goals and cost efficiencies for the hotel.
• Provide consistent, friendly, courteous, and attentive service to hotel guests.
• Demonstrate a comprehensive understanding of the hotel brand and brand established standards.
• Understand any brand rewards platforms and/or know any VIP guests and accounts and go the additional mile to accommodate their expectations for arrival, room assignments, amenities, recognition, upgrades, etc.
• Maintain organized and up-to-date record keeping, filing, reference materials, and correspondences.
• Enforce standards, policy, and procedures of Duke Hospitality and your property.
• Monitor hotel business trends, competition set hotels, and local market to adjust, as needed, revenue and sales strategies.
• Complete, by the given deadline, all reports.
• Participate in the property budget process annually.
• Lead the sales and marketing for your property through active engagement in the sales process with you GM(s) regularly and consistently.
• Participate in the completion of the yearly marketing plan and ensure correct and comprehensive information is provided.
• Complete all training as assigned.
• Develop and initiate all actions necessary and appropriate to achieve established sales goals and business revenue goals for the hotel.
• Respond and follow-up in a timely manner to all leads/RFPs from the brands sales organization, event facilities, convention & visitor bureaus and/or other booking agencies, and other leads for potential business opportunities for our hotel.
• Actively and consistently participate in sales meetings, planning sessions, and brainstorming opportunities to increase results for the hotel’s business.
• Complete all sales activities objectives and goals and ensure they are entered into Delphi.
• Prepare and distribute internal/external letters, forms, bookings, contracts, BEO’s, group resumes, rooming lists, event schedules, and mail in an accurate and timely manner.
• Monitor business trends and direct adjustments to revenue maximization strategies.
• Accurate and timely preparation of contracts, reports, and other paperwork related to the sales department functions.
• Maintain group history, traces, follow-ups, utilizing sales office systems.
• Assist GM during the development of the hotel’s marketing plan, budget, and RFP submissions as needed.
• Assimilate into the Hotel’s “Guest Service” culture through understanding, supporting and participating in all elements of providing our hotel’s guests with superior guest service.

Non-essential Function

N/A

Competencies

• Professionalism
• Communication
• Attention to Detail
• Ethical & Moral
• Results-driven leader modeling Duke’s “Everyone Matters” culture
• Moderate technical proficiency – computer and software/applications (including Microsoft Office software, Delphi and/or other sales software, brand software, etc.).
• Adherent to standards
• Ability to make difficult decisions
• Unquenchable appetite to drive sales
• Persistence and tenacity

Supervisory Responsibility

The Senior Sales Manager will supervise other sales leaders in the organization where other sales roles are on staff.This might include Sales Managers, Junior Sales Managers, a Meeting and Event Manager/Specialist, and/or a Sales Coordinator where applicable.

Work Environment

This job operates in a hotel environment.

• A required uniform or dress-code must be worn. (The dress code is professional and non-revealing).
• This position is completed typically in an indoor environment with regular property walks of all areas of the hotel.
• This position requires frequent travel for client meetings and other sales activities.

Physical Demands

This position is centrally located at the hotel property. Working at a desk and being on your feet walking or standing for some to most of the day is required. This position requires frequent and regular travel for client meetings and other sales activities.

Accepting this job indicates you understand these physical demands and are able to complete the essential functions of the job that required these physical demands. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Position Type/Expected Hours of Work

This is a full-time position. While the typical workweek is Monday through Friday, the hotel business is a 24 hour/day, 7 days/week, 365 days/year business. The typical hours required in a workweek to this position’s objectives is 50 hours. Our employees’ having a healthy work/life balance is important to us. However, as it pertains to the hotel, it is always open and the SSM is a trusted sales leader required to have u-to-date information on the at your property(ies).

Travel

Travel is required for this position. Frequent and regular travel may be required for this position in order to meet all objectives and position requirements. Company-wide meetings occur several times a year. A corporate retreat is taken one to two times annually for 3-5 nights. Available and required training may require travel. Other travel may be required to assist properties in distress or properties newly opening.

Preferred Education and Experience

High school education or equivalent is required. Post-secondary/undergraduate education is highly preferred. 2 or more years of proven hospitality sales is highly preferred.

Other Duties

Please note: this job description is not designed to cover or contain a comprehensive listing of activities, duties, or responsibilities that are required of the employee for this job.Duties, responsibilities, and activities may change at any time with or without notice.

Job Type: Full-time

Experience:

• Hotel Sales: 2 years (Required)

Education:

• High school or equivalent (Preferred)

Additional Compensation:

• Bonuses

Work Location:

• One location
• Multiple locations

Pay Frequency:

• Bi weekly or Twice monthly