Job Description
The incumbent is responsible for solicit group business for the hotel. Maximize profits of the hotel through creative and selective selling. Hotel sales managers manage sales accounts for both boutique hotels and hotel chains.
Their primary job responsibility is to close sales with associations and conventions for their hotels. Smaller accounts (with individual patrons) may be a secondary function at smaller hotels, while larger hotels might separate the two job duties entirely. Sales managers generally have a strong sales and hospitality background and enjoy working with people to help coordinate events.
Qualifications
Metrics
There are a multitude of tasks that fall under this job description that are based on the specific needs of any particular areas. These include but are not limited to-
- Researching New Accounts. Research is essential to bringing in new business for the hotel, so sales managers spend part of their time researching and identifying accounts. Since many accounts are trade organizations hosting conferences in a specified city, research often includes reaching out to event planners or coordinators at organizations near and far to solicit business. Other types of accounts can include weddings and receptions, local corporate training groups or local events, such as a sports tournament. Sales managers stay abreast of the events happening in their city and pounce on those opportunities.
- Closing Sales. Every job function should ultimately lead to closing or securing sales for the hotel. Sales managers may be evaluated at regular intervals on their ability to bring in business for the hotel, so this is a key component on their job. Identifying and courting customers, selling the benefits and amenities of their hotel and following up with the customer are all actions that help close sales. Intimate knowledge of the hotel and its place among local and regional competitors is generally required to close sales.
Maintaining Accounts. Closing sales and securing accounts can sometimes only be half the battle. Hotels thrive on the repeat business of their existing accounts, so a sales manager is often tasked with keeping clients happy and managing accounts. Besides ensuring that the event is completed successfully, this can also include negotiating prices and rewarding customers for loyalty and/or accepting feedback to help make the next year's event even more successful. This duty might also include a small amount of problem-solving (if there were issues with the event) and a great amount
Additional Information
- Informs employees and supervisor about important events and news within the hotel operation.
- Establishes monthly reports according to requirements.
- Is familiar with all relevant company documentation and relevant OSMs for his/her field of responsibility.
