TITLE: Sales Manager, Small Markets
REPORTS TO: Regional Director of Sales
DEPARTMENT: Sales
Pay: Salary & Exempt; Starting salary is negotiable. Average yearly commissions range from $5,000 - $10,000
Summary:
The Sales Manager is responsible for driving revenue through the development and management of small-market, local, and emerging business accounts. This position is highly focused on proactive sales activity, new account acquisition, relationship development, and achieving measurable solicitation goals.
The ideal candidate is a high-energy, self-motivated sales professional who enjoys being in the community, making calls, conducting face-to-face sales visits, uncovering new business opportunities, and turning prospects into repeat hotel customers.
This is a hunter-style sales position with a strong emphasis on prospecting and new business development.
Duties and Responsibilities:
- Identify, prospect, and secure new business from companies, organizations, associations, government agencies, contractors, sports groups, schools, and other local and regional accounts.
- Participate in local networking events, chamber meetings, business organizations, trade shows, community events, and other activities that generate business opportunities.
- Exceeds forecasted room night, convention, and F&B revenue goals.
- Monitor local market conditions, competitors, business openings, construction projects, community events, and other opportunities that may generate hotel demand.
- Effectively negotiates group rates including convention space and menu prices within the established / approved guidelines.
- Reviews the monthly financial statements for opportunities and sales performance.
- Self-directed and able to manage time effectively without constant supervision.
- Assist with group, meeting, corporate, and other sales opportunities as needed.
- Performs other duties as assigned.
Qualifications:
- 2+ years of hotel sales, hospitality sales, business development, or outside sales experience preferred.
- Experience in "cold call" solicitation, contract closing, site inspections/visits with clients, and contract negotiations.
- Must have motivational and self starter qualities.
- Solid understanding of hospitality procedures and best practices
- Strong communication, presentation, negotiation, and relationship-building skills
- Proficiency with Microsoft Office and hotel sales/CRM systems.
- Must be open to working Easter, Mother’s Day, Thanksgiving, and other assigned events when needed
Physical Requirements:
- Ability to sit, stand, and walk for extended periods throughout the workday.
- Frequent use of hands, fingers, and arms for computer operation, typing, writing, phone use, and presentation materials.
- Ability to communicate clearly and professionally in person, by telephone, video conference, and email with guests, clients, vendors, and team members.
- Ability to move throughout hotel, resort, conference, and event spaces to conduct site tours, attend meetings, and support events.
- Occasional bending, reaching, stooping, kneeling, and lifting of sales materials, promotional items, boxes, signage, or equipment up to 25 pounds.
- Ability to travel locally and occasionally overnight for client meetings, networking events, trade shows, and sales activities.
- Ability to work in a fast-paced hospitality environment with frequent interruptions and changing priorities.
- Ability to maintain focus, professionalism, and attention to detail while managing multiple projects, deadlines, and client relationships.
- Ability to visually review contracts, reports, presentations, event details, and computer screens for extended periods.
- Ability to work flexible schedules including evenings, weekends, and holidays as business and event demands require.
- Ability to interact positively and professionally with diverse guests, clients, and team members while representing the organization in a professional manner.