SENIOR GROUP SALES MANAGER


Sales & Marketing
New York, New York

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SENIOR GROUP SALES MANAGER


REPORTS TO: Director of Sales and Marketing

 

DEPARTMENT: Sales

 

POSITION SUMMARY: The Senior Group Sales Manager assists the DOSM in managing, supporting and driving achievement of sales revenue goals, while managing their own client relationships and productions from exiting/new key accounts. The Senior Group Sales Manager will also focus on and working with the team in identifying, developing, implementing action strategies and in penetrating existing accounts and uncovering new accounts to increase/shift market shares to maximize and exceed hotel revenue goals in the Group business segment.   

  


RESPONSIBILITIES (include but are not limited to):

  • Supports DOSM in driving achievement of the annual team and individual Group room revenue goals.
  • Assists in identifying tactical marketing opportunities for individual territory and provides insight for DOSM.
  • Meets individual group revenue goal for assigned territory and markets
  • Take ownership of the revenue potential from all customers and markets assigned.
  • Organizes, facilitates and travels for sales appointments, client entertainments,  tradeshows, etc. as needed in order to successfully meet individual revenue goals and support individual hotel direct sales strategic plans.
  • Ensures individual travel and tradeshow expenses are managed within budget
  • Daily prospecting for new business as required to maximize revenues.
  • Daily follow up sales calls and response to inquiries as required.
  • Weekly sales presentations, off property sales calls, customer site tours and customer entertaining as required.
  • Maximize conversion and revenues from all leads/inquiries via email, telephone, in person and through MHI global team/MHI sister hotels.
  • Develops and maintains strong relations with property leadership; ie) DOSM, MD, DORM and offers creative solutions to help increase MICE business.
  • Supports the development and writing of annual strategic plans and tactical actions for Group segment.
  • Responsible for assisting on all aspects of all leads and closing (sending out collateral, reviewing proposals, following-up, negotiating etc.)
  • Develop and maintain excellent professional relationships with customers/accounts.
  • Maintain accurate and thorough data and history within Opera Sales & Catering for customers assigned, and executes all reports as required; weekly, quarterly, etc.
  • Creates strategy plans for identified industry involving team members; sets action plan; executes accordingly
  • Create and develop new sales strategies and promotions as needed and quickly change or terminate ineffective sales strategies and promotions.
  • Attends and participates in all MHI training, contests, sales blitz, etc.
  • Organize and facilitate fam trips to promote and familiarize hotel to potential and current customers.
  • On-going self-driven education of hotel and hotel industry.
  • Constantly survey and analyze market trends/data and discuss strategies with DOSM
  • Constantly survey and analyze threats and opportunities from competition.
  • Effectively communicate with other hotel departments, regional and global sales staff.
  • Participate in professional organizations to maintain high visibility and drive revenues.
  • Maintain a professional appearance and demeanor and represent MHI and Innside by Melia New York NoMad positively at all times.
  • Perform other duties as assigned

 

 EXPECTATIONS (include but are not limited to):

  • Exceed individual production goal.
  • Help team exceed budgeted total revenues.
  • Help team achieve ADR index goal without losing revPAR index.
  • Help team achieve budgeted GOP.
  • Maximize employee satisfaction and retention.
  • Maximize customer satisfaction. 

QUALIFICATIONS (to do this kind of work, you must possess/be able to):

  • Bachelor’s Degree required; preferably in Business or Hotel Management.
  • Minimum 5 years of MICE sales experience in a full service hotel environment covering the NY market; Global Sales Office and East Coast corporate market experience a plusMust be legally authorized to work in the United States.
  • Proven track record of exceeding goals through individual sales efforts.
  • Relevant and substantial amount of hotels sales experience, preferably in a full service hotel.
  • A comprehensive understanding of the local hotel market.
  • Proficient in computer skills such using Microsoft Office products – Word, Excel, Powerpoint, Outlook. Strong knowledge and use of Cvent, Lanyon, Knowland and other lead source sites.
  • Some basic knowledge of food and beverage/wine.
  • Must possess excellent verbal, written, presentation and business acumen skills; common sense, problem-solving abilities, a strong work ethic, and be able to multi-task and prioritize projects.
  • Ability to interact effectively with the general public, customers, associates, and government officials with tact and courtesy.
  • Ability to read and interpret business records and statistical reports.
  • Ability to use mathematical skills to interpret financial information and prepare budgets.
  • Interpret established policies and understand the government regulations pertaining to the business.
  • Make business decisions based on production reports and similar facts as well as on your own experience and personal opinions.
  • Must be flexible and able to work mornings, evenings, overnight, weekends and/or holidays and travel as required.

 

MINIMUM REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

EDUCATION and EXPERIENCE: Prior experience required. Bachelor’s or equivalent required.

LANGUAGE SKILLS: Ability to read, write, and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.

 

MATH and LOGICAL SKILLS: Requires mathematical development sufficient to be able to:  Deal with system of real numbers; algebraic solution of equations and probability and statistical inference.  Apply fractions, percentages, ratio and proportion. Ability to determine time, place and sequence of operations or action to be taken on the basis of analysis of data; executing determination and/or reporting on events.

 

PHYSICAL DEMANDS:  While performing the duties of this job, the employee is regularly be required to stand, walk, and talk or hear. The employee frequently is required to use hands to finger, handle, or feel objects, or telephone. The employee is required to use body members, hand tools, and/or special devices to work, move, or carry objects or materials. The employee must regularly lift and/or move up to 10-25 pounds and frequently lift and/or move up to 25 pounds. Requires walking, standing and/or sitting; and to a significant degree, reaching, handling, feeling, talking, hearing, seeing.

 

(Please note: management reserves the right to change, modify, and/or alter any of the duties listed above to meet business demands).

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