Sr. Business Travel Sales Manager


Sales & Marketing
New York, New York

REPORTS TO: Director of Sales and Marketing                     DEPARTMENT: Sales

POSITION SUMMARY: The BT Sales Manager focuses on growing revenue, increasing market share and finding new business focusing on the corporate transient sector. Increase hotel revenue by assisting in the development and implementation of solicitation programs in line with the hotel financial objectives and targets to generate business from the market segments in assigned personal territory. Responsibilities include outside sales, prospecting, and cold calling.

  RESPONSIBILITIES (include but are not limited to):

  • Take ownership of the revenue potential from all customers and markets assigned.
  • Daily prospecting for new business as required to maximize revenues.
  • Daily follow up sales calls and response to inquiries as required.
  • Frequent sales presentations, off property sales calls, customer site tours and customer entertaining as required.
  • Maximize conversion and revenues from all inquiries via telephone or in person.
  • Develop excellent professional relationships with key customers as assigned.
  • Maintain accurate and thorough data and history within Delphi for customers assigned.
  • On-going self-driven education of hotel and hotel industry.
  • Constantly survey and analyze trends and potential of customers and markets assigned.
  • Constantly survey and analyze threats and opportunities from competition.
  • Create and develop new sales strategies and promotions as needed and quickly change or terminate ineffective sales strategies and promotions.
  • Effectively communicate with other hotel departments, regional and global sales staff.
  • Participate in professional organizations to maintain high visibility and drive revenues.
  • Perform other duties as assigned
  • Acts as Manager on Duty as required.

  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.
  • Previous relevant sales experience required; sales experience within a hotel preferred.
  • Must 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 and expertise of the local hotel market.
  • Basic computer skills including typing, using MS Office products and using Opera Sales Account Management system.
  • Some basic knowledge of food and beverage/wine.
  • Ability to communicate and negotiate effectively with internal/external customers both in written and verbal format.
  • Deal 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.

Requirements:

MINIMUM REQUIREMENTS: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Minimum of five (5) years’ experience preferred. 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.

EXPERTISE:  

  • Vast experience with Travelclick/Hotelligence platform: Comp set & feeder market analysis, market share evaluation, Agency 360 expertise, agency targeting and account penetration
  • Proficient experience with Lanyon platform: business case building, RFP management, free marketing opportunities, proximity reports and business development tools
  • Robust experience with TMC/Consortias
  • Strong knowledge of business channels, business travel buying process and customer relationships.
  • Excellent solicitation practices and existing customer data base
  • Tenacious shifting market share techniques, pursuing and securing new account acquisitions.
  • Must have strategic planning & presentation skills, ability to identify new business potential.
  • Versed with GDS, GDS campaigns & marketing opportunities, HOD reviews and production optimization via GDS
  • Keen knowledge of market competitiveness (rates and concessions) for the corporate travel and the local market.

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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