Business Transient Sales Manager

POSITION PURPOSE

Drives revenue to achieve Hotels topline goals for each of their represented hotels by proactively soliciting all business segments; to include new business from small business accounts sourcing new accounts identifying new targets and re-soliciting past business leads. Focuses on properties BT Pricing strategy. Partners with Leadership to ensure competitive sales strategies are in place for the hotel and stay competitive within the market by aligning on sales activities to generate business and communicate real-time competitor intel. Reports directly to Area Director of Sales and Marketing and works closely with the hotel General Managers focuses on sales driven tasks. May work with Marriotts U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented marketplace.

ESSENTIAL RESPONSIBILITIES

Sales Activity Management

• Works with Area Director of Sales in identifying the top accounts of each stakeholder hotel identify key buyers within each account and coordinate efforts to drive demand and pull-through business from the accounts for the stakeholder hotels.
• Identifies share shift targets within the Business Transient segment and creates sales action to shift those accounts.
• May work with U.S. Account Sales/GSO teams to drive production from targeted high priority accounts including maximizing special corporate business within the represented marketplace.
• Negotiates yearly Special Corporate Negotiated rates annually to drive revenue growth within the segment year over year.
• Solicits potential new accounts or business opportunities by leveraging competitor intelligence software and leads sending through internal referral mechanisms to identify local negotiated rates for each hotel.
• Ensure Hotel has property lead generation program to identify new business through Operations teams.
• Drives customer satisfaction through daily interactions building rapport with repeat travelers within negotiated accounts hosting hotel appreciation events.
• Conducts customer facing sales activities on behalf of the hotels in partnership with Property Coordinator/Resource as appropriate. (e.g. lunch and learns social hours company of the month activities local industry events Convention and Visitors Bureau (CVB) Activities etc.).
• Conducts site inspections for customer accounts.
• Maintains complete and up-to-date lead information on each account in CI/TY SFA Web and EMPOWER to verify accurate reporting and customer base information.
• Qualifies and maintains customers long-term business potential.
• Presents stakeholder hotel benefits and features based on customer needs.
• Understands and utilizes all business processes written in support of the sales organization.
• Utilizes negotiation skills and creative selling abilities to uncover new business.
• Uses all information systems (e.g. CI/TY SFA Web MRDW MarRFP-SAPP Hoteligence Account Relationship Management (ARM) to research the deployment and value of the accounts deemed important for stakeholder hotels.
• Understands the overall market (e.g. competitors strengths and weaknesses economic trends supply and demand etc.) to sell effectively against the competition.
• Communicates trends opportunities and market changes to appropriate parties as needed.
• Understands and actively utilizes company marketing initiatives/incentives to convert cold leads to warm leads.
• Tracks weekly activities and relationship to revenue and room night production.
• Sets day-to-today priorities to complete assigned responsibilities.
• Actively participates and contributes to Sales Strategy Meetings as appropriate.
• Adjusts to significant variation in daily workload through independent prioritization.
• Activate local tactics to pull-through local buyer needs. Communicate best practices for generating creative revenue opportunities.
• Performs other duties as appropriate.
  

Developing and Maintaining Strong Professional Relationships

• Leverage Marriott deployed account resources to drive business for properties for identified hotels to pull-through business to grow account share.
• Participates in community and hotel networking events and leads property related events that support the development of new accounts (e.g. Michigan Business Travel Association Hosting Elements Relax Reception Plan and Host Quarterly Managers reception at each hotel)
• Visits neighborhood target and local small business accounts and coordinate follow up efforts.
• Coordinates with Area Sales Leader to understand needs and priorities of stakeholder hotels to identify focus areas.
• Handles customer care issues and as necessary refers them to the appropriate owner.
• Supports the companys service and relationship strategy driving customer loyalty by delivering service excellence throughout each customer experience.
• Services customers to obtain and grow share of the account.
• Works closely with the hotels Operations teams including Stakeholders Front Office Teams to understand travelers needs within negotiated account segment.
• Performs other duties as assigned to meet business needs.

SUPPORTIVE FUNCTIONS

In addition to performance of the essential functions this position may be required to perform a combination of the following supportive functions with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel:

• Assist with any guest inquiry.
• Follow all company and safety and security policies and procedures.
• Report maintenance problems safety hazards accidents or injuries.
• Perform other reasonable job duties as requested by direct and indirect supervisors.

PHYSICAL DEMANDS

• Environmental conditions are inside a job is considered inside if staff spends approximately 90 percent or more of the time inside. Temperature is moderate and controlled by office environmental systems.
• Must be able to sit at a desk for up to ten (8) hours per day. Walking and standing are required the rest of the working day. Length of time of these tasks may vary from day to day and task to task.
• Must be able to exert well-paced ability to maneuver between functions occurring simultaneously.
• Must be able to lift up to 45 lbs. as needed.
• Requires grasping writing standing sitting walking repetitive motions bending climbing listening and hearing ability and visual acuity.
• Hearing smelling tasting and visual ability to observe and distinguish product quality and detect signs of emergency situations.
• Talking and hearing occur continuously in the process of communicating with staff supervisors subordinates occasionally clients and ownerships.
• Vision occurs continuously with the most common visual functions being those of near and color vision and depth perception.
• Must have finger dexterity to be able to operate office equipment such as computers printers 10-key adding machine multi-line touch tone phone filing cabinets FAX machines photocopiers dolly and other office equipment as needed.

GROOMING

All Staff Members must maintain a neat clean and well-groomed appearance per Azul Hospitality standards. Refer to the property specific required grooming and uniform standards policy.

ATTENDANCE

Regular attendance in conformance with the standards which may be established by Azul Hospitality from time to time is essential to the successful performance of this position. Staff with irregular attendance / tardiness will be subject to disciplinary action up to and including termination of employment. Upon employment all staff is required to fully comply with Azul Hospitality rules and regulations for the safe and effective operation of the hotels facilities. Staff members who violate hotel rules and regulations will be subject to disciplinary action up to and including termination of employment. Due to the cyclical nature of the hospitality industry staff members may be required to work varying schedules to reflect the business needs of the hotel. In addition attendance at all scheduled training sessions and meetings is required. This job description is not an exclusive or exhaustive list of all job functions that a staff member in this position may be asked to perform from time to time.

SPECIFIC JOB KNOWLEDGE SKILLS AND ABILITIES

The individual must possess the following knowledge skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job with or without reasonable accommodation using some other combination of knowledge skills and abilities:

• Must be able to travel on occasion as needed.
• Must be able to speak read write and understand the primary language used in the workplace.
• Requires good communication skills verbal written and electronic.
• Considerable knowledge of complex mathematical calculations and computer programs.
• Must have excellent leadership capability and customer relations skills.
• Must be detail oriented with outstanding organizational and communication skills.
• Must possess intermediate computer skills.
• Must possess basic computational ability.
• Ability to analyze foresee user needs and makes judgments to ensure proper tools are provided at property level.
• Ability to effectively deal with internal and external customers some of whom will require high levels of patience tact and diplomacy and collect accurate information to resolve conflicts.
• Knowledgeable about basic function of Windows OS MS Office PMS PBX Key system and POS.
• Self-driven and able to work independently.

EDUCATION

• High school or equivalent education required.
• Bachelors degree preferred.

EXPERIENCE

• Sales & Marketing experience preferred.
• Prior experience in an administrative role preferred.

LICENSES OR CERTIFICATIONS

• Ability to provide and maintain a valid drivers license.