Sr. Sales Manager - Sheraton Suites Old Town Alexandria

 

JOB DESCRIPTIONS

 

 

POSITION SUMMARY Sheraton Suites Alexandria operates 24 hours a day and 7 days a
week, so operational demands require variations in shift days, starting and
ending times, and hours worked in a week.

The Senior Sales Manager is responsible for representing the company to
customers, the public, government, and other external sources. Responsible for
the development and performance of all sales activities in assigned market.
Listen to customer needs, analyze this information and create tailored
proposals. Negotiate and close sales while meeting/exceeding sales targets.
Impress customers with tailored proposals, quality and timely service in a
pleasant and friendly manner. Work with management throughout the hotel and the
Company.

Comply with all guest service basics such as uniforms, name tags and proper
guest greeting. Knowledgeable on hotel facilities and services. Ensures all
communication containing Company, hotel, brand and guest information is
consistent with privacy policies, practices and regulations.

 

ESSENTIAL FUNCTIONS Reasonable accommodations may be made to enable individuals
with disabilities to perform the essential functions.

 

* Representative of the Company – As the representative of the Company and
hotel, professionally approach and communicate with current and prospective
customers. Knowledgeable on market, positioning of hotel, amenities and
brand. Understand booking patterns, trends, high demand times, and events in
the market. Convey a strong belief in the hotel and confidently discuss hotel
features, services and advantages.

 

* Research, Identification & Sales Development – Research and understand demand
generators, new business sources, the internet as a prospecting tool,
community involvement and Research competing hotels and identify sales
strategies. Understand and use industry reports like Star Reports, etc.
Develop effective sales strategies to counter the competition. Develop
valuable business relationships that result in additional sales and new
customers. Research each customer’s business, hospitality needs, identify who
to talk to and how to get sales closed. Monitor customer preferences to
determine focus of sales efforts. Research and identify new business
opportunities for the hotel including reaching out to event planners and
staying abreast of local events. Represent the Company at trade association
meetings to promote hotel.

 

* Proactive and Creative Sales - Exercise creativity, discretion and
independent judgment in determining how to assemble an event to suit each
customer's taste. Give full attention to what customers are saying, taking
time to understand the points being made and asking questions as appropriate.
Conduct site visits and prepare original, creative proposals tailored to
address the needs of and to impress the Develop solutions to any cost
concerns and resolve any challenges or problems. Aggressively pursue all
appropriate opportunities for customer solicitation and relationship
building. Aggressively engage in creative networking, uncovering and cold
calling prospective clients to generate activity for future business.
* Negotiate and Close Sales – Influence and convince customers to select the
hotel for their hospitality needs. Negotiate terms and reconcile differences.
Develop contingency plans and act promptly and effectively when closing
problems arise. Recognize customers for loyalty and/or accept Identify and
secure business to fit the yield strategy. Sell to fill need dates. Sell and
upsell hotel services to meet/exceed sales and financial objectives. Capture
all profitable business. Attain/exceed sales goals and profitability.
Directly responsible for achieving production numbers established by booking
goals and outside sales activities. Communicate sales activities with peers
and superiors.

 

* Account Management - Develop and maintain constructive and cooperative
working relationships with customers and others in the course of their event
planning. After securing business, deliver a high level of customer service
with key decision makers, solve customer problems, meet commitments, seek
customer input and anticipate customer needs. As appropriate, meet the
customer at the event, ensure proper event set-up and customer satisfaction.
Take initiative to solve any problems by liaison with other hotel

 

* Administration – Responsible for compilation of required sales reports and
reporting process. Maintain accurate and up-to-date records of all sales and
Complete all required and requested reporting in a timely and accurate
manner. Provide management with accurate information and comply with
corporate policies and procedures as well as government laws and regulations.
Perform special projects and other responsibilities as assigned. Participate
in task forces and committees as requested.

 

QUALIFICATIONS The Company may consider equivalent combination of acceptable
education and experience providing the knowledge, skills and abilities cited
below.

 


EDUCATION AND EXPERIENCE:

A four-year college degree in hospitality management, marketing, business or
related degree or equivalent experience. Two or more years of sales related
experience. Familiarity with hospitality industry practices preferred. Ability
to travel locally and overnight.

 


SKILLS AND ABILITIES:

Possess knowledge of hospitality, business and basic accounting principles and
practices. Effective listening, verbal, written, negotiation and closing skills.
Ability to assess customer needs, understand market dynamics and prepare
presentations/proposals tailored for individual customers. Ability to
meet/exceed expectations for prospecting calls, appointments, presentations,
proposals and closes. Ability to achieve customer satisfaction.

Strong professionalism, diplomacy, selling skills and work habits. Ability to
remain positive, resourceful and improvise while working in a fast-paced
environment, sometimes under pressure. Organizational skills that result in
accurate, timely and thorough work. Ability to compile facts and figures,
analyze information and arrive at logical conclusions and sound business
decisions.

 

Knowledge of and ability to operate a computer, calculator, phone and other
office equipment. Must satisfy and comply with the legal requirements for
employment within the jurisdiction.

 


WORKING CONDITIONS & PHYSICAL EFFORT:

Work is normally performed in an interior environment. Significant local travel
for outside sales calls; may require some travel outside local area. While
performing job duties, the associate speaks, listens, completes documents,
processes requests and operates office equipment such as a telephone,
calculator, computer, copier and fax. Physical requirements include extended
periods of standing and/or walking, bending, reaching, pulling, pushing,
kneeling, and lifting up to 50 pounds. The work involves some exposure to
extreme temperatures, chemicals, dirt, fumes, smoke, unpleasant odors, and/or
loud noises. The exposure to hazards or physical risks requires following basic
safety precautions and use of applicable protective equipment. The job requires
close vision with or without corrective lenses. This position is required to
operate a motor vehicle.