Description:
Managing Sales Activities
- Responds in a timely manner to incoming group/catering opportunities that are within predefined parameters.
- Provides temporary sales support to various teams within the sales office.
- Refers opportunities to appropriate sales associate if business is outside these parameters.
- Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and how to sell against them.
- Verifies that business booked is within hotel parameters.
- Closes the best opportunities for each property based on market conditions and individual property needs.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
- Transfers accurate, complete, and timely information to property in accordance with brand standards.
- Up-sells each business opportunity to maximize revenue for individual properties.
- Understands and utilizes company marketing initiative/incentives to close on business.
- Follows up on opportunities uncovered bySales Executives.
- Implements process improvements and best practices.
- Leverages other Sales Office resources and administrative/support staff to achieve personal and team related revenue goals.
- Creates clear expectations for customers and properties throughout the sales process.
- Achieves outbound calling and monitors customer satisfaction.
- Solicits potential new accounts or business opportunities
- Re-solicits non-managed realized opportunities
- Presents market hotel benefits and features based on customer needs.
- Utilizes negotiation skills and creative selling abilities to uncover new business.
- Creates and maintains complete and up-to-date lead information on each account in SFAWeb|CI/TY to verify accurate reporting.
- Processes all leads and responds to customer inquiries in a timely manner.
- Qualifies and maintains customer’s long-term business potential and refers customers to market, field, property or national sales office, as required.
- Creates accurate and timely lead turnover to Area Sales and/or the Sales Office teams.
- Understands and utilizes company marketing initiative/incentives to convert cold leads to warn leads.
- Manages outbound lead merchandising along with associated booking fee.
- Solicits and processes all leads that come from non-deployed reader board accounts
- Responds in a timely manner to all incoming business transient opportunities that are within predefined parameters.
- Qualifies each account for group, catering and extended stay potential and refer opportunities to appropriate sales channel for follow up.
- Works collaboratively with Revenue Management to analyze business needs, makes recommendations and establishes guidelines when appropriate to extend (Business Travel) BT rates.
- Manages group room blocks and meeting space, produces Banquet Event Orders, orders food, and actualizes groups.
- Turns over event to the on-property operations team for the execution of details.
- Up sell products and services throughout the pre-event phase.
- Serves a utility function to account for staffing changes resulting from turnover, leaves of absence, or call volume/demand changes.
- Covers roles in opportunity management, business development or event planning as necessary.
- Performs other duties, as assigned, to meet business needs.