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Aparium Hotel Group · 6 hours ago

Sales Manager

Des Moines Metro

Full-time

Onsite

Mid Level

4+ years exp

Aparium Hotel Group is seeking a Sales Manager who will report to the Director of Sales. This role involves driving market share and revenue performance through proactive sales efforts, networking, and managing client relationships to achieve the hotel's revenue goals.

HospitalityTravel

Responsibilities

The Sales Manager is combination salesperson that will focus on Corporate Group and Entertainment markets who has demonstrated through performance a thorough understanding and competence in sales, account management functions, the hotel/travel industry, and life of events/group bookings

Fully develop the above-mentioned market segment to achieve monthly room night and revenue goals, develop and implement sales action plans, and achieve monthly activities targets, maintain positive interdepartmental communications and to complete special projects as assigned by the Director of Sales

Business development of potential new accounts through proactive sales calls, connecting with guests and planners in the pre-arrival stage, in person and/or virtual presentations, monthly/quarterly account reviews, and continual interaction with booking agents & account managers, not solely with decision makers but with decision influencers as well

Existing account management & maintenance, including regular contact with existing accounts, optimizing opportunities and monitoring overall account production for all segments

Creatively engage the entertainment community, travel agent & travel manager community and corporate offices and divisions to ensure the property is front-of-mind, targeting optimal visibility placements, and active engagement

Identify new accounts for the hotel by navigating and analyzing the business intelligence available and action accordingly. This includes but is not limited to, Arrival Reports, Business Journal Reviews, Google Alerts, Knowland and Hotelligence/Kalibri Labs deep dives

Understand the Competitive set- competitors’ strengths and weaknesses, economic trends, supply, and demand etc. and know how to sell against them and shift share

Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies to ensure hotel is optimally positioned to drive results

Invite clients to the hotel for entertainment, lunches, FAM Trips tours, site inspections or participation in Lifestyle events

Be familiar with all Aparium sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR)

Develop networking opportunities through active participation in community and professional associations, trade shows, activities, and events for sales opportunities

Provide excellent customer sales service to grow share of accounts, upsell and maximize revenue from confirmed bookings

Handle account details so that all pertinent aspects of solicitation and closing are complete and documented and coordinate various departments' participation in servicing accounts/bookings

Reinforce the company's Art + Science ideologies to ensure the experiences of trans local hospitality, intuitive service, and collaboration are implemented and modeled by yourself and every leader of the hotel

Uphold and role model the company’s principles of People, Place, and Character; and ensure you are modeling the way of our values that drive collaboration, intuition, and trans local hospitality

Leading the proactive sales efforts through mining and uncovering sales leads, prospecting off competitor data and market insights

Entertaining and touring clients at Surety Hotel to develop and foster mutually beneficial relationships

Responsible for the day-to-day sales efforts, including contracting new group/event bookings, monitoring, and working existing accounts and validating the bookings and potential of each

Responsible for accurate data entry of all accounts and bookings into Delphi FDC, logging activities, and responsible for tracking/auditing the final production for all bookings

Work with your DOS and Director of Revenue to identify and understand seasonality, demand periods (high and low) and how the group rate strategy fits into the overall hotel’s strategy for driving revenue

Analysis and ongoing review of competitors accounts and pricing strategies and adjust accordingly to ensure RevPAR penetration and market leadership are met or exceeded

Demonstrates a high degree of drive and determination and the willingness to complete tasks and projects as assigned by the Director of Sales or Aparium team

Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and clients

Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of Sales goals and budgets

Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation

Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentiality

Qualification

Sales managementAccount managementMarket analysisHospitality industry knowledgeGDSPMS systemsNetworking skillsCustomer serviceInterpersonal skillsCommunication skillsTeam collaboration

Required

Minimum of four (4) years' experience in sales

Must possess computer skills and detailed knowledge of various programs, including but not limited to a thorough knowledge of Sales systems, GDS and PMS systems

Adaptable interpersonal skills to communication and address all employee levels of the hotel

Professional proficiency of the English language in reading, writing and verbal communication