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Regency Hotel Management · 3 weeks ago

Group & Event Sales Manager - Hocking Hills Lodge & Conference Center

Logan, OH, 43138, US

Full-time

Onsite

Entry, Mid Level

$40K/yr - $50K/yr

2+ years exp

Regency Hotel Management is seeking an experienced Group & Event Sales Manager for Hocking Hills Lodge and Conference Center. The role involves maximizing sales opportunities and profitability by selling and booking hotel rooms and event space while overseeing new and existing accounts in the corporate and convention market segments.

Asset ManagementHospitalityHotelMarketingSales

Responsibilities

Assist DOS in developing an aggressive and market appropriate on-going sales building plan for the booking of the hotel and conference center, with cooperation and direction from the General Manager

Help design, complete, prepare and participate with follow-up action steps for sales calls in designated market segments, in cooperation with the overall Sales Department mission

Generate revenues and make a positive impact on the hotels’ gross operating profit and customer satisfaction/service standards

Participate and assist with contracts and booking details for business conference or association groups and events needing function space and sleeping rooms. Refer food and beverage arrangements to Catering Director

Actively participate in greeting and other guest relations work in a hands-on manner for the property’s business conference or association clients when they are having a function or event

Participate in a weekly/monthly property sales meeting process with: Sales Staff Hotel General Manager Catering Director Department staff management meetings

Create and maintain a positive work environment through team building and serve as a role model for staff in terms of: Professionalism Attitude Respect Communication Appearance Conduct Cooperation Trust

Uphold and abide by the policies in the Associate Handbook for your position. Follow these policies, rules and regulations for the safe and effective overall operation. Teach and enforce all existing and new policies and procedures. Must have commitment to company values

Maintain a hands-on, positive and inspirational coaching approach to working with and supporting your supervisors and associates. Be a good role model and actively seek coaching opportunities to help maintain a positive work environment. Maintain this environment through team building. Be proactive to assure your property has a “harassment free” work environment. Report harassing behavior immediately

Maintain a positive approach to working with associates to include coaching and counseling. Offer praise for those times when someone is doing the right thing and immediately correct when improvement is necessary

Maintains a 45 hour average annual workweek. Work schedule prescribed by the DOS. Work overtime as requested and approved

Report hotel and conference center sales directly to the DOS

You are one of the main community ambassadors for the property in many instances. You are one of the top liaisons for the conference and association guests and their events. Participate in top VIP conference and association events to make initial contact with the guest representative(s)

Participate in aggressive and targeted solicitation of business focusing on selling rooms, food and beverage through outside, personal, telephone and correspondence calls

Assist and support floor operations, or kitchen food plating, for top VIP conference and association events, as requested by the DOS. Support with a “Hands-On” approach and lead by example

Participate in and attend activities in area service and civic groups. Network and build relationships with key community contacts and organizations

Professionally represent the hotel and property when interacting with guests from the community and industry organizations

Maintain a high level of professional standards when working with clients, hotel guests, and fellow employees

Expected to do monthly travel, or as necessary. Attend travel/trade shows, convention bids and meetings

Meet and exceed customer and team member expectations by providing Regency Hospitality Culture service

Communicate effectively with customers, co-workers, and supervisors

Coordinate activities related to booked business with various departments

Communicate client requests to all departments in an effective and timely manner

Help catering team reach sales goals by developing and implementing sales strategies

Prepare proposals for clients. Outline details of proposed functions and coordinate preparation of estimates with other food and beverage departments

Facilitate execution of function by providing specifications to responsible departments

Participate in problem solving with other departments related to booked business. This may be regarding space conflicts, threatened cancellations and compromises between customer needs and hotel facilities

Attend requested pre and post conference meetings with Catering Director and client. Attend meetings relating to the top property businesses or association clients. Participate and assist with in-house guest sales presentations, property tours and customer meetings

When requested, prepare for and participate in monthly meeting with CVB. Discuss new leads generated, up-coming bids and ideas for securing the business, booked business since month prior, pending business and cancellations

Meet regularly with the DOS and REVPAR team. Plan and implement sales, rate strategies and activities

Organize and/or attend scheduled sales department meetings, hotel department manager meetings, and related meetings, as requested by DOS. Work with sales staff and hotel management team on promotional programs, hotel marketing plan, budgeting, advertising campaigns and special projects, as assigned

Set weekly/monthly goals and work agendas. Share weekly with DOS

Help maintain safe working conditions within department and hotel

Solicit and sell guest rooms, food & beverage services and any additional hotel services to existing and new corporate, group and transient customers

Generate correspondence, contracts and requested information in a timely manner. Return customer inquiries and calls promptly

With the DOS, develop and implement a plan to solicit new and existing accounts to meet/exceed revenue goals for both. Focus sale efforts on outside sales, sales blitzes, sales presentations, telephone, mail and email solicitation and communication. Utilize social media and property websites to help accomplish revenue goals

Help DOS lead the solicitation and direct sales efforts, of the sales and catering staff, through effective oral and written communication. Oversee rate, date and space commitments for group room sales within the hotel

Assist DOS develop rates and group sales deployment strategies through review of competitive data, demand analysis and market mix management

Help DOS maximize revenue for the property by directing, managing and ensuring that room revenue is maximized in group and transient sales activities

Assist DOS actively maintain, review and update the hotel’s account management/customer relationship booking system (hSP) with account/customer information, tentative/confirmed bookings and room blocks. Update and maintain an active sales trace system in (hSP) database

Actively seek out, establish and cultivate social and business relationships with potential or current clients, Chamber members and top business and community leaders in the local and regional market. Attend related meetings and social events. Research potential clients’ special needs/requirements to provide first-class service, accommodations and experience to exceed guest expectations

Invite prospective and existing clients to the hotel for site and FAM tours. Keep customers updated of on-going renovations and property enhancements

Develop and conduct persuasive verbal sales presentations to prospective clients. Internally promote property and company programs

Meet assigned market segments, budgeted sales and profit margin by soliciting, selling and confirming business as required. Achieve budgeted goals and develop strategies/programs to promote growth within assigned market segments

Develop data and recommend program to meet clients’ needs. Prepare proposals with the DOS that are geared to maximize profit while satisfying client needs

Solicit files on a timely basis to confirm business

Contact in-house customers to foster additional business, repeat bookings, and/or referrals to other properties

Ensure maximum occupancy on a daily basis. Perform follow-up on progress of groups booked with front office

Help create and implement an approved VIP program for clients

Focus on PURE SELLING. Maintain an active sales management system with a targeted goal of 30 qualified personal, telephone and correspondence sales calls per week, via Sales Revolution and rebooking/inquiry conversion. Quality is as important as quantity. ACTIVE AND CONTINUED PROSPECTING PRODUCES RESULTS

Adhere to the selling basics: Know your product. Know your competition. Know your prospect. Retain loyal client base. People buy from people. Each action step should have an objective. Find out wants and needs. Features and Benefits. Plan approach - structured sales effort. Closing - Always ask for the business!

Qualification

SalesMarketingCatering softwareHotel front desk POSAdvertising knowledgeInterpersonal skillsOrganizational skillsTeam buildingCustomer serviceGoal settingEnglish communication

Required

High School Diploma or GED required

2-5 years of sales and marketing experience required

State requirements for licenses or certificates

Ability to use computer for daily work

Strong knowledge of spreadsheets, word processing, advertising and photo software

Possess working knowledge of catering software and hotel front desk POS systems

Communicate effectively with staff and guests, verbally and in writing

Establish and maintain effective working relationships with employees and customers

Possess strong interpersonal, sales and marketing experience and skill

Demonstrate organizational, planning and goal setting skills

Possess extensive demographic knowledge of region, state, city hotel and conference center competitive market

Possess extensive knowledge and skill working with marketing and advertising mediums: print, TV, radio, and social media

Knowledge of food and beverage menus, presentation of food and beverage items, food delivery, guest service and room setup helpful

Follow written and verbal instructions

Act independently with minimal supervision

Good driving record and able to drive a car for travel

Thorough knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, labor relations, and corporate and property-specific policies

Exert well-paced ability to maneuver between functions occurring simultaneously

Exert well-paced ability to reach other departments of the hotel on a timely basis

Occasionally lift up to 25 lbs

Sit at keyboard during long periods of time

Climb steps in hotels that do not provide elevators

Travel by car frequently

Business casual attire is required

Maintain a neat, clean and well-groomed appearance