Sr. Sales Manager
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Key skills for this role
About the Role
Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential. Manages group/catering opportuniti.
Key Skills for This Role
Responsibilities
- Proactively solicit and manage large group/catering opportunities with significant revenue potential
- Actively up sell each business opportunity to maximize revenue
- Achieve personal and team related revenue goals
- Verify business is turned over properly for service delivery
- Drive customer loyalty by delivering service excellence
- Identify, qualify, and solicit new group/catering business
- Develop effective group/catering sales plans and actions
- Design, develop, and sell creative catered events
- Understand market competitors, economic trends, supply and demand
- Conduct site inspections and create contracts
Requirements
- Experience in proactive solicitation and managing large group/catering accounts
- Proven ability to achieve revenue goals
- Strong negotiation and creative selling skills
- Excellent customer service skills
- Ability to build relationships with existing and new customers
Full Job Posting
Job Summary
- Responsible for proactively soliciting and managing large group/catering related opportunities with significant revenue potential.
- Manages group/catering opportunities not handled by an Event Booking Center (EBC).
- Actively up sells each business opportunity to maximize revenue opportunity.
- Achieves personal and team related revenue goals.
- Verifies business is turned over properly and in a timely fashion for proper service delivery.
- Responsible for driving customer/guest loyalty by delivering service excellence throughout each customer/guest experience.
Core Work Activities Understanding Market Opportunities & Driving Revenue
- Targets group/catering accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
- Partners with group/catering counterpart to effectively manage the business opportunity.
- Responds to incoming group/catering opportunities for the property that are outside parameters of the EBC.
- Handles all opportunities if property does not participate in an EBC.
- Identifies, qualifies and solicits new group/catering business to achieve personal and each property's revenue goals.
- Focuses efforts on group/catering accounts with significant potential sales revenue.
- Develops effective group/catering sales plans and actions.
- Designs, develops and sells creative catered events.
- Maximizes revenue by upselling packages and creative food and beverage.
- Understands the overall market competitors strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
- Closes the best opportunities for each property based on market conditions and individual property needs.
- Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
Providing Exceptional Customer Service
- Handles complex business with significant revenue potential as well as significant customer expectations.
- Builds and strengthens relationships with existing and new customers to enable future bookings.
- Activities include sales calls, entertainment, FAM trips, trade shows, etc.
- Develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
- Supports brand's Service and Relationship Strategy, driving customer loyalty by delivering service excellence throughout each customer experience.
- Provides excellent customer service in order to grow share of the account.
- Executes brand's Customer Service Standards and property's Brand Standards.
- Executes and supports the business Customer Service Standards and property's Brand Standards.
- Participates in and practices daily service basics of the brand.
- Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
- Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the property and brand.
- Gains understanding of the property's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.
Building Successful Relationships
- Works collaboratively with off property sales channels (e.g., Market Sales, Strategic Accounts) to ensure sales efforts are coordinated, complementary and not duplicative.
- Manages and develops relationships with key internal and external stakeholders.
- Uses sales resources and administrative/support staff.
Additional Responsibilities
- Utilizes intranet for resources and information.
- Conducts site inspections.
- Creates contracts as required.
- Executes and supports the operational aspects of business booked (e.g., generating proposal, writing contract, customer correspondence).
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