Prospecting Sales Manager

Identify and target companies, family offices and direct consumers that will generate business on behalf of hotels but not conflict with WSO efforts.

Negotiate, draft, generate proposals, contracts and addendums that ensure both resorts budget and revenue targets are achieved.

Utilize various prospecting resources to solicit and secure business on behalf of hotels.

Follow up on all business inquiries and leads and qualify business to generate room nights. 

Co-create and execute plans for new business development to ensure maximum revenue and budgeted targets are achieved for both properties. 

Achieve monthly, quarterly and annual goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined.

Assist Director of Sales in the development of new programs and sales campaigns in an effort to obtain additional sales from the various market niches.

Assist Director of Sales with the implementation, follow-through and updating of the quarterly action plans.

Explores new ways to increase revenue.

Treat active selling, solicitation and business development as top priority.

Protect the Golden-Selling Hours for both properties. Allocate time and resources as appropriate for account potential.

Schedule activities effectively, meet deadlines and cover both hotel´s internal meetings and events assigned.

Handle and organize sales calls and trips in a cost and time-efficient manner and within compliance of established budgets. 

Plan activities in advance. Ability to coordinate special events, promotions and other required management duties as assigned.

Secures proper handover to another Sales Manager buddy partner while traveling and/or vacation periods.

Complete weekly prospecting calls to solicit new and untapped business leads.

Attend assigned meetings, webinars and conference calls on time (5 mins prior to starting time).

Vacations and any time off must be authorized by both resorts through Director of Sales.

Participate in local group/meetings organizations as needed for job.

Identify, select and participate in local organization that will garner positive exposure for hotel, increase network of potential clients, and generate new business opportunities.

Ideally, manager will have an opportunity to serve on a committee or board to demonstrate leadership within the community.

Maintain thorough and complete product knowledge of Resorts and in-depth understanding of both comp sets’ Features/Advantages/Benefits.

Perform customer site inspections to uncover needs and present solutions that will maximize booking opportunity and create strong customer relationships.

Create VIP, Site Inspection alerts, etc in a timely manner… identifying and communicating traveller’s needs and acting as liaison to ensure all operational and marketing aspects of their stay are met. Involve as many PC Members and/or Department Heads to greet clients and provide answers to questions/concerns during their visit.

Understand and utilize the sales tools the company provides and to follow and support all sales and marketing MOS. Ability to sell all hotel products and services.

Write clear and effective sales correspondence.

Provides error-free proposals, contracts and addendum to clients.

Make a strong and positive impression on clients in individual and group setting.

Contact customers in-house to promote good will and foster additional business or repeat business to property or sister property.

Develop and utilize sales skills in all sales interactions.

Cross-sell with leisure, catering and group managers and team-sell also where appropriate.

Meet deadlines to present Market Budget and Marketing Plan for the following year with action plans, ROI and expenses.

Responds to complaints from customers and give after-sales support when requested.

Will keep updated information in Golden Sales & Catering presenting rates and concessions per resort and reasons why clients book one resort or another when competing for the same piece of business.

Establish and maintain strong Golden Sales & Catering maintenance including account creation, account traces, contact information, client email lists, back ups, bookings, due dates, meeting space, etc. in accordance with Four Seasons standards.

Participate in sales meetings, pipeline meetings and leadership meetings as required by both properties.

Proactive and prepared for Yield and Forecast Meetings when assigned.

Respond and maintain effective correspondence with all potential and existing clients. 

Follow up on all pending and currently booked business details.

Produce monthly sales recaps of market achievement based upon marketing plan objectives.

Produce weekly sales reports on time, even while on business trips.

Produce and execute quarterly and annual action plans. 

Participation and contribution to annual Marketing Plan including proposing and managing territory sales expenses and travel budgets.

Initiates booking feedback as needed with both DOS, DOMs and GMs during the sales process up to and including contract.

Produce own expense report collecting all necessary back ups based on cross charging procedures requested by Finance Department.

Produce, plan, coordinate and execute Site Inspections and Fam Trips.

Provides all the necessary information to Sales Coordinators while supporting drafting proposals (only when Sales Manager is on business trips), Site Impressions alerts, Room bookings, Agendas, etc..Contracts, Addendums or any other Financial/Legal document can not be assigned to Sales Coordinators.

Track and follow up signed agreements

Utilize work day in an organized way, professional and planned to cover office´s logistics.

Varies but approximately 30%

Have a strong attention to detail, monitor quality and be service oriented.

Demonstrate strong analytical abilities and effective problem-solving skills.

Be proactive in executing plans and initiatives.

Be adaptable and maintain composure during stressful situations.

Receive and provide constructive criticism effectively.

Respond appropriately to hotel safety or emergency situations.

Keep supervisors informed of any potential issues to enable timely corrective actions.

Perform all tasks assigned by hotel management and staff.

Support other Sales Managers during their absence by managing their accounts and follow-ups.

Develop and apply strong business insights to enhance operations.

Work as an effective team member and provide assistance across both hotels as needed.

Communicate industry trends and market data to better understand the marketplace and business environment.

Luxury hotel Sales minimum of 3 years. Proven sales track record required

College Degree – 4 years, or equivalent experience

Reading, writing and oral proficiency in the required language(s). Good personal & professional references.

Working computer skills and knowledge including but not limited to Excel, Word, PowerPoint, Golden Sales & Catering, Ideas, Internet, Opera