Senior Sales Manager

This position is responsible for generating new business and maintaining existing clients/corporate accounts.  Uses sales skills to drive revenue, maximize profit and ensure quality. Effective management of assigned staff to ensure achievement of overall financial results, guest satisfaction and positive employee relations. 

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  Integrity

  
  


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  Respect

  
  


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  Quality

  
  


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  Communities

  
  


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  Continuous Improvement

  
  


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  Objective Financial Results

  
  


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  Communication

  
  


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  Strategic Focus

  
  


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  Problem Solving

  
  


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  Business Acumen/Technical Proficiency

  
  


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  Priority Setting

  
  


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  People Management & Development

  
  

Education:  High school diploma or GED required. College degree or equivalent experience preferred. 

Experience/Knowledge/Skills/Abilities: 3+ years of sales experience required, preferably in a hotel setting. Previous experience managing direct reports preferred.  Must be detail oriented, have ability to communicate well with all levels within and outside the organization, and be able to problem-solve with employees and guests.  Must be able to manage multiple priorities in a fast-paced environment. Must have a valid driver's license.

Physical Requirements:  Ability to lift, push, and pull up to 20 pounds on an occasional basis.

1. Sales:  Accountable for achieving business revenue goals and established goals.  Solicit and prospect new and existing accounts while developing and maintaining excellent client relationships.  Responsible for selling/coordinating/detailing meeting space and food and beverage service at applicable hotels. Develop and deliver account strategy relating to overall hotel performance.


2. Revenue Optimization:  Responsible for effectively managing revenue by utilizing market industry data and knowledge to secure appropriate business to maximize hotel profitability. Works on pricing and mix of business. Has understanding of market fluctuations and trends.


3. People Management:  Responsible for interviewing, hiring, coaching, discipline and development of sales employees.  Evaluates staff performance and takes appropriate corrective action as needed to hold sales employees accountable.  Motivates staff by setting goals, providing ongoing feedback and rewarding/recognizing employees. 


4. Technical Acumen:  Responsible for utilizing sales tools/systems to accurately identify, report, forecast and communicate sales data.  Ensures integrity of sales data by documenting information in Delphi on a daily basis.  Utilizes sales tools such as Hoteligence®, STR® report, reader boards and other market intelligence to drive business.   


5. Guest Service:  Responsible for client satisfaction by ensuring the clients’ needs and concerns are responded to in a courteous and timely manner.  Ensures effective communication of client needs from sales to appropriate operational departments.  Provides follow-up calls and correspondence to clients to encourage repeat business/customer referrals.  Works side by side with sales staff to train and model appropriate guest service standards.  


6. Training: Responsible for ongoing training of all sales employees and ensuring training records are maintained.  Utilizes available resources and adheres to CSM training policies.  Ensures all company, brand, and department specific training requirements are met.      Implements training philosophies and processes.


7. Self/Workload Management:  Responsible for effective self/workload management.  Demonstrates clear written and verbal communication skills.  Promotes collaboration and positive, professional work environment.  Attends all daily, weekly and/or monthly department/hotel meetings to ensure proper communication/planning occurs.Adheres to all CSM Standard Operating Procedures. Must be flexible in work schedule as needed.


8. Safety/Risk Management:  Ensures a clean and safe work environment to maintain standards per CSM, brand, local, state and federal regulations.  Follows all CSM procedures for guest/associate incidents.  Knowledgeable of hotel emergency procedures.