Senior Sales Manager - Princeton Westin

Job Description

Position Summary:
The Senior Sales Manager works to maximize sales occupancy and rates in conjunction with
hotel operations, to increase profits by increasing room sales and generating business through
aggressive sales efforts. The Senior Sales Manager is a leader amongst the sales team and
provides daily support to the Sales Managers. The Senior Sales Manager also provides support
to the Director of Sales Marketing in the development of the strategic plan to drive revenue
results.
The Senior Sales Manager reports directly to the Director of Sales Marketing
Core Responsibilities:
•Conduct a successful, aggressive solicitation process involving outside sales calls, inside
appointments, telephone calls, email, personalized letters, video sales and virtual tours. As a
proactive Sales Manager, 80% (eighty) of the time should be sent in active sales solicitation.
•Provide daily support to the Sales Managers with assistance in account development,
activities, sales calls, site visits and business evaluation.
•Assist the Director of Sales in creating a realistic, and aggressive, annual marketing plan.
Update your portion of this plan on a monthly basis to ensure it is up to date and changes with
market conditions.
•Quarterly Action Plan to be created each quarter that ties into the annual marketing plan
and market conditions. This includes developing sales strategies and timelines for your market
segments.
•Send proposals on all leads which fit the profile of the property and actively follow
through to convert from proposal to definite status. Proposals should be sent to clients
immediately upon holding space.
•Clearly outline on the client's room block requirements, suite/upgrade requirements,
meeting space requirements, budget information, decision maker/process and client's hot
buttons.
•Obtain, document and route all necessary information on definite groups, including
billing information, credit application, rooming list and VIP arrangements. Details on meeting
arrangements, menus, audio-visual arrangements, etc. should be documented and passed on to
the catering manager for follow up.
•
•Forecast your group production on a weekly basis and provide to your Director of Sales
to ensure a property forecast can be created.
•Participate in Group Pick Up meetings as needed. Provide feedback to Group Housing
Manager on any of your group changes including number of rooms needed and cut off dates.
•Achieve all assigned KPI's. Including sales solicitation goals, bookings, lead response
times and group pace.
•Participate in weekly revenue calls as requested, bringing your group forecast to the call.
Be able to talk through your current sales pipeline for any leads that will convert so the team can
talk through transient rate strategy for that timeframe.
•Make Director of Sales aware of any group offers/e-blasts that need to be created for your
market segments.
•Submit expense reports on a weekly basis to your Director of Sales Marketing
•Prepare any sales reporting needed by management or ownership.
•Maintain total and complete sensitivity to customer satisfaction and guest's needs.
•Assist the Director of Sales on special projects as assigned.
Knowledge, Skills Competencies:
•A minimum of 3 years as a high performing Sales Manager within Remington or 5+
years with related sales experience
•Strong business communication and presentation skills, both verbal and written.
•Talk and listen to clients, demonstrating excellent sales skills by knowing and selling the
hotel in a professional and courtesy manner.
•Demonstrate proven creative thinking to win the business.
•High work ethic and self-initiative
•Strong computer skills in Microsoft Suite products and sales systems.
•Some travel may be required
•Adheres to proper attendance guidelines as established by employee handbook and
property Director of Sales/General Manager.
•May be required to work varying schedules to reflect the business needs to the property.
•Must possess basic computational ability
•Focus and maintain attention to tasks, and complete work assignments on time, despite
frequent interruptions.
•Ability to maintain excellent relationships with staff, managers, corporate staff and
ownership.
•Must maintain staff guest confidentiality at all times.
•Ability to lead departmental meetings and participate in/lead hotel team meetings.
Physical Requirements:
•Sit, stand and walk for varying lengths of time.
•Lift approximately twenty (20) pounds.
•Grasping, writing, standing, sitting, walking, repetitive motions, pulling, pushing,
listening and hearing ability, and visual ability.
•Must have finger dexterity to be able to operate office equipment such as computers,
printers, multi-line phone, filing cabinets, photocopiers, scanner, and other office equipment as
needed.
This job description is not an exhaustive list of all job functions that are required of an employee
in this position. Therefore, other duties may be asked of an employee in this position from time
to time.

Location Description

201 Village Blvd, Princeton, New Jersey 08540

From location to accommodation, all of the elements come together perfectly at The Westin Princeton at Forrestal Village. Enviably located near the campus of Princeton University in quaint Forrestal Village, our hotel offers guests an inspired vantage point to explore the area. Discover the charming shops and restaurants of Palmer Square or make your way to nearby points of interest like Rider University and Trenton, New Jersey.

Requirements

Conduct a successful, aggressive solicitation process involving outside sales calls, inside
appointments, telephone calls, email, personalized letters, video sales and virtual tours. As a
proactive Sales Manager, 80% (eighty) of the time should be sent in active sales solicitation.
•Provide daily support to the Sales Managers with assistance in account development,
activities, sales calls, site visits and business evaluation.
•Assist the Director of Sales in creating a realistic, and aggressive, annual marketing plan.
Update your portion of this plan on a monthly basis to ensure it is up to date and changes with
market conditions.
•Quarterly Action Plan to be created each quarter that ties into the annual marketing plan
and market conditions. This includes developing sales strategies and timelines for your market
segments.
•Send proposals on all leads which fit the profile of the property and actively follow
through to convert from proposal to definite status. Proposals should be sent to clients
immediately upon holding space.
•Clearly outline on the client's room block requirements, suite/upgrade requirements,
meeting space requirements, budget information, decision maker/process and client's hot
buttons.
•Obtain, document and route all necessary information on definite groups, including
billing information, credit application, rooming list and VIP arrangements. Details on meeting
arrangements, menus, audio-visual arrangements, etc. should be documented and passed on to
the catering manager for follow up.
•
•Forecast your group production on a weekly basis and provide to your Director of Sales
to ensure a property forecast can be created.
•Participate in Group Pick Up meetings as needed. Provide feedback to Group Housing
Manager on any of your group changes including number of rooms needed and cut off dates.
•Achieve all assigned KPI's. Including sales solicitation goals, bookings, lead response
times and group pace.
•Participate in weekly revenue calls as requested, bringing your group forecast to the call.
Be able to talk through your current sales pipeline for any leads that will convert so the team can
talk through transient rate strategy for that timeframe.
•Make Director of Sales aware of any group offers/e-blasts that need to be created for your
market segments.
•Submit expense reports on a weekly basis to your Director of Sales Marketing
•Prepare any sales reporting needed by management or ownership.
•Maintain total and complete sensitivity to customer satisfaction and guest's needs.
•Assist the Director of Sales on special projects as assigned.
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