Sales Manager - Hilton - Harrisburg, PA

GENERAL PURPOSE

 

Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach.

 

ESSENTIAL DUTIES/RESPONSIBILITIES

 

Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

 

Direct Sales:  Targeted, results-oriented, high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan.  Must have own reliable transportation and possess a valid state driver’s license in order to make expected outside sales calls.

 

Key Account Management:  Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.

 

New Account Development:  Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business.

 

Acquires referrals from existing accounts:   Follows up on all leads per Hilton / Greenwood standards within 24 hours of receipt in an effort to create new business for the hotel, and, when appropriate, sends leads to other Greenwood hotels.

 

Plans and implements an on-going Targeted Account Development "hit list" in order to create new revenue and acquire valuable hotel contacts, and contracts.

 

Continually targets and prospects for new business through telemarketing, individual creativity and innovation.

 

Yield Management:  Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.

 

Account Service and Management:  Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner.

 

Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction.

 

Develops customer profiles and maintains an effective trace system in the Salesforce/Dephi.fdc sales management tool., including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues.

 

Promptly follows-up on all customer needs in an efficient and expedient manner. Inquiries are to have a response/acknowledgement of no more than 4 hours) 

 

 

Product Knowledge:  Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.

 

Time Management:  Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 90% work time on direct sales efforts. 25% outside solicitation / 50% inside solicitation / 15% Proposal/Contracting / 10% other activities including internal meetings.

 

Professionalism:  Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.

 

Represents themselves, the hotel and Company with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times.

 

Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel.

 

Displays a neat, clean, and business-like appearance at all times.

 

OTHER DUTIES/RESPONSIBILITIES

 

Administration:  Achieves activity goals as established by management and completes all reports and assignments in an accurate and timely fashion.

 

Contributes to the hotel's overall sales effort during planning and strategy phases through research and knowledgeable input.

 

Begins workday no later than 8:30 am. Ending time 5:30 PM or later.  Responsible for scheduled Saturday coverage/MOD assignments.

 

Community/Trade Involvement:  Actively participates in those community and trade organizations that most benefit the hotel's exposure to the community and the hotel's bottom line.

 

Performs other duties as assigned or deemed necessary by management.

 

SUPERVISORY DUTIES - None

 

JOB QUALIFICATIONS

 

Knowledge

 

Requires knowledge of general sales techniques.

 

Requires yield management experience.

 

Requires highly developed customer service skills.

 

Requires ability to hear, speak, read and write English fluently.

 

 

Requires 12th grade level mathematics, spelling and reading skills.

 

Requires effective business writing skills.

 

Skills

 

Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.

 

Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.

 

Abilities

 

Understand and follow verbal/written instructions.

 

Work on more than one task at a time.

 

Develop strong internal and customer relationships.

 

Set and manage priorities and plan activities in advance.

 

Solve problems and make sound business decisions.

 

Respond to coaching, feedback and training.

 

Strong and effective sales skills.

 

Education/Formal Training

 

Minimum of high school diploma or equivalent.

 

Experience

 

Minimum of two years past sales experience preferred.   Prior hospitality experience is a plus.

 

Materials/Equipment Used

 

General office equipment: computer, typewriter, copier, facsimile, telephone, calculator, etc.

 

Environment

 

Office environment, weather exposure when making sales calls.

 

 

            -  Employees are held accountable for all duties of this job  -