Group Sales Manager

AN INSPIRING CAREER AWAITS YOU!

The Kessler Collection is made up of 11 artful hotel and resort properties, 25 restaurants, and over 1,700 Grand Performers across seven states, we continue to grow and so will you! The opportunities are endless. Our mission of inspiring places, intuitive service, and exuberant guests means we are committed to our Grand Performers' learning, development, and well-being.

We believe people want to be inspired!

Our Grand Performers Receive Many Benefits Including:

• Marriott Employee Discounts Worldwide
• Competitive Wage & Discretionary Bonus Program
• Medical, Dental, Vision Insurance
• Company-Sponsored Life Insurance
• Short & Long-Term Disability Insurance
• Pet Insurance
• Tuition Reimbursement Program
• 401(K) with Discretionary Company Matching Contributions
• Employee Assistance Program

JOB SUMMARY

The overall objective and purpose of the Group Sales Manager is to sell Group Rooms and Catering business. The incumbent is responsible for optimizing revenue opportunities for the property and attaining annual budgets. They are to provide inspiring and strategic leadership while directing the activities of the sales department in support of the mission, core values, standards, and goals established by the company.

CORE RESPONSIBILITIES

Primary areas of responsibility include, but are not limited to the following:

• Sell to achieve your pre-determined Sales goal for both rooms and catering on a monthly, quarterly, and yearly basis.
• Complete activities including, but not limited to, telemarketing, prospecting and qualifying potential leads, soliciting viable leads, and preparing and presenting written proposals/contracts and oral presentations.
• Assist in compiling sales forecasts, developing guest room rates, collecting and reporting sales data, and managing the departmental budget.
• Direct maintenance of sales files, accounts, and additional administrative duties.
• Participate in meetings, as needed.
• Utilize Sales resources and systems to include Knowland, Hoovers, Jigsaw, etc.
• Determine, develop and execute action plans against existing and new target accounts to achieve and exceed sales revenue expectations.
• Develop and maintain ongoing relationships with customers, community organizations, and professional associations to maintain visibility and market share. Continually target and prospect new business through individual creativity and innovation.
• Create and implement sales strategies to maximize profits of the hotel while maintaining customer satisfaction.
• Analyze competition, market trends, and customer needs to continually assess the productivity against established goals.
• Strategically evaluate and determine the revenue potential of clients compared to the established goals of the hotel to ensure profitability. Develop a sales strategy by analyzing historical, current, and future hotel/market trends to capture the maximum amount of revenue and meet/exceed individual sales goals.
• Maximize revenue by selling all facets of the hotel.
• Manage account details so all pertinent aspects of solicitation and closing are complete and documented.
• As the primary contact for customers, notify/coordinate customer specifications with other departments and quickly, efficiently respond to customer issues, comments, and problems to ensure a quality experience and enhance future sales prospects.
• Plan and execute sales trips, sales calls, and site visits. Travel locally to conduct outside calls and promote the hotel. Also, travel to attend trade shows, conferences, and industry meetings.

KNOWLEDGE, SKILLS, AND ABILITIES

To perform this role successfully, an individual must have experience achieving desired results in their areas of responsibility. The requirements listed below are representative of observable behaviors and essential knowledge, skill, and abilities required of a successful incumbent.

• Strategic business leader - Works strategically to devise plans in alignment with organizational goals.
• Cultivates engagement - Builds loyalty to the company and not to themselves. Proven ability to host/facilitate effective meetings, motivate teams to produce results with tight timeframes while simultaneously managing several projects.
• Generates alignment - Ensures proper time and effort is spent to build high-level performance and consistency throughout the collection.
• Leads with courage - Provides a culture of accountability.
• Execution of plans - Utilizes our systems, tools, and resources to accomplish results and achieve goals.
• Advanced level of written, verbal, and interpersonal communication skills.
• Ability to prioritize and organize work assignments.
• Ability to work well in stressful, high-pressure situations.
• Knowledge of CI/TY or Delphi, including merging menus, blocking function space, and creating BEOs.
• Knowledge of staffing guidelines/requirements to set up, turn, and break down function spaces.
• Knowledgeable of Top Accounts for the Hotel.
• Ability to create, implement and analyze manual and automated reports.

MINIMUM QUALIFICATIONS

• Bachelor’s degree – required
• 2+ years of relevant work experience in similar scope and title – required
• Previous sales experience – required
• Experience within luxury brand/markets – preferred

SUPERVISORY RESPONSIBILITIES

An inspiring leader selects the best possible candidate for each position, provides structure, direction, feedback, recognition, and accountability; in addition to facilitating team processes, ongoing training, and delegation for the following Grand Performers within the culture and policies.

• No direct reports

WORK ENVIRONMENT

The work environment/conditions described herein are representative of those that an incumbent may experience.

• Must be comfortable working in a shared space, with constant noise, without the use of a private office.
• Must be able to cope with frequent changing priorities and deadlines with a high degree of optimism, professionalism & collaboration.
• Schedules may vary from week to week based on business demands in excess of 40 hours with or without notice.

PHYSICAL DEMANDS

The physical demands described herein are representative of those that must be met by an incumbent to successfully perform the essential functions of this job. *Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions & physical demands of this role.

• While performing the duties of this job, the incumbent is regularly required to move 10lbs on a daily basis.
• Push, pull, and lift up to 50lbs on a weekly basis.
• While performing the duties of this job, the incumbent is regularly required to travel by foot, car, bus, airplane or other means of transportation which require sitting, waiting and standing for long and short periods of time.

The Kessler Collection is proud to be an Equal Employment Opportunity employer. We do not discriminate based upon race, religion, color, national origin, gender (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, or other applicable legally protected characteristics.