The Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues. The Sales Manager is responsible for an increase in transient room revenue by increasing production of existing accounts. He/she is also responsible for month-end reporting and tracking of account production.
Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
Meet or exceed set goals.
Operate the Sales Department within established sales expense budget.
Participate in required M.O.D. and Saturday office coverage as scheduled.
Initiate and follow up on leads.
Maintain and participate in an active sales solicitation program.
Monitor production of all top accounts and evaluate trends within your market.
Regularly contact existing accounts based on the tracing frequencies of the account coverage requirements.
Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing.
Identify knowledge gaps within the team and develop plans for filling them
Ensure that company quotas are met by holding daily check-ins with sales team to set objectives and monitor progress.
Create and execute a strategic sales plan that expands our customer base and extends the company's global reach
Meet with potential clients and grow long-lasting relationships that address their needs
Invite clients to the hotel for entertainment, lunches, tours and site inspections.
Assist in implementing special promotions relating to direct sales segments.
Assist in the preparation of required reports in a timely manner.
Be familiar with all Wyndham sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.
Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
Meet and greet onsite contacts.
Develop networking opportunities through active participation in community and professional associations, activities and events.
Review meeting planner evaluations with the Director of Sales & Marketing to ensure that issues receive follow-up.
Entertain clients.
Handle inquiries.
Conduct research on client room nights/revenue performance, prepare account performance reports quarterly and annually, conduct semi-annual account review meetings with account representatives.
Prospect for new transient business. Track all transient leads (lost and turndown). Participate in transient, group and catering lead referral.
Develop and implement specific account marketing plans for appropriate accounts. Monitor production compliance.
Maintain regular communication with all special corporate/preferred corporate accounts and send quarterly production reports to all clients. Communication to be property defined may include newsletters, client receptions/recognition functions, etc.
Respond to customer inquiries and request for pricing
Maintain in-depth files on all accounts; via hard files and/or automated account management system
Assist in updating Brand national Transient database, if applicable. Coordinate local transient sales initiative and activities with Brand National Transient Sales for national and regional transient accounts, if applicable.
Participate in trade shows, community & professional organizations to maintain high visibility.