Sales Manager - Four Points by Sheraton, Scotts Valley & Fairfield by Marriott, Santa Cruz

General Responsibilities:

• Conduct and continuously update local market research.
• Sell incremental room nights for assigned properties.
• Develop and execute each hotel’s marketing plan.
• Achieve and exceed the revenue targets for the assigned properties.
• Assess the market potential and develop new business opportunities while at the same time increasing revenues from existing customers.
• Conduct and enhance public and community relations.
• Sell Meeting Room and Board Rooms
• Sell Group rooms and/or Meeting space
• Catering organization

Primary Functions:

Revenue:

• Sales & Marketing: Prepare and implement the hotel’s annual sales and marking plan, make sales calls to key accounts and potential clients, and capitalize on all revenue opportunities.
• Financial: Aggressively pursue revenue goals and effectively utilize yield management and revenue maximization tools.

Community Involvement:

• Ensure good standing in the community by developing and maintaining relationships with Chamber of Commerce, Convention and Visitors Bureau, other hotels, local schools, local government and other community and civic organizations.

Quality:

• Guest Service: Work closely with the Front Office and Housekeeping staff to ensure that the hotel meets/exceeds Lotus Management, Inc.’s and brand standards for guest satisfaction.

Leadership:

• Leading: Motivate, coach and train team members, set goals and hotel team members accountable, and provide feedback, rewards and recognition as described in policies and procedures.
• Work Ethic: Demonstrate a high level of integrity, take ownership of personal and team actions, communicate effectively, promote collaboration, nurture a collaboration, nurture a positive, professional work environment, and adhere to Lotus Management, Inc.’s standard operating procedures.

Specific Responsibilities:

• Send a daily end of the day activity and an accomplishment email to General Manager and a copy to the Director of Operations.
• Achieve revenue and RevPar targets for all business segments.
• Establish monthly sales forecasts. Keep the General Manager and Corporate appraised of the status of these forecasts to ensure that the property has a steady stream of business through the year.
• Develop and execute advertising programs within the GM guidelines and the approved budgets.
• Leverage cross sell opportunities amongst all Lotus Management, Inc. properties.
• Maintain a high visibility in the surrounding communities.
• Maintain efficient sales office procedures for productive use of staff time and insure the maintenance of accurate and updated account files and follow up procedures.
• Ensure all sales leads are followed up.
• Assist in the development and recommendation of rate strategies.
• Ensure compliance to the sales and marketing bonus plan.
• Maintain history trend analysis for the property.
• Ensure the prompt and systematic servicing of all business accounts.
• Identify and analyze competition, both locally and regionally.
• Attend Chamber of Commerce monthly meeting, and other pertinent community activities.
• Develop strategic relationships with third party providers.
• Ensure that the web and third party electronic distribution channels are continuously reviewed, researched and updated for maximum hotel exposure and maximum room night generation.
• Attend relevant trade shows and events to promote the assigned properties.
• Provide sales call reports to the General Manager and the Director of Operations as required by the standard operating procedures of Lotus Management, Inc.

Requirements:

• Minimum high school diploma. Higher level education preferred.
• 3 years’ sales experience in the Hospitality industry with a minimum of 1 year at the supervisory level

Optimum Attributes:

• Excellent communications skills.
• Well groomed and professional appearance.
• Willing to take responsibility and accountability.
• Willing to work on weekends and holidays if required.
• Consistent and congruent.
• Pleasant personality.

Performance Standards:

Performance shall be measured by budgeted RevPar, MSI Index, and Overall Satisfaction Index (GSI). For the follows:

• RevPAR
• MSI Index
• OSI