Senior Sales Manager

Job Description Summary

The Senior Sales Manager - will provide sales support to the Royal Sonesta Kauai Resort. The Senior Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her specific market segment- Group (specific market TBD). The Senior Sales Manager is also responsible for building and maintaining key customer relationships, identifying new business opportunities, achieving financial goals, and maintaining extensive knowledge of competitive market conditions. The Senior Sales Manager is also responsible for achieving a quarterly/annual sales target as assigned, month-end reporting and tracking of account production.

Job Description

Principle duties and responsibilities (Essential Functions) include:

• Develop new accounts, maintain existing accounts, and implement sales strategies to achieve revenue goals and maximize profits for the hotel while maintaining guest satisfaction. Develop and maintain relationships with key clients in order to produce extended stay room sales. Regularly sell hotel rooms through direct client contact.
• Partner with hotel DOS and Regional Sales Director effectively maximizes RevPar opportunities in the local market.
• Achieve budgeted revenues and personal/team sales goals and maximize profitability within all areas of responsibility. Produce regular reports and sales forecasts.
• Identify operational problems that impact the effectiveness of marketing activities and overall hotel sales performance and work with appropriate department heads on solutions.
• Create and implement hotel-level tactical sales plans that drive measurable incremental occupancy, increase average rates, increase business volume during off-peak periods. Enhance the image of the hotel in the local community.
• Deliver sales activities/performance to ensure actual sales exceed the established revenue plan.
• Analyze current/potential market and sales trends and coordinate all activities to maintain and increase revenue and market share through added business volume and increased rate.
• Participate and attend trade shows, industry events, seminars, meetings, and onsite in person and online training as required by the company.
• Maintain and develop a full working knowledge of the operations of the hotels, 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.
• Initiate and follow up on leads daily, weekly, monthly & quarterly to consistently meet departmental goals.
• Maintain and participate in an active sales solicitation program.
• Coordinate with other hotel-level departments to facilitate services agreed upon by the Sales Office and prospective clients.
• Develop and maintain positive relationships with officials and representatives of local community groups.
• Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.
• Meet or exceed sales solicitation call goals as assigned by the Director of Sales & Marketing.
• Invite clients to the hotel for entertainment, lunches, tours, and site inspections.
• Assist in implementing special promotions relating to direct sales segments, i.e., parties, sales blitzes, etc.
• Effective in handling problems, including anticipating, preventing, identifying, and solving problems as necessary.
• Understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives
• Assist in the preparation of required reports in a timely manner.
• Consistently update, document, and maintain all activities via any required sales reporting tools provided.
• Be familiar with all Sonesta 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. (When on 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.
• Develop networking opportunities through active participation in community and professional associations, activities, and events.

• Maintain regular attendance in compliance with Sonesta Standards, as required by scheduling, which will vary according to the needs of the hotel.
• Comply with Sonesta standards and regulations to encourage safe and efficient hotel operations.
• Ensure uniform, nametag, and personal appearance are clean and professional; maintain confidentiality of proprietary information; protect company assets.
• Display daily professional, courteous, attentive, helpful, and positive attitude towards all guests, fellow employees, and managers.
• Work cohesively with co-workers as part of a team to reach common goals. 
• Perform other job duties as requested by supervisors/managers as other job duties may be assigned as needed.
• Understanding Sonesta’s company and safety policies and maintain compliance with OSHA and the health department requirements.

Work Environment:

• Must be able to work in a fast-paced environment.
• The person in this role works mostly in a customer service environment, with some office time reserved for administrative tasks.

Physical Demands:

• Ability to reach overhead and below the knees, including bending, twisting, pulling, and stooping. Stand, sit, or walk for an extended period. Ability to move over sloping, uneven, or slippery surfaces. Ability to move up and down ladders, stairs, and service ramps.
• Prolonged periods of sitting at a desk and working on a computer.
• Must be able to lift, pull, push, and carry up to 20lbs at a time occasionally.

Expected Hours of Work:

• Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the hotel.
• Must be flexible to work various days and various shifts of the week to include weekends, holidays, days, nights and overnight.
• Regular attendance in conformance with the standards which have been established by the hotel from time to time is essential to the successful performance of this position.
• Ten-to-twelve-hour shifts are sometimes required.

Travel:

• Required to travel as necessary. Being able to travel up to 50% of the time is crucial for this job   Travel by plane or car may be needed depending on the location of client opportunity.   Travel consists of attending sales appointments, meetings, trade shows, FAM trips, supplier functions, company meetings, training functions both in destination and in the territory.

Experience:

• Customer Service – Knowledge of principles and processes for providing customer service. This includes customer needs assessment, meeting quality standards for services and evaluation of customer satisfaction.
• Analytical Skills: the ability to dissect reporting and take appropriate action to increase revenue.  Good grasp of reading reports, understanding data. 
• Ability to interpret financial and operational data into operational plan.
• Excellent communication skills: the ability to write clearly, concisely.  Strong verbal skills – the ability to clearly communicate the benefits of our products with the how/why a customer should work with us.  Strong listening skills – ask the right questions and hear what is important to a customer.
• Learning from Past Experience – Understanding the implications of new information for both current and future problem-solving and decision-making.
• Ability to anticipate work needs and interact professionally to extend customer service with a professional and pleasant personality.
• Ability to perform work without direct supervision and handle multiple projects simultaneously.
• Strong attention to detail, prioritize departmental functions, and the ability to work under pressure while multitasking to meet deadlines.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Experience with Microsoft Office, related computer software programs, and Opera systems preferred.

Qualifications & Education:

• Highschool diploma or GED required.
• At least 4 years of progressive hotel Sales experience; or a 4- year college degree and at least 3 years of related experience; or a 2-year college degree and at least 5 years of hotel Sales experience.
• Hotel customer service related, and prior Sales experience preferred.
• Ability to provide and maintain a valid driver’s license as the position may require the operation of motorized and electric vehicles.

Additional Job Information/Anticipated

Pay Range

$80K-$101K - Base pay offered may vary depending on various factors including but not limited to job related knowledge, skills, and job specific/overall experience.

Benefits

Sonesta recognizes that benefits play a vital role in helping ensure the health and financial security of employees and their families. We offer a variety of benefits to our employees including:

• Medical, Dental and Vision Insurance
• Health Savings Account with Company Match
• 401(k) Retirement Plan with Company Match
• Paid Vacation and Sick Days
• Sonesta Hotel Discounts
• Educational Assistance
• Paid Parental Leave
• Company Paid Life Insurance
• Company Paid Short Term and Long Term Disability Insurance
• Various Employee Perks and Discounts
• Hospital Indemnity
• Critical Illness Insurance
• Accident Insurance

Sonesta is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.

Upon submitting your application, please ensure you complete a full application in addition to attaching a resume. Incomplete applications received will not be considered.