Buffalo Lodging Associates

  • Sales Manager

    Location Name Hampton Inn Marlboro
    Job ID
    2018-1991
    Location
    US-MA-Marlborough
    Type
    Regular Full-Time
    Department
    Sales
  • Overview

    General Summary:

     

    The Hampton Inn - Marlboro seeks a qualified candidate to complete their current sales team, the Sales Manager is responsible for selling the hotel, developing sales contacts, and preforming outside sales activities in assigned markets.   Success in the role will be measured on closing and winning accounts in the Marlborough market.   This role partners with the Director of Sales and General Manager to meet and exceed budgeted room revenue.  A “hands-on” approach to be actively involved daily in securing, qualifying and following up on leads to book clients. Maintains sales leads based on business intelligence tools to solicit business that fits the hotel’s needs.  Outside sales calls in person with clients and associations will secure success.

    Responsibilities

    Principal Responsibilities:

    • Effectively solicits and manages the key discussion maker relationship with all accounts in the assigned market segment.
    • Executes inside and outside direct sales and strategies and communicates leads to the Director of Sales.
    • Administers group events including inputting group blocks for new and current clients, sending back confirmation numbers and contracts to clients and communicating with them through the end of their stay.
    • Assists in actively selling room nights through public relations, advertising, sales blitzes, direct mail campaigns and other promotional programs.
    • Effectively analyzes the strength and weaknesses of all hotels in the competitive set and develops marketing strategies to counteract their success.
    • Forecast occupancy fluctuations and direct selling activities to maximize revenues.

     

     

    • Job Duties:

      • Problem Solving- Identifies and resolves problems in a timely manner. Develops alternative solutions, uses reason at all times.  Makes timely decisions while exhibiting sound judgment.  Includes appropriate people in decision making process.
      • Project Management – Organize, maintain and track sales data using sales pro or provided sales tracking software. Prepares weekly, monthly and annual sales reports as required.  Facilitates guest of the day program and other frequent guest programs. 
      • Customer Service –Manages difficult or emotional customer situations. Responds promptly to customer needs, requests for service and assistance. 
      • Communication - Demonstrates group presentation skills. Speaks clearly and persuasively in positive or negative situations.  Writes clearly and has the ability to read and interpret written information. Communicates change effectively.  Assists in identifying and maintaining constant communication with hotels key accounts.  
      • Team Work – Exhibits objectivity and openness to the views of others and contributes to building a positive team spirit. Upholds organizational values, treats people with respect and promotes a harassment free environment.  Works closely with company revenue manager to maximize revenue results.  Works as a manager on duty as assigned by the General Manager.  Works with marketing team on a regular basis.  Regularly meets with DOS to communicate and discuss sales activities.   Coordinates catering events and communicates with kitchen staff. 
      • Quality Management – Aligns work with strategic goals, looking for ways to improve and promote quality while demonstrating accuracy and thoroughness. Strives to increase productivity.  Ensures meeting room is set up to standard prior to events. 
      • Adaptability – Able to deal with frequent change, delays or unexpected events, changing approach or method to best fit a situation.
      • Initiative - Take independent actions and calculated risks, meets challenges with resourcefulness, generates suggestion for improving work and takes responsibility for own actions. Delegates work assignments, sets expectations and monitors delegated activities.  Schedule and track all sales appointments ensuring the required amount of sales calls are achieved.  Actively sell to in-house guests.  Maintains all sales files and trace file system. 
      • Compliance - Maintains confidentiality. Ensures adherence to the rules, regulations, policies, procedures and the pricing and marketing philosophy as set forth by the company and hotel brand.  Follows up on franchise RFP programs as required by brand. 
      • Business Acumen – Must achieve occupancy and rate index as outlined by Buffalo Lodging. Achieve or exceed occupancy, rate and RevPar as outlined in property budget.  Leads and directs sales efforts of hotel.  Understands business implications of decisions, aligns work with strategic goals.  Accurately forecast occupancy changes based on the changing market conditions.  Analyzes revenue management strategy using such tool s as Star reports, demand analysis and applicable front office systems.  Knows the principle competition for each market segment.

       

    Qualifications

    Qualifications:

     

    A Bachelor’s degree (B.A) from a four year college or university; or one to two years related management or comparable experience is strongly preferred. A proven track record in cultivating business relationships and strong prospecting skills is required.  A minimum of two years direct/outside sales experience is strongly preferred, with multiple contacts.  Hospitality and customer service experience are a must.  Ability to develop an understanding of concepts, practices, pre-established guidelines and procedures used by the company in relation revenue strategies is a plus.  Excellent written and verbal communication skills are necessary.  This position requires a driver’s license and may often require a Sales outside of the hotel.   

     

    Benefits:

     

    At Buffalo Lodging, we are committed to keeping our most important assets – our employees – healthy, happy and productive. To achieve this, we offer a comprehensive benefits package to full time employees that includes the following:

    • Medical & Dental Insurance
    • 401(k) savings plan
    • Life Insurance
    • Supplemental Life Insurance
    • Flexible Spending Plans
    • Short Term Disability Insurance
    • Employee Assistance Programs

     

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