The Senior Sales Manager is responsible for proactively soliciting and managing large group and catering opportunities with significant revenue potential. This role focuses on driving customer and guest loyalty by delivering service excellence and maximizing revenue. The Senior Sales Manager will manage group and catering opportunities not handled by an Event Booking Center (EBC) and ensure proper and timely business turnover.
Candidate Profile
Education and Experience
- High school diploma or GED with a minimum of 2 years of experience in sales and marketing, guest services, front desk, or a related professional area. OR
- A 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or a related major; no prior work experience required.
Core Work Activities
Driving Revenue & Market Understanding
- Targets group and catering accounts with a strong emphasis on proactive solicitation.
- Partners with group and catering counterparts to effectively manage business opportunities.
- Responds to incoming group and catering opportunities outside EBC parameters.
- Identifies, qualifies, and solicits new group and catering business to achieve revenue goals.
- Focuses efforts on accounts with significant potential sales revenue.
- Develops effective group and catering sales plans and actions.
- Maximizes revenue by upselling packages and creative food and beverage options.
- Understands the overall market, including competitors and economic trends, to effectively sell.
- Closes the best opportunities based on market conditions and property needs.
- Utilizes negotiating and creative selling abilities to close business and contracts.
Exceptional Customer Service
- Handles complex business with significant revenue potential and high customer expectations.
- Builds and strengthens relationships with existing and new customers for future bookings through sales calls, entertainment, and trade shows.
- Develops relationships within the community to expand the customer base for group and catering sales.
- Supports the brand's Service and Relationship Strategy, driving customer loyalty.
- Provides excellent customer service to grow account share.
- Executes brand and property Customer Service Standards.
- Ensures customer satisfaction before and during programs/events by understanding their needs and recommending appropriate features and services.
Building Successful Relationships & Additional Responsibilities
- Collaborates with off-property sales channels to ensure coordinated sales efforts.
- Manages and develops relationships with key internal and external stakeholders.
- Utilizes sales resources and administrative/support staff.
- Conducts site inspections.
- Creates contracts as required.
- Executes and supports operational aspects of booked business (e.g., proposals, contracts, correspondence).
We are dedicated to being an equal opportunity employer, welcoming all and providing access to opportunity. We actively foster an environment where the unique backgrounds of our associates are valued and celebrated. Our greatest strength lies in the rich blend of culture, talent, and experiences of our associates. We are committed to non-discrimination on any protected basis, including disability, veteran status, or other basis protected by applicable law.
