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Sr. Sales Manager

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POST DATE 8/10/2016
END DATE 12/19/2016

Confidential Company Skokie, IL

Company
Confidential Company
Job Classification
Full Time
Company Ref #
28659084
Location
Skokie, IL
Job Type
Regular
AJE Ref #
575844594

JOB DESCRIPTION

SENIOR SALES MANAGER

Responsible for effectively soliciting and becoming familiar with all accounts in assigned market segment(s) including Business Transient, Government/Association, SMERF, Tour & Travel, and/or Corporate markets. Accountable for prospecting goals and closing on assigned accounts/territory to positively impact hotel revenues. Solicit group business that enables the hotel to meet and/or exceed revenue goals in room and food and beverage.

Direct booking of group rooms and/or meetings for various clients to include both corporate and social clientele. Maximize profitability and revenue of the hotel by upselling in order to achieve sales goals:

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Perform job responsibilities in accordance with organizational standards.
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Cultivate client partnerships and ensure that all details are communicated and executed for a successful and enjoyable experience for all involved.
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Review sales contracts as well as other key details such as room blocks, cut-off date, special concessions and attrition clauses and validate with clients.
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Monitor and enforce specific deadline dates related to group rooms cut -off, BEO requirements and function guarantees.
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Create and distribute group resumes, communicate any changes to appropriate departments and people in a timely manner.
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Recommend enhancements and or upgrades to maximize revenue.
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Engage in site visits and/or other client meetings.
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Confirm payment information.
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Work with the Accounting team to complete the final bill review with client.
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Participate in weekly Sales Meeting, Operations Meeting, BEO Meeting and any other required meetings relevant to role.
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Prepare Proposals and/or contracts to advise prospective guests primarily of the hotel meeting space and rate availability. Calculate and quote prices within guidelines for the same.
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Professionally represent the hotel by participating in client and industry functions.
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Continually monitor actions of competitive hotels (product quality improvements, supply changes, pricing strategies, service offerings, etc.).
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Develop and maintain rapport with hotel community and key community contacts to ensure a visible presence in the industry.
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Maintain a Passion creates good rapport and exhibits the ability to grow and maintain key partnerships.
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Communication - Has both verbal and written skills, in order to effectively execute meetings and events this includes keeping the appropriate departments informed with BEO's and other necessary information; actively listens to extract essential information in order to maximize revenue and execute successful meetings and events.
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Advanced Organizational Skills - Ability to determine priority tasks and maintain strong attention to detail.

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills, and abilities:

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Working at a faster than average pace for most of work day. Must be able to adapt/adjust to continual changes and variety.
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Must be able to speak, read, write and understand the primary language(s) used in the workplace (English).
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Must be able to read and write to facilitate the communication process. Ability to learn quickly, thoroughly and in detail.
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Requires good communication skills, both verbal and written. Lively and incisive communication persuasive in style.
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Most tasks are performed independently or in a team environment with the associate contributing towards individual and team goals.
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Desire to participate as part of a team. Action oriented collaboration required.
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Must possess advanced computer skills.
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Complete knowledge of hotel rooms and meeting related services available to guests.
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Ability to use/manipulate the Yield Management and Property Management Systems for tracking, forecasting and executing optimal selling strategies.
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Comprehension of the reservation sales process.
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Understanding of the group sales process.
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Ability to deliver effective presentations.
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Present ideas, expectations and information in a concise, well-organized way.
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Manage group or interpersonal conflict situations effectively.
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Manage time well, correctly prioritizing tasks.
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Ensure that guest satisfaction is consistently obtained and maintained.
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Ability to make decisions with only general policies and procedures available for guidance. Seeks and accepts decision authority and responsibility. Calculated decision making.
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Working knowledge of federal, state and local laws governing equal employment opportunity and civil rights, occupational safety and health, wage and hour issues, and labor relations, including, but not limited to the following statutes and their state and local analogues (where applicable): Title VII, ADEA, Equal Pay Act, Pregnancy Discrimination Act, FLSA, ADA, OSHA, FMLA, and NLRA.
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Skilled in determining whether tasks should be attempted, identifying the most effective way of completing the task, and preparing how to overcome unexpected difficulties.

Due to the cyclical nature of the hospitality industry, associates may be required to work varying schedules to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.

Qualifications:

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Superior Communication Skills (written & verbal, including phone skills)
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Computer Skills (Outlook, Word, Excel)
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Sales Software Knowledge Helpful (i.e. Delphi)
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Professional, Warm Demeanor
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Demonstrated ability to multi-task, manage time and work well under pressure
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Minimum 3+ Years of Sales Experience (preferably with knowledge & experience in hotels)
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Superior Negotiation Skills - Proven ability to close deals
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Must hold a valid driver's license and have the ability to call on potential and current clients
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High school or equivalent education required. Associate's or Bachelor's Degreepreferred.

Travel:

Local day-travel to call upon clients. Very limited overnight travel, less than 10%.

Hospitality is a 24/7 industry therefore, candidates should be able to work weekends and holidays as needed.