Assistant Manager - Room Sales

Purpose :

To achieve hotel revenue, profit, and customer satisfaction goals by developing and implementing strategies to increase product awareness and hotel sales.

Constituents :

Guests

Employees

Meeting planners, corporate customers

Hotel owners

Brand management team

Vendors

Indicators of Success :

• Achievement of customer satisfaction and loyalty goals
• Achievement of financial goals
• Achievement of revenue and market share goals
• Achievement of employee satisfaction and retention goals

Areas of Responsibility :

• Participate in the development and implementation of business strategies aligned with the Brand's mission, vision, values, and strategies
• Develop and implement marketing and sales strategies that support hotel goals
• Monitor progress regularly and adjust strategies as needed
• Develop the annual budget with the Sales and Marketing team
• Achieve market share and revenue goals by directing group and transient sales and marketing strategies
• Analyze sales and market statistics to determine profitability and market opportunities
• Develop sales strategies to maximize revenue and yield, participating in yield management strategy development
• Maximize revenue from WRS by collaborating with Reservation Services to market the hotel appropriately and update cost structures
• Create and implement marketing strategies to increase local market awareness, leveraging brand marketing support
• Develop and implement public relations and advertising campaigns
• Ensure all marketing materials comply with brand standards
• Maximize productivity by aligning sold business with yield management strategies
• Qualify prospective leads based on profitability
• Design and propose programs that meet client needs
• Negotiate and close contracts with key customers
• Create 100% guest satisfaction by promoting 'Yes I Can!' genuine hospitality and exceeding guest expectations
• Communicate and reinforce the 'Yes I Can!' service vision to employees
• Ensure employees provide genuine hospitality and teamwork continuously
• Use teamwork to support guests and employees
• Seek opportunities to improve customer experience using customer feedback; collaborate with Director of Sales and Marketing to enhance hotel services
• Maintain up-to-date administrative records of all sales activity and account information using computer systems (Fidelio, Sales and Catering, Maximiser)
• Represent the hotel at relevant industry trade shows and events
• Understand and implement all Brand sales programs including but not limited to :
• Yes I Can Meetings!
• Worldwide Hospitality Program
• Business Class
• Partnership Marketing
• Look To Book
• Monitor market and competitor activity; conduct ongoing research to identify sales opportunities
• Recommend and implement promotions aligned with the business plan
• Participate in weekly and monthly sales and revenue maximization meetings
• Prepare monthly reports for inclusion in Sales and Marketing reports
• Ensure brand integrity in all communications; coordinate marketing activities with the Director of Sales and Marketing
• Keep Director of Sales and Marketing informed of significant issues promptly
• Maintain a high standard of personal grooming and professionalism to represent the hotel effectively
• Familiarize with hotel objectives, strategies, and annual business plan marketing information
• Perform all duties efficiently and according to company policies and procedures
• Foster a cooperative and harmonious working environment with all hotel employees
• Project a positive image of the hotel at all times
• Perform other duties as requested by the General Manager or Director of Sales and Marketing

Success Factors :

• Focus on the Customer : Understand and exceed the needs of guests, internal and external customers
• Foster Teamwork : Motivate and work effectively in a team environment
• Communicate Effectively : Provide clear information for action by coworkers, customers, and suppliers
• Influence Decisions and Actions : Engage others to make decisions and take action
• Drive for Results : Achieve high levels of performance and meet or exceed objectives
• Build Strong Relationships : Foster trust and cooperation with coworkers, customers, and suppliers
• Drive for Change : Pursue continuous improvement across the organization
• Develop Self and Others : Continuously improve personal and team capabilities
• Think Critically : Apply logical approaches to problem-solving and planning

Key Skills and Requirements :

• Sales Skills : Understand hotel positioning and services; close business effectively
• Negotiation : Evaluate cost / benefits and negotiate mutually beneficial contracts
• Hotel Positioning : Understand hotel's competitive positioning and market segments
• Budget Management : Develop and adhere to departmental budget
• Performance Management & Supervisory : Communicate with and motivate employees for high performance
• Think Strategically : Anticipate and address problems and opportunities proactively
• Revenue Forecasting : Assist in preparing revenue forecasts based on bookings and promotions
• Coaching : Guide and develop others through goal setting, reflective listening, and action planning

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Skills

Sales

Room Sales

Skills Required

Negotiation, Revenue Forecasting, Coaching, Sales Skills, Budget Management, Performance Management