BENCH SALES MANAGER

Great opportunity for someone with a hospitality sales background, based in the Milwaukee, WI area. This position will be expected to meet and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach.

 

ESSENTIAL DUTIES AND RESPONSIBILITIES

  • Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

  • Direct sales: Targets results-oriented high revenue potential sales calls to ensure a successful direct sales program, in accordance with goals established by department budget and marketing plan. Must have own reliable transportation and possess a valid state drivers license in order to make sales calls.

  • Key account management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.

  • New account development: Captures competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business. Acquires referrals from existing accounts: Follows up on all leads within 48 hours of receipt in an effort to create new business for the hotel. Plans and implements an on-going targeted account list in order to create new revenue and acquire valuable hotel contacts, and contracts. Continually targets and prospects for new business through telemarketing, individual creativity, community involvement, relationship building and innovation.

  • Yield management: Utilizes yield management techniques by profitably negotiating room rates and function space commitments in order to enhance the hotel's financial performance.

  • Account service and management: Maintains well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner. Develops strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction. Develops customer profiles and maintains an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues. Promptly follows-up on all customer needs and inquiries in an efficient and expedient manner.

  • Product knowledge: Conducts research, surveys, personal investigation and studies market place and territory in order to effectively capitalize on the hotel's strengths and competitor's weaknesses and capabilities.

  • Time management: Focuses on revenue-producing activity and maximizes selling time by dedicating time on direct sales efforts.

  • Professionalism: Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs. Represents themselves and the hotel with the highest level of integrity and professionalism, a service-focused approach, and a caring, sincere attitude at all times. Exhibits a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel. Displays a neat, clean, and business-like appearance at all times.

  • Administration: Achieves activity goals as established by management and completes all reports and assignments in an accurate and timely fashion. Contributes to the hotel's overall sales effort during planning and strategy phases through research and knowledgeable input.

  • Community/Trade Involvement: Actively participates in those community and trade organizations that most benefit the hotel's exposure to the community and the hotel's bottom line. Performs other duties as assigned or deemed necessary by management.

Qualifications

Knowledge

  • Requires knowledge of general sales techniques.

  • Requires yield management experience.

  • Requires highly developed customer service skills.

  • Requires ability to hear, speak, read and write English fluently.

  • Requires 12th grade level mathematics, spelling and reading skills.

  • Requires effective business writing skills.

Skills

  • Must have dexterity/mobility to meet clients on and off premises, to tour property and attend functions, to climb stairs, use door keys and operate basic office equipment.

  • Vision to read fine print and computer screens, to see colors, to observe rooms in poorly lit conditions.

Abilities

  • Understand and follow verbal/written instructions.

  • Work on more than one task at a time.

  • Develop strong internal and customer relationships .

  • Set and manage priorities and plan activities in advance.

  • Solve problems and make sound business decisions.

  • Respond to coaching, feedback and training.

  • Strong and effective sales skills.

EDUCATION AND/OR EXPERIENCE

More than two years of post high school education, but less than a degree from a four year college; one to two full years of employment in sales, customer service related position or hotel experience preferred.

 

LANGUAGE SKILLS

Excellent speech communication skills are required to communicate both in person and via telephone with guests, associates and corporate contacts in a professional and extensive manner. Excellent literacy is required.

MATHEMATICAL SKILLS

Ability to calculate amounts such as discounts, percentages, package breakdowns, and the ability to apply concepts of basic algebra and geometry.

 

REASONING ABILITY

Must be able to make appropriate judgments regarding the solving of practical problems and deal with a variety of concrete and abstract variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram or schedule form. Must be knowledgeable in all aspects of the catering and events business, including service, room styles, and services offered, menu design, set up and tear down.

 

CERTIFICATES, LICENSES, REGISTRATIONS – Not applicable

 

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Regular attendance in conformance with the standards, which may be established by the hotel from time to time, is essential to the successful performance of this position.

Must be able to stand/walk for long periods of time. Job frequently requires standing, walking, bending, and sitting, hearing, tasting, and smelling. Specific vision abilities required by this job include close vision, color vision, and the ability to adjust focus.