Senior Group Sales Manager - Hotel Commonwealth - Sage Hospitality

At Hotel Commonwealth, in the heart of Fenway, we begin with a simple premise. We take cues from each guest to help define how we can be distinctly ‘of service’ to them – it’s a guest-changing philosophy that doesn’t live in a manual, but rather within the DNA of our brand. Unscripted hospitality plays out daily in all we do. It empowers our employees to provide incomparable, authentic service.

With the stylish and incredible rooms and suites, and incomparable Fenway Park overlooks, the rooms and public spaces show the hotel’s legendary urban charm.  We want you to share your love of the city and its charms and energy.  We have a keen eye for detail and pride ourselves on being unrivaled hosts to guests from all reaches.  We are a team that looks forward to the experiences we create for guests, and the joy we find in working together.

Representing the unique Hotel Commonwealth, our sales team represents a group of self-starters who are relationship oriented with a conscientious approach to sales.  Overall responsibilities include meeting and exceeding revenue goals by developing new group accounts and growing current hotel accounts in a profitable and win-win selling approach.

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.
• Key Account Management: Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth.
• Achieves a minimum of 90% of productivity goals and 100% of activity goals, as established by management.

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, and, when appropriate, sends leads to other Sage hotels.
• Plans and implements an on-going Targeted Account Development "hit 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 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 a minimum 90% work 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, the hotel and Sage Hospitality 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.

Education/Formal Training

Minimum of high school diploma or equivalent. College degree preferred.

Experience

Four years of experience in sales preferred, customer service related position or hotel experience specifically.

Experience with Delphi and / or CVent preferred.

Knowledge/Skills

• 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.
• Must be able 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.
• 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.

Physical Demands

The physical demands described here are representative of those that must be met by an associate to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Bending/kneeling - repeated bending and kneeling required while filing
• Mobility - must be able to reach all areas of hotel to assist clients. Occasional standing. Occasional carrying and lifting of files and office items up to 25 lbs.

Environment

General office and hotel environment

The Perks:

• Sage Hotel & Restaurant Discounts across the US
• Medical, Vision, & Dental Insurance
• Vibrant Urban Location close to public transportation
• Complimentary Shift Meal
• Perq Program with MBTA

At Sage we create a culture of belonging. Our team members serve with creativity, and passion. Sage associates execute unforgettable experiences and take pride in our communities. We set new standards in hospitality.