Area Director of Sales- Government Markets - New York, NY - M&R Hotel Management

AREA DIRECTOR OF SALES- GOVERNMENT MARKETS

ROLE SUMMARY

Functions as the leader and solely responsible for tactical planning, business negotiations, request-for-proposals and deployment of strategies that forge long-term partnerships to increase revenue streams within all sub-segments of government markets for the M&R hotel portfolio.

Sub-segments: Government Group, Government Transient, Government Associations and Special Projects.

CORE WORK ACTIVITIES

Developing & Executing Sales Strategies

· Develops, implements, and sustains an aggressive solicitation program focused on increasing business.

· Works with VP of Sales & Marketing and Senior Management Team to outline and create the segment vision and business acquisition plan.

· Close collaboration with hotel sales leader, general manager, and revenue disciplines to identify opportunity areas and seasonal gaps and mitigate segment obstacles to ensure financial objectives and budgeted key performance objectives (KPO’s.) are met and/or exceeded.

Maximizing Revenue

· Personal achievement of quarterly and annual revenue goals as outlined across the M&R hotel portfolio.

· Monthly performance analyses of performance to goal and future pace.

Managing Sales Activities

· Captures competitor's accounts through networking and research and solicits those most probable to generate new business.

· Self-management of segment tasks (daily, weekly, monthly, and seasonal).

· Participates in sales calls with hotel sales leaders and general managers to acquire new business and/or close on business opportunities.

· Executes error-free, grammatically correct proposals, contracts, and letters of agreement to formally engage in business partnerships.

Analyzing & Reporting on Sales and Financial Data

· Generate monthly performance reports with comparison to budget and KPO’s.

· Continuous analyses of market data and government regulations to stay current on market pivots

· Reviews hotel scorecards to identify areas of guest satisfaction, safety, cleanliness, excellence, or improvement.

· Adheres to Corporate guidance and SOPs on entertainment & expense controls.

Additional Position Responsibilities

· Meets with guests during pre- and post-meetings to obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage) service levels, execution against contract and overall satisfaction.

· Observes service behaviors of employees and provides feedback to individuals and/or managers.

· Executes and supports the company’s customer service standards.

· Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.

· Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to the company.

· Gains understanding of each property’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

· Develops and manages relationships with key stakeholders, both internal and external.

· Works collaboratively with on and off-property sales channels to ensure the property needs are met and the sales efforts are complementary, not duplicitous.

· Works with Human Resources, Engineering and Loss Prevention to ensure compliance with local, state, and federal regulations.

· Attends customer events, trade shows and sales missions to maintain, build or develop key relationships with GSO managers and customers.

Ensuring Exceptional Customer Service

Building Successful Relationships

Managing and Conducting Human Resource Activities as it pertains to sales.

CANDIDATE PROFILE

Education and Experience

· 2-year degree from an accredited university in Business Administration, Marketing, Hotel and Restaurant Management, or related major; 5 years’ sales leadership experience in the sales and marketing or related professional area.