Area Sales Manager - Springwood Hospitality

Area Sales Manager / Sales Manager

Position Description

Area Sales Manager: This individual sells for two (2) or more properties in one (1) or more specific area.

To fully develop, grow and maintain all assigned segments.

Sales Manager: This individual sells for one (1) property. To fully develop, grow and maintain all

assigned segments.

To report to, assist and work with the Area Director of Sales or Director of Sales and other Springwood

Property-level team members to maximize revenue and ensure customers have a memorable

experience. This position will also have frequent interaction, feedback, and on-going guidance with the

General Manager, Vice President of Sales, and Area Revenue Manager.

Successfully complete the sales success plans that have been created and collaborated with the ADOS/DOS. Maintain positive interdepartmental relations and complete special projects as assigned by the General Managers, Vice President of Sales, and Area Revenue Manager. Success is determined through achievement of the hotels' revenue goals and improvement, where possible, in market share performance as compared to that of the hotels' defined competitors

The position is for a dynamic professional who has a great understanding of the hotel travel industry. This individual will be accountable for the proactively soliciting and handling leisure sales efforts along with all meeting space bookings and detailing. This person will need to ensure business is serviced efficiently from beginning to end, communicated with all departments, and responded to in a timely fashion to ensure proper customer care.

Duties and Responsibilities:

Growing & Maintaining the RIGHT Clientele:

• Builds and strengthens relationships with existing and new customers to enable future bookings.
• Conducts site tours for clients, showing rooms, function space and recreation facilities; both walk-ins and scheduled.
• Prospects via phone and outside sales calls as needed.
• Gains understanding of the location's primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution.
• Closes the best opportunities for the location based on what's best for the client, market conditions and location needs.

Marketing our brand through Public Relations & Community Involvement:

• Develops & maintain relationships within community to strengthen and expand customer base for sales opportunities.

Growth of Revenue Through Forecasting & Correct Sales Strategy:

• Utilizes the technology and reporting systems provided by the management company and various brands. (OnQ, Fosse, R&I, STS, Office Programs, etc.)
• Is open to learn and follow team strategy.
• Understands the overall market - competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.

Nurturing Sales Culture through communications with Operations & empowering them as sales associates:

• Executes and supports the operational aspects of business booked from beginning to end in an organized fashion (e.g., generating proposal, writing contract, customer correspondence).
• Must have a winning attitude of service for our guests, clients and fellow associates.

Requirements:

• Must have a minimum of 1 year hotel experience
• Brand Experience a plus
• Experience in local market highly recommended
• Strong organization and negotiation skills and the ability to work in a deadline-oriented environment
• Strong relationship building and communication skills along with a focus on exceptional customer service skills.
• Optimistic self-starter with a high degree of drive, motivation and initiative
• Comfortable with computers
• Flexible schedule; weekend and holidays may apply

Report Structure & Reviews:

Area Sales Managers:

Ultimately the General Managers are responsible for the success of their properties and it is important for them to have a voice in the review process. Because this position works with multiple GM's that will have a variety of different needs, the ADOS will play a huge role in holding the ASM accountable as well as mentoring.

• ASM/SM will report, assist and receive training and guidance from ADOS/DOS on a daily basis.
• ADOS will respond to ASM weekly reports and make sure that goals are being met.
• ADOS will make sure ASM/SM has SMART Rocks in place each quarter and is on track for completion.

Coaching:

Just as we have done with the ADOS position, each General Manager should, and will have a voice during the review process. Because this role reports to multiple people, here is how the coaching process will take place:

• ADOS will send the Coaching form to ASM.
• ASM will have 1 week to complete the form and send it back to ADOS.
• During the time that ASM is completing this form, ADOS will reach out to each of you and the VPSM to obtain feedback and areas you would like to see focus. You would also share any successes and areas of opportunities you see with the ASM's performance.
• ADOS & VPSM will have the initial coaching session and will make note of any additional information we may learn during the meeting. If new information is obtained, we will update everyone and give you the opportunity to comment.
• ADOS & VPSM will conduct the follow-up coaching with ASM and will include all feedback obtained. This information will be included in the professional plan.

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Area Sales Manager / Sales Manager

Position Description

Report Structure & Review (Continued):

Sales Managers:

Ultimately the General Managers are responsible for the success of their properties. The DOS will play a huge role in holding the SM accountable as well as mentoring, the process will slightly differ.

• SM will report, assist and receive training and guidance from DOS on a daily basis.
• DOS will respond to SM weekly reports and make sure that goals are being met.
• DOS will make sure SM has SMART Rocks in place each quarter and is on track for completion.

Coaching:

With only one property being supported, this process will differ a bit from that of our Area sales team members. That process is as follows:

• DOS will send the Coaching form to SM.
• SM will have 1 week to complete the form and send it back to the DOS.
• During the time that SM is completing this form, the DOS will reach out to the GM and the VPSM to obtain feedback along with any area (s) you would like to see focus. Successes and areas of opportunity should be shared at this time.

DOS will have the initial coaching session and will make note of any additional information we may learn during the meeting. If new information is obtained, we will update everyone and give you the opportunity to comment.

• DOS will conduct the follow-up coaching with SM and will include all feedback obtained. This information will be included in the professional plan.

Weekly Revenue Call Requirements

Attendance & Participation by Position:

• ADOS/DOS: will need to attend a minimum of 1 Revenue Call a month. DOS: ASM/SM will need to attend all Revenue Calls with exception to client related schedule changes.
• ADOS/DOS: The first call of the month is our preference. This way we are planning for the future rather than working backwards.
• All: You need to be sure you mark this time frame off your schedule, are near a terminal so you can view the presentation and are actively participating. Please do not multitask.

Attendance & Participation by Position (Continued):

• All: To promote good relationships between Sales and Operations, it is always best for everyone to be on the call together in the same room. For those overseeing multiple locations, this applies for the property you are working out of the day of the revenue call. Please come prepared with all items you may need to discuss. You can find these items on the agenda email sent from Jenni.
• All: You need to arrive to the call on time and be sure to announce you are present. We may have specific questions for you to answer but do not ask them as we are unaware of your presence.
• ADOS/DOS: Be prepared to speak on corporate related groups/items. ASM/SM: Be prepared to speak on all Leisure related groups/items. If you cannot attend, please be sure someone can speak on your behalf.

Transitional /Challenged Times on Property:

• All: Should the property be without a GM, please plan on attending calls until the position has been filled. It's also helpful to attend when a property has a new GM.
• ADOS/DOS: If a property is without an ASM/SM and you are working SMERF related groups while they recruit, please plan on attending and be prepared to speak on details.

Salary: Starting at 65k

Remote work considered.

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