Job Title: Complex Sales Manager

Department: Sales

FLSA Status: Salaried/Exempt

Reports to: Associate Director of Sales/ Director of Sales & Marketing  

Job Summary:

Develop new accounts in the local area and outlying markets, providing support and total account management for assigned accounts. Partner with key stakeholders to assist in the development of a strategic marketing plan to identify opportunities to grow market share. Generate strong relationships with clients with a goal of complete account saturation and customer loyalty. Identify need periods and develop plans to grow all revenue opportunities, including group, transient, and catering to address needs.

Responsibilities:

Business Transient Job Responsibilities  -20%-time allocation

• Conduct outside sales calls, qualifying clients and meeting needs. Business Transient focus is to proactively sell to local and non-local companies coming to the area.
• Establish and maintain close contact with top accounts, and target accounts, through appointments, phone calls, tours, correspondence.
• Qualify leads and prospects gained from cold calls, sales blitzes, and other sources.
• Create and execute quarterly action plans (SMART) goals.
• Develop and maintain rapport with competitor hotels, Convention and Visitors Bureau, Chamber of Commerce.
• Participate in community activities, networking opportunities.
• Track customer production, provide insight and consultation to customers in order to achieve desired market share.
• Effectively manage accounts to generate maximum revenue and reduce displacement
• Professionally represent the hotel by participating in client and industry functions.
• Continually monitor actions of competitive hotels (product quality improvements, supply changes, pricing strategies, service offerings, etc.).
• Develop and maintain rapport with hotel community and key community contacts to ensure a visible presence in the industry.
• Solicit business through cold calls, internet leads, brand leads, trade shows and community involvement.
• Uncover new potential local business and penetrate existing local accounts.
• Organize/execute local sales blitzes.
• Present to key accounts in the market.
• Partner with national sales to maximize global account revenue.
• Review daily arrivals to identify potential new clients.
• Actively set seasonal promotions for targeted accounts.
• Supply weekly, monthly and annual business transient reports
• Seek out overflow referral opportunities from large box hotels, sister properties and comp set
• Work with businesses on a national, regional and local basis to identify the most profitable customers. Identify and market feeder cities/feeder hotels that will attract business into the hotel.
• Seek information from clients about their business needs, seasonality, budget guidelines, hotel needs and services. Provide customized lodging solutions as needed. Negotiate with clients on pricing and value-added solutions.

Group Sales (SMERF) Job Responsibilities - 80%-time allocation

Managing Sales Activities

• Develop and implement the overall account strategy for assigned accounts. Execute a sales strategy to achieve goals of local market hotels.
• Identifies and grows new accounts in the local area as well as outlying markets, providing total account management and support for assigned accounts in all segments.
• Maintenance and growth of revenues from existing accounts through total account management, penetration and the implementation of sales and marketing initiatives.
• Uncovers and solicits new accounts in coordination with the Director of Sales and Marketing.
• Develops and maintains strategic sales plans in conjunction with the Director of Sales and Marketing and executes designated strategies to develop and solicit specific accounts to achieve revenue goals.
• Understands market dynamics and how to sell to assigned accounts/segments.
• Identify need-times throughout the year and develop group and catering opportunities to address revenue and/or booking pace shortfalls.
• Works on behalf of the client as their advocate through building relationships and understanding the client’s needs and opportunities.
• Provides regular feedback to key stakeholders within the organization, with detailed activities and plans for future strategies.
• Supports the operations team and understands the impact of different types of business booked on the operations and profit of the hotels.
• Conducts and coordinates site inspections at the hotel.
• Maintains accurate and up-to-date customer, account, and opportunity information in sales database.
• Regularly achieves account/segment revenue and sales goals as defined by leadership.
• Identifies business opportunities and responds with an aggressive strategy that aligns with overall business direction.
• Maintains internal relationships with hotel partners to leverage all available sales channels to optimize sales revenues.
• Performs other duties, as assigned, to meet business needs.

Building Successful Relationships

• Maintains current business relationships for new business within accounts.
• Provides outstanding service to accounts at every customer touch point, ensuring issues are resolved timely and to the customers satisfaction.
• Builds lasting relationships with existing and new accounts and clients to grow future revenues.
• Build lasting partnerships with local venues and buyers with the purpose of penetrating and growing market share and driving total hotel revenues.
• Partners with stakeholders with the national/global sales organization to develop a comprehensive strategic plan to grow market share from their assigned accounts.

Physical Requirements:

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. While performing the duties of this job, the associate is to:

• regularly required to stand; walk.
• use hands to finger, handle, or feel.
• reach with hands and arms.
• stoop, kneel, crouch, or crawl.
• regularly lift and/or move up to 10 pounds.
• frequently lift and/or move up to 25 pounds.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. Prolonged periods of sitting at a desk and working on a computer.

NOTICE: The hospitality business functions seven (7) days a week, twenty-four hours a day. In addition, this is a hospitality business, and a hospitable service atmosphere must be always projected. Upon employment, all associates are required to fully comply with JL Hospitality Management rules and regulations for the safe and efficient operation of hotel facilities. 

Essential functions of this job are described under the headings above. The job requirements and features are subject to change from time to time due to the then-current needs and requirements of JL Hospitality Management and/or the hotel.

JL Hospitality Management, LLC is an equal opportunity employer. JL Hospitality Management, LLC does not discriminate in employment on account of race, color, religion, national origin, citizenship status, ancestry, age, sex (including sexual harassment), sexual orientation, marital status, physical or mental disability, military status, or unfavorable discharge from military service.