JOB DESCRIPTION/ESSENTIAL FUNCTIONS

 

JOB TITLE: Hampton Inn Area Sales Manager

PROPERTIES: Hampton Inn & Suites Norfolk Airport (88 rooms), Hampton Inn Norfolk/ Chesapeake (118 rooms) and Hampton Inn & Suites Chesapeake/Battlefield (104 rooms)

REQUIRED HOURS: 50 Hours/Week

SUPERVISOR: Regional Director of Operations for Select Service Hotels

 

SCOPE

The Hampton Inn Area Sales Manager is responsible for generating top line revenue at the three Hampton Inn properties and creating a positive, enthusiastic sales environment. This includes:

  • Booking quality group room nights in accordance to a balanced sales mix

  • Development and Implementation of the Sales & Marketing Plan in coordination with the GM

  • On time completion of sales reports and action plans and actively participates in the hotel’s revenue management meetings.

  • Ongoing direct selling and key account management  to achieve sales revenue goals

  • Providing exemplary performance for the staff to follow

  • Setting of aggressive goals that are specific, measureable, achievable, relevant, and trackable

  • Managing all areas of sales in accordance with Hampton Inn standards to achieve a professional rapport within the community.

 

MAJOR RESPONSIBILITIES

 

OUTBOUND SELLING

  • Maintains all active involvement and open communication with community and industry organizations such as HSMAI, NBTA, CVB, and Chambers of Commerce.

  • Visit local and corporate offices to market hotel in retrieving information for all RFPs for local, corporate, and backyard accounts.

 

INBOUND SELLING

  • Qualifying business from in-house sources by meeting with guests at the hotels during peak check-in and check-out hours.

  • Establishing contact with key accounts and target accounts through calls, on-site tours, and appointments, to establish positive client rapport.

  • Reviews daily reports to include: Lost Business Report, Arrivals In-House Guest List, Cancellations Report, PTD/YTD Report, Override Report, SRP DOW report, Group Pick up Report, etc. to identify major revenue opportunities: new business moving in to the area, reorganization of major employers, special events, etc.

  • Works with GM’s to complete all RFPs for local and corporate negotiated accounts as well as backyard accounts while maintaining rapport with Hilton and local point of contacts.

  • Completes all group leads sent through Meeting Broker, Third Party Websites i.e. CVB, Hotel Planner.

  • Utilizing Brand Sales Tools found on Hilton Lobby for prospecting group business.

  • Ensure Front desk is documenting company name of all corporate guests and passing leads to the sales office.

  • Provide training on brand sales program in coordination with General Manager to reward team members in generating sales leads.

 

ADMINISTRATIVE

  • Providing a weekly sales plan agenda at the beginning of the week to General Managers.

  • Documenting weekly selling activities in the WSR for each property.

  • Participates in monthly staff meetings to ensure that all staff are aware of hotel sales efforts and promotions

  • Analyzes and updates month-end reports accurately and on time.

 

REVENUE MANAGEMENT – TOP LINE REVENUE

  • Meets or exceeds budgeted group revenue goals for each hotel.

  • Prepares each hotel’s Annual Sales & Marketing plan in coordination with Corporate.

  • Forecasts occupancy need dates and directs selling activities to maximize revenues.

  • Knows the principal competition for each market segment and takes advantage of hotel’s strengths against each competitor.

  • Aware of current hotel and brand promotions.

  • Takes advantage of Hilton based revenue channels/tools for example E-Events, e-advantage, Hiltonlink, Guest List Manager, Rapid.

 

ADDITIONAL DUTIES/ RESPONSIBILITIES

  • May be required to work weekend and Holiday shifts as “Manager on Duty,” as assigned.

  • Respond to all property communication (via cell phone, text, email) at all times and in a timely manner not to exceed one hour, unless otherwise authorized by GM.

  • Assist operations team in emergency situations.

  • Supports guest service as the hotel’s driving philosophy.

  • Personally demonstrates a commitment to guest service by responding to clients and guests’ needs.

  • Demonstrates understanding of the Hotel’s Emergency Procedures and Response plan.

  • Ensures all Sales Files are secured at close of each business day.

  • Any other duties assigned by the Regional Director of Operations for Select Service Hotels and Ownership.

 

QUALIFICATIONS/REQUIREMENTS

  • Minimum one (1) year related hospitality management experience.

  • A college degree preferred (equivalent experience is acceptable)

  • Ability to effectively communicate professionally with guests, associates, supervisors, and others as required for optimum operation of the property.

  • Strong interpersonal skills and can-do positive attitude.

  • Strong organizational, project management and detail orientation skills, with ability to multi-task in order to meet a variety of deadlines.

  • Knowledge of computers and software including ability to use e-mail, word processing, spreadsheet software and hotel management system.

  • Hilton Certifications, Property Management Systems, ONQ is a Plus

  • The employee must be able to work at a minimum 50 hours per week. Depending on business demands this individual may be asked to work additional hours and/or perform additional hours and/or perform additional job responsibilities.

 

 

 

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