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Sage Hospitality Resources Business Travel Sales and Service Manager in Boston, Massachusetts

17247BR

Req #:

17247BR

Why Us:

Unscripted Honest Hospitality

At Hotel Commonwealth, 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.

Job Title:

Business Travel Sales and Service Manager

Location Name:

Hotel Commonwealth Boston

City:

Boston

EEO Statement:

We are proud to be an EEO/AA employer M/F/Disabled/Veterans. We maintain a drug-free workplace and perform pre-employment substance abuse testing.

Posting Overview:

POSITION FOCUS

A blend of Business Travel sales as well as the servicing of specific accounts and markets. Meets and exceeds revenue goals by developing new accounts and growing current hotel accounts in a profitable and win-win selling approach. Plan, organize and manage the in-house details for large group and convention booking (e.g. Guest rooms, menus, set-up, etc.) Participate in negotiating rooms, rates, events and all related requirements. Ensure maximization of room and meeting space, revenues, and profits while delivering a quality product.

ESSENTIAL RESPONSIBILITIES

  • Solicit, contract and service corporate and consortia accounts via monthly and quarterly correspondence, outside sales calls and phone solicitation.

  • Establish and maintain on-going relationships with current clients of hotel to generate business for hotel.

  • Develop marketing programs geared to increase volume during need dates.

  • Complete corporate RFP's for companies requesting negotiated and commissionable rates.

  • Meet monthly property and corporate room night and revenue goals.

  • Distribute and develop correspondence via e-blast or mailing to corporate preferred and consortia clients.

  • Solicit new business that has potential to become corporate preferred accounts.

  • Generate leads from solicitation for catering and group business.

  • Establish and solicit target accounts.

  • Establish and maintain active working partnerships with the sales & reservations departments of key Travel Partners.

  • Initiate and implement sales promotional programs with travel partners.

  • Coordinate and participate in trade shows / seminars aimed at hotel target markets.

  • Actively participate in key trade & business associations to generate business leads and increase hotel visibility.

  • Preparation and presentation of business proposals, which meet clients' needs and expectations and provide alternatives.

  • Keep abreast of market trends, competitor's activities and guest/client feedback.

  • Attend Rev-par/sales meeting.

  • Conduct sales trips to visit top clients, travel agency and feeder cities.

  • Contact existing clients for potential future business and referrals.

  • Maintain current information and properly notate account activity in Delphi database for marketing and tracking purposes.

  • Conduct site inspection with current or potential clients.

  • Community/Trade Involvement: Actively participates in those community and trade organizations that most benefit the hotel's exposure to the community and the hotel's bottom line.

  • Focuses on revenue-producing activity and maximizes selling time by dedicating a minimum 50% work time on direct sales efforts. Professionalism: Controls expenses while traveling on the property's behalf in order to minimize department and hotel costs.

  • Responsible for the management and planning of meetings/conventions and related activities with a focus on rooms only group blocks.

  • Attends Banquet Event Order (BEO) when appropriate and staff meetings and perform as a team leader for all hotel department staff participating in the group delivery process.

  • Coordination of all group business as developed by the sales manager. Contact and appropriately follow-up on all signed/contracted business within 5 working days. Determination and coordination of all group rooms and associated event planning needs.

  • Develop customer profiles and maintains an effective trace system including trace dates and references resulting in superior account service and increased revenues.

  • Focuses on revenue-generating activity and maximizes selling time through retaining accounts/clients, maximizing account yield opportunities and sales effectiveness.

  • Detail, up-sell and detail the program with the client including; verification and modification of guest room blocks,

  • space requirements, audio-visual, times, equipment, menus, themes/decorations, etc. Prepare the appropriate resumes, BEO’s, and paperwork to ensure quality service.

Requirements:

COMPETENCIES

Strategic Skills

Skilled in all facets of our business or specific area of specialty. Highly capable with current practices and processes and looks ahead at opportunities to utilize new products, consumer trends, changes in the marketplace, and technology edge. Has natural instincts and insight for finding the best solution to unclear situations, issues and problems. Reflects on their experience to determine numerous future possibilities and outcomes. Can see how the details fit into the big picture. Is a highly capable and resourceful problem solver. Manages the creative process within the business or department to develop unique solutions. Leverages creative solutions in the organization resulting in competitive advantages. Makes great decisions.

Leadership Skills

Skilled and experience leader who uses positive reinforcement and a collaborative work environment to motivate and engage staff members and other hotel employees. Holds team accountable for production and revenue generation. Keeps team and self on task. Provides strategy advice and leadership with team, Revenue Manager and other hotel departments. Creates a positive example for their team and others in the hotel. Exhibits strong communication skills (verbal, listening, writing), strong problem-solving skills, effective decision making skills, effective conflict management skills and the ability to influence others.

Operating Skills

Effectively divides, assigns, and delegates work to meet business objectives and goals. Communicates direction and purpose of work resulting in associate ownership, pride, and quality outcomes. Is able to assess how associates can improve performance and guides their developmental path. Is able to motivate and develop associates to their potential and create promotable talent for the organization.

Courage

Readily leads when challenges arise and is invigorated by tough situations. Will take an unpopular stand when needed. Can recognize talent individuals and assembles great teams without fear of hiring strong people. Formulates and communicates clear work plans and gives regular feedback on progress towards goals and makes changes accordingly. Let’s people know where they stand and can take negative action when needed.

Energy and Drive

Is a competitive person who is consistently driven to accomplish and exceed goals. Creates a sense of urgency in matters that will impact the success of their business objectives.

Personal and Interpersonal Skills

Welcoming and warm personality. Demonstrates genuine care for customers and associates. Sets the tone for others in stressful situations by responding in a cool, calm, and collected way. Creates confidence and trust with others and is viewed by others as honest and direct. Is comfortable in conversing with individuals from a variety of backgrounds and at all organizational levels. Can create an environment where associates thrive and actively seek approval of the manager. Conveys trust in associates and elevates their confidence by encouraging decision making and learning opportunities. Is a self-improver who develops a variety of approaches and communication techniques tailored to each situation. Builds high performing teams and compels them to embrace a shared vision for success.

Abilities

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.

Education/Formal Training

Minimum of high school diploma or equivalent. Bachelor’s degree preferred.

Experience

Four years business travel and travel industry experience, with 1 year successful supervisory leadership experience.

Environment

Travel required: 40% of time spent on outside sales calls (locally and nationally)

Work inside office environment as well as at client locations.

Area of Interest:

Catering / Convention Services, Sales & Marketing

Position Type:

Full Time - Regular

State:

MA

Address 1:

500 Commonwealth Ave

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