Area Sales Manager
Company: B. F. Saul Company Hospitality Group
Location: Sterling
Posted on: January 17, 2023
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Job Description:
B. F. Saul Company Hospitality Group is a subsidiary of the
largest private real estate company in the Washington, D.C. area,
and has been in operation for over 130 years. The Hospitality Group
operates a portfolio of more than 20 business class hotels with top
brands from Intercontinental Hotel Groups, Marriott International,
Hilton, and Best Western Hotels: along with The Watermark Hotel,
The Hay-Adams Hotel, and Perch Putt. These properties are operated
by a team of more than 1,000 enthusiastic hospitality
professionals!
B. F. Saul Company Hospitality Group invites you to take your
career to the next level! As a leading Owner and Management Company
in the Hospitality Industry, our commitment to our team is in our
One Team! values. Our integrated approach in obtaining top talent
ensures key players who are committed to their professional and
personal development represent our hotels, have a sound
understanding of the industry, and possess significant attributes
to enhance our culture. Joining our team says you are committed to
guest satisfaction and promise to uphold the highest level of
integrity
This position as an Area Sales Manager is responsible for the
identification of opportunities within the Tour and Travel segment
and for the development and revenue growth of tour operators,
travel brokers, local receptive operators, and time share companies
from assigned territory. This position monitors the market and
competitive trends and proactively keeps the team appraised of
actionable situation. Tour & Travel Segment Sales Manager will be
required to solicit new business including all assigned accounts
via outbound cold calls, sales calls and potential travel to trade
shows. The Tour & Travel Segment Sales Manager will focus on client
and hotel objectives in support of Our Quality Pledge and Standards
of Service. Tour & Travel Segment Sales Manager manages the
property's reactive and proactive sales efforts while maintaining
accountability for achieving Tour and Travel segment revenue
opportunities under the guidance and supervision of the Area
Director of Sales and Marketing.
Hybrid schedule will be available 2 days a week after your first 60
days of employment.
Responsibilities:
-Targets tour and travel accounts, markets, or segments with heavy
emphasis on proactive solicitation and account saturation.
-Responds to incoming sales leads for the property.
-Identifies, qualifies and solicits new business to achieve
personal and property's revenue goals.
-Focuses efforts on key and target accounts with significant
potential sales revenue.
-Develops and executes effective sales plans and actions.
-Maximizes revenue by selling food and beverage to groups.
-Understands the overall market; competitors' strengths and
weaknesses, economic trends, supply and demand etc. and knows how
to sell against them.
-Closes the best opportunities for the property based on market
conditions and property needs.
-Uses negotiating skills and creative selling abilities to close on
business and negotiate contracts.
-Handles complex business with significant revenue potential as
well as significant customer expectations.
-Builds and strengthens relationships with existing and new
customers to enable future bookings. Activities to include sales
calls, entertainment, FAM trips, trade shows, etc.
-Develops relationships within community to strengthen and expand
customer base for sales opportunities.
-Collaborates with Director of Revenue Management to manage group
room blocks effectively including cutoff dates, rooming lists,
etc.
-Conducts formal pre-event meetings as required to
review/communicate group needs. Ensures proper and prompt follow up
on all upsell opportunities.
-Manages meeting space, room set up, food and beverage and audio
visual requirements. Delegate to Sales & Catering Manager as
appropriate.
-Collaborates with all other operational departments to communicate
group details via the group resume pertaining to
arrival/departures, billings, special requests, etc.
-Identifies improvements to enhance the client experience. Provides
excellent customer service in order to grow share of the
account.
-Maintains performance level when experiencing changes or
challenges.
-Adhere to all standards, policies, and procedures and consistently
maintain a professional and ethical representation within the Sales
and Catering Department.
-Responsible for utilizing sales and catering tools/systems to
accurately identify, report, forecast and communicate sales data.
Ensures integrity of sales data by documenting information in
Delphi on a daily basis. Utilizes sales tools, and other market
intelligence.
-Performs other duties, as assigned, to meet business needs.
-Responsible for effective self/workload management. Demonstrates
clear written and verbal communication skills. Promotes
collaboration and positive, professional work environment. Attends
all applicable daily, weekly and/or monthly department/hotel
meetings to ensure proper communication and proactive planning.
Adheres to all B. F. Saul Company Hospitality Group Standard
Operating Procedures.Qualifications:
-Education: 2-year degree from an accredited university in Hotel
and Restaurant Management, Hospitality, or related major,
preferred.
-Experience/Knowledge/Skills/Abilities: At least (1) year
experience in sales role, (3-5) years preferred in the hotel or
event management role. A proven track record of success in a hotel
or a related service industry. Must be detail oriented, have
ability to communicate well with all levels within and outside the
organization, and be able to problem-solve with employees and
guests. Must be able to manage multiple priorities in a fast-paced
environment. Basic Microsoft office and Delphi experience also
desired.
-Physical Requirements: Ability to lift, push, and pull up to 20
pounds on an occasional basis.
B. F. Saul Company Hospitality Group is proud to be an equal
opportunity workplace dedicated to pursuing and hiring diverse
professionals.
Equal Opportunity Employer/Veterans/Disabled
PI200102143
Keywords: B. F. Saul Company Hospitality Group, Sterling , Area Sales Manager, Sales , Sterling, Virginia
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