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Area Sales Manager

Company: B. F. Saul Company Hospitality Group
Location: Sterling
Posted on: January 17, 2023

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.


-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


Keywords: B. F. Saul Company Hospitality Group, Sterling , Area Sales Manager, Sales , Sterling, Virginia

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