Sales Manager

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  • Sales Manager

    Candlewood Suites


    Sales, Marketing, Hospitality - Hotel

    Degrees Required:
    High School

    Employment Type:

    Manages Others:



    * High school diploma or equivalent.


    * Previous hotel sales experience is required.


    * Must be proficient in the use of common Windows-based programs, including Microsoft Word, Excel, and Outloook.

    * Must be able to operate basic office machines, i.e., copier, fax, printer, etc.

    * Must display very good organization and time management skills.

    * Must have excellent communication and interpersonal skills with the ability to interact with many types of personalities.

    * Must have sound judgment and discretional skills and be able to work with little supervision.

    * Must be able to consistently work under pressure and simultaneously prioritize multiple projects.

    * Must be able to work with sensitive and confidential material,


    The Sales Manager is responsible for generating top line revenue, growing market share indexes and the management of the sales and marketing efforts. The director of sales may work with vendors who provide marketing, photography, and printing services as they create campaigns and collateral material to promote and market the hotel. The director of sales is responsible for promoting the property within the community and beyond.


    Work Objectives

    The director of sales oversees all sales reports, calendars of events, leads and follow-through, and mailing lists. As leader of the sales team, the director also helps create and implement sales programs and advertising campaigns. Sales performance also falls within these responsibilities, and the director of sales maintains clear communication with the hotel team.

    Hotel sales team fulfills the day to day local sales efforts. These efforts include but are not limited to:

    * Cold Calls both face to face and internet solicitations

    * Competitive set research and evaluation

    * Local civic and business interface

    * Community support (local charities, etc.)

    * Sales coaching at the property level

    * Evaluation and use of existing tools âÛ“ Star reports, production reports,

    LOST business reports

    * Coordination with daily Operations departments (Daily Business Review)

    * Quote and follow up on leads from chambers, convention & visitors bureaus, corporate leads

    * Working with tour groups including group tour bookings, welcome and farewell events

    * All tour coordination in the guest relations area

    Complete Brand training and learn Brand specific marking toolkit and resources

    Marketing and Sales Plan

    * Research into current market (who is in town, where are they staying, what are the rates, etc.)

    * Introductions to community (business events, drop by introductory meetings with local businesses)

    * Drive the market

    * Inspect the competition

    * Work with Corporate Sales to develop realistic, achievable goals during ramp up period

    * Rate evaluation

    * Develop plan for time management to include regular, daily new client contact targets

    * System training to identify key sales reports and use the available tools

    * Learn acronyms, brand standards, hotel SWOT and use as sales aids

    Identify specific market needs and niches

    * Complete budget reviews and or presentations as needed

    * Marketing Plans are also implemented prior to new hotel opening

    * Identify local marketing opportunities such as newspapers, yellow pages, billboards, web sites, etc.

    * Identify and recommend collateral needs.

    * Construct sales kits, and work with state and regional lodger associations to promote property (includes welcome centers and visitor information centers).

    Sales Goals and Measure

    *Using Smith Travel Reports goal of reaching 101% or higher in all areas “ ADR, OCC, REVPAR.

    * Gain market share.

    * Work with Corporate Management to develop a realistic time frame in which to accomplish these goals.


    * Be available to work a flexible schedule.

    * May have to assist other employees in various assignments, to include assisting with front desk, breakfast, laundry, or housekeeping duties.

    * Serve as Manager-on-Duty in the absence of the General Manager and/or the Assistant General Manager/Front Office Manager.

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