Area Sales Manager

Job Title: Area Sales Manager

Job Summary

The Area Sales Manager position is responsible for prospecting untapped companies for group and transient business for the Crowne Pointe, Brass Key, Harbor Hotel, Surfside Hotel and Provincetown Inn. Solicit, book, and establish relationships on behalf of these hotels to meet/exceed revenue/profit goals. Concentration on "need date" calendars which properties will produce to create greatest sales impact.

The position is responsible for putting needed business in the Crowne Pointe, Brass Key, Harbor Hotel Surfside Hotel and Provincetown Inn. This is an active selling role with a strong emphasis on acquiring new business and shifting market share. The job will be mostly outside solicitation and lead generation, as well as heavy emphasis on phone solicitation. The position would be based out of our Margaritaville Resort in Hyannis or Hotel 1620 in Plymouth.

The Area Sales Manager position is responsible for planning and implementing sales, marketing and product development programs, both short and long range, targeted toward existing and new markets by performing the following duties personally or through subordinates.

The Area Sales Manager provides strategic vision and marketing direction and is responsible for advising and guiding effective brand positioning and advertising, as well as creating onsite programming that aligns with brand and property DNA.

This position oversees all public relations activities and leads development and deployment of customer loyalty programming. The Area Sales Manager will coach corporate and property-based team members on sales, grass roots marketing, digital marketing, traditional tactics, analytics, PR and design/development. The ideal candidate will be excited to take on a multitude of projects from start to finish.

The Area Sales Manager will be supportive, open, approachable and possess proven hotel sales experience, demonstrating creative thinking and results driven leadership skills.

Essential Duties and Responsibilities

• Develops and implements strategic marketing plans and sales plans and forecasts to achieve corporate objectives for products and services.
• Plans and oversees advertising and promotion activities including print, online, electronic media, and direct mail.
• Develops and recommends product positioning, packaging, and pricing strategy to produce the highest possible long-term market share.
• Achieves satisfactory profit/loss ratio and market share in relation to preset standards and industry and economic trends.
• Ensures effective control of marketing results and takes corrective action to guarantee that achievement of marketing objectives falls within designated budgets.
• Oversees and evaluates market research and adjusts marketing strategy to meet changing market and competitive conditions.
• Monitors competitor products, sales and marketing activities.
• Establishes and maintains relationships with industry influencers and key strategic partners.
• Guides preparation of marketing activity reports and presents to executive management.
• Establishes and maintains a consistent corporate image throughout all product lines, promotional materials, and events.
• Directs sales forecasting activities and sets performance goals accordingly.
• Represents company at trade association meetings to promote product.
• Meets with key clients, assisting sales representative with maintaining relationships and negotiating and closing deals.
• Build, cultivate and foster relations with hotel sales teams.
• Coordinates liaison between sales department and other sales related units.
• Analyzes and controls expenditures of division to conform to budgetary requirements.
• Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion.
• Reviews and analyzes sales performances against programs, quotes and plans to determine effectiveness.
• Directs product research and development.
• Attend Business Review meetings providing sales oversight based upon market trends and complete understanding of the region’s business plan and the economic impact on regional market conditions.
• Working in conjunction with the General Manager in developing the properties Business Plan.
• Responsible for maintaining a partnership and collaborative environment with the General Manager, and the entire sales team.
• The Area Sales Manager should be highly visible at their hotels, through property visits and on weekly sales conference calls.
• Play a primary role in coaching, mentoring and developing direct sales reports to support success in their current role and develop them for their future roles.
• Prepare weekly sales reports including but not limited to pipeline report, sales activity report, online marking report and sales action plans.
• Responsible for driving business to exceed performance metrics set by ownership and management.
• Achieve personal goals.
• Review pre trip sales agendas and post trip and sales meeting recaps to ensure ROI and performance.
• Explores B2B partnerships and annual RFP’s including business cases.
• Works with revenue management to drive direct bookings and establish goals, by hotel for each season to shift business to less costly channels.
• Identifies and recommends new ideas, technologies or processes to increase organization efficiency, productivity, quality to drive top line revenues and increase overall profitability.
• Lead strategic account planning and implement sales action plans.
• Participate in recurring customer meetings and calls at brand center or other intervals as required.
• Responds to all RFP’s and all other communication including phone and e-mail messages in a timely manner (Linchris 4-hour response time).
• Participates in seminars and events to learn industry best practices.
• Analyze each hotel’s performance against its competition and ensure maximum property performance against the local marketplace.
• Maximize the components of each hotel’s RevPAR position within its competitive set.
• ·Prepare and analyze weekly sales reporting for thoroughness and accuracy.
• Maintains hotel relationships with key accounts to increase customer satisfaction and account revenue.
• Use professional sales techniques to negotiate the best possible terms and conditions that satisfy customer (internal and external) requirements.
• Articulate and leverage the benefits of the hotel to close sales opportunities. Any additional duties as assigned by the Corporate Director of Sales.

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Additional Duties

• Responsible for strategic planning and marketing for multiple unique locations and brands
• Assist with creative development of advertising campaigns

Minimum Qualifications

• Education or Experience: (if applicable)
• Language Skills: (if applicable)
• Reasoning Ability: (if applicable)
• Customer Service:Displays a professional sense of urgency whencommunicating and interacting with customers, coworkers, and the public in a way that exceeds the customer’s wants and needs. Identifies opportunities to improve and deliver additional value to customer’s experience by presenting creative solutions and innovative ideas.
• Communication: Actively listens to customers, coworkers, and the public (viewing the situation from the customer’s perspective) and works together to solve the problem through effective communication.
• Problem Solving: Ability to recognize and define problems; analyze relevant information; encourage alternative solutions and plans to resolve situations; seeks additional assistance when needed.
• Quality: Work “product or service” is free of errors and exceeds customer expectations.
• Leadership:Shares the company vision and relates company strategy to the associate’s daily work. Positively communicates goals. Clearly and consistently inspires associates to achieve the highest standards and results. Displays decisive and firm leadership when necessary. Is professionally disciplined and respectful. Effectively and promptly deals with team performance issues. Adapts positively to changing situations. Handles criticism well, admits mistakes and makes corrections quickly and willingly.

Physical Requirements

· The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

· While performing the duties of this job, the employee is regularly required to sit, and use hands. The employee is frequently required to reach with hands and arms and talk or hear. The employee is occasionally required to stand, walk, climb or balance, and stoop, kneel, crouch or crawl. The employee must occasionally lift and/or move up to 25 pounds.

Training Needs

• PMS Systems
• Sales Systems

Certificates and Licenses

• Valid driver’s license

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Job Type: Full-time

Pay: $60,000.00 - $70,000.00 per year

Benefits:

• 401(k)
• 401(k) matching
• Dental insurance
• Employee assistance program
• Employee discount
• Flexible spending account
• Health insurance
• Health savings account
• Life insurance
• Paid time off
• Vision insurance

Compensation package:

• Bonus opportunities

Schedule:

• 8 hour shift
• Evenings as needed
• Weekends as needed

Travel requirement:

• Up to 50% travel

Ability to Relocate:

• Hyannis, MA 02601: Relocate before starting work (Required)

Work Location: In person

Salary : $60,000 - $70,000