Sales Event Manager

Overview:

The Sales and Events Manager (SEM) creates and maintains relationships with potential and existing clients, ensuring the hotel revenues meet or exceed budgets, as well as developing a growing mix of business that enhances the hotel's value and ultimate bottom line. Also the SEM is responsible for all booking and revenue decisions made in the best interest of the property. The SEM is responsible for managing the brand relationships, along with using business tools and participating in the opportunities. Prospecting, cold calling and building relationships with new clients and groups is expected. The SEM is responsible for overseeing marketing, including social media and making sure all revenue generators are profitable. This is a selling position.

General: This employee must display effective listening and communication skills, initiative, ability to work independently and in teams, and lead by example. He/she must be able to exercise good judgment and discretion, display effective problem-solving skills, and provide excellent customer service. Additionally, he/she must have the ability to multi-task, maintain composure under pressure, and display a high level of professionalism, integrity, and follow through.

We expect our employees to approach their work with passion, enthusiasm, and attention to customer satisfaction. We also expect our employees to champion, embrace and live the company values.

Our Values embody:

• Integrity: We are honest, genuine, and transparent in our interactions.
• Concern For Others: We care for each other and our guests.
• Collaboration: We value diversity and “come as you are” spirit and personality.
• Accountability: We make mistakes, learn from them, and strive for continuous improvement.
• Hospitality Soul: We have fun creating lifelong memories for each other and our guests.

Additional Information:

To apply for this position, you must be legally authorized to work in the United States. Upon hire you must complete the I-9 form within the first 3 days of employment.

Essential Functions of the Job:

• Regular attendance and reporting to work on time, ready to begin your shift is an essential function of employment (being tardy places an unfair burden on the team)
• Ability to work flexible schedules (including weekends, nights, holidays) to meet hotel/guest needs.
• Communicating effectively, both verbally and in writing (i.e., use appropriate language, display proper tone, attitude and body language when communicating)
• Ability to understand and follow instructions as directed by supervisor/manager.
• Working Safely is a condition of employment. All employees must follow the safety policies.
• Performing the job duties as described. (Reasonable accommodations will be considered in accommodating disabilities. If you believe you need an accommodation, please speak with your supervisor, General Manager, or Human Resources)

Expectations of all Employees:

• Be polite, courteous and helpful to all guests and coworkers, displaying a positive “can do” attitude while maintaining a high level of professionalism consistent with the company values.
• Acknowledge our guests with a smile and friendly “hello.” Promptly attend to guest needs
• Comply with all hotel policies and procedures, i.e., Employee Handbook, Conduct Policy, Safety Policy, etc.
• Comply with guest privacy standards.
• Report to your supervisor or the MOD, immediately, all injuries occurring while on duty, no matter how minor. (Fraud, Dishonesty and False Statements regarding an injury will result in disciplinary action up to and including termination)
• Act as a safety and security agent by identifying and reporting potential risks to guests and/or employees to the Manager or General Manager
• Arrive to work on time (follow call-out policy), and in appropriate work attire, (uniform, footwear) neat in appearance.
• Complete work in a timely manner and meet productivity standards/expectations.
• Keep work area clean, neat, and well organized.
• Demonstrate a team behavior and attitude of working together effectively to accomplish tasks (even if outside specific job duties)
• Seek approval from management prior to working overtime (i.e., punching in early or staying beyond scheduled shift)
• Use technology effectively to maximize productivity and efficiency
• Embrace change, innovation and creativity
• Perform additional duties as assigned.

Job Duties:

PLANNING

• Within the first 90 days, complete Lark Hotels Sales process training and all applicable systems training.
• Understand and work with ownership on the annual marketing plan.
• Participate in the annual budgeting process with Lark Sales Rep, Revenue Manager and GM. Coordinate monthly meetings to discuss pace.
• Submit required weekly reports to GM and Lark.
• Understand and support the OTA strategy and pricing for the property
• Accept leadership responsibilities by modeling proper selling techniques, effective development of others and commitments to industry and personal development.

SELLING

• Ensure the hotel has an appropriate mix of business – attend weekly staff and revenue meetings, frequent communication with Lark, GM, Rev Team and Guest Service Manager to review past/present/future business to make revenue decisions.
• Meet monthly revenue goals for room rental, food, beverage, a/v and guest room group sales.
• Available to travel to approved vendor shows, travel agent shows, and networking events, as well as top accounts to represent and sell property and possibly represent similar properties within our portfolio.
• Manage relationships with potential guests, clients, and vendors.
• Prospect new business/leads and maintain existing accounts through telephone, written communications and face to face visits.
• Exercise discretion or independent judgment on matters of significant economic impact on the hotel; i.e. establish rate structures, ceilings and budgets. Negotiate and present group and account rates/prices, prepare contracts and exercise authority to negotiate and bind the company in financial agreements. Oversee all contracts before they are presented.
• Submit proposals to all RFP’s (Requests for Proposals), making sure all responses are less than 24 hours.
• Revenue management - rate changes and promotions, weekly calls with Ownership
• Establish and maintain strong relationships with all assigned accounts through daily, weekly, monthly - outside and inside sales calls.
• Communicate upcoming site inspections with the team and conduct property site inspections for current and prospective clients at their request or to introduce new clients to property and/or services.
• By doing weekly audits, make sure group blocks are managed, washed and tight prior revenue meetings.
• For all owned accounts, be able to and if needed serve as client contact for all details related to event or meeting, including but not limited to overnight room requirements, food and beverage menus, set-up and A/V requirements, event/meeting timelines and other enhancements as requested by client.
• Greet and communicate with clients during in-house functions.
• Respond to and resolve guest concerns or complaints in a timely and courteous manner.
• Join and participate in local networking organizations and social events to increase visibility.
• Participate in weekly Revenue meetings.

MARKETING

• Work together with ownership to implement marketing aspects of the hotel including social media, programming, photography and websites.
• Create and delegate a timeline for annual programing details. Timely complete all sales and marketing tasks.
• Be a strong and effective writer for blogging, sales and marketing reports and website content.
• Participate in monthly marketing meetings
• Design, develop, promote and present sales marketing materials to agencies and organizations.
• Host influencer receptions at property.

Skills Required

People Skills:

Deliver hospitable service that is attentive, friendly, and courteous, ability to collaborate, create rapport, and work effectively with others; earn and maintain trust and respect; demonstrate patience, tact, and diplomacy.

Communication Skills:

Ability to communicate effectively both verbally and in writing. (Strong writing skills – spelling, punctuation, grammar.)

Problem-Solving & Analytical Skills:

Ability to identify issues, collect and analyze information to understand the problem and effectively resolve. Identify, recommend, and implement best practices.

Judgment & Discretion:

Appropriately manage confidential and sensitive information; maintain confidentiality.

Organizational & Time Management Skills:

Ability to appropriately schedule time to meet job demands, multi-task, prioritize, follow through, and work efficiently with limited supervision.

Attention to Detail:

Ability to follow instructions and achieve thoroughness and accuracy when accomplishing tasks.

Computer skills/ Technology:

Proficiency in computer technology, i.e., Microsoft Office and Google Suite. Proficient in operating general office equipment.

Technical Skills:

• Strong sales & relationship management skills
• Experience with cold calling, tracking leads, and overcoming objections.
• Strong aptitude in working with numbers and comprehending Excel spreadsheets, Keyboarding and general office administration skills
• Digital Marketing – must stay current on digital marketing and social media trends.

Experience / Education: 5 years’ hotel & sales experience needed. Must have a strong background in hotel sales. Must be very knowledgeable with social media, digital media and content management. College education and/or equivalent work experience; Sales software knowledge is helpful. Must have strong writing and communication skills.

Performance Measurement:

On-going feedback from supervisor, attendance, productivity, and feedback from staff, guest comments and scores.

Physical Demands: Traveling to businesses and hotels (with overnight travel), flexible work hours including nights and weekends. Extended workdays may be required to accomplish tasks and meet workload demands during peak periods. Potentially requires extended periods of walking or standing, computer keying, working at a desk, and viewing spreadsheets and other written material. There is also the potential for kneeling and lifting of objects up to 50 lbs. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.