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Group Sales Manager

The Warwick New York is looking for a Group Sales Manager who will be reporting to the Director of Sales & Marketing.

POSITION PURPOSE

Development, maintenance and solicitation of Group business contracts to ensure the necessary production volume needed to maximize the success and profitability for the hotel Warwick New York.

ESSENTIAL FUNCTIONS (AVERAGE % OF TIME)

30% - Actively solicit and secure new group and meetings business through personal calls, site inspection, tele-prospecting, blitzing and sales trips to assigned territories.  This includes all industries and markets of responsibility.

20% - Maintain relationships with existing accounts to rebook annual group programs (meetings and group business) as well as develop new programs and ensure their success in our hotel.

10% - Solidify relationships with assigned accounts through regular sales visits, client entertainment, agency/office receptions, site inspections and repeated follow-up. Develop creative programs to ensure maximum reservations and client satisfaction, whether for transient, FIT or group segments of business.

10% - Proactive in pursuing sales activities on weekly basis to align with achieving monthly budget, individual and team goals - personal sales calls/client entertainment, solicitation calls/emails and site inspections. Secure new volume producing corporate accounts in the assigned market segments to contribute in enhancing, maximizing and maintaining a healthy and robust Group portfolio of accounts.

10% - Work in tandem with the Catering department to develop catering business and maximize food & beverage needs of group clients. This includes working with Director of Catering to develop new catering programs and offerings to promote to existing and prospect group accounts.

10% - Along with DOSM and Catering Director, develop and facilitate marketing, public relations and media projects, applicable to the respective market segments

Other:

Regular attendance in conformance with the standards, which may be established from time to time, is essential to the successful performance of this position.  Employees with irregular attendance will be subject to disciplinary action, up to and including termination of employment.

Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules to reflect the business needs of the Hotel.  In addition, attendance at all scheduled training sessions and meetings is required.

Upon employment, all employees are required to fully comply with Hotel rules and regulations for the safe and effective operation of the Hotel’s facilities.  Employees who violate Hotel rules and regulations will be subject to disciplinary action, up to and including termination of employment.

SUPPORTIVE FUNCTIONS

  • In addition to performance of the essential functions, this position may be required to perform a combination of the following supportive functions, with the percentage of time performing each function to be solely determined by the manager based upon the particular requirements of the hotel.
  • Professionally represent the Hotel by participating in and/or conducting client and industry functions (pre-convention meetings, guest receptions, industry events, etc.).
  • Develop working relationships with managers in the Group and Catering Sales Offices, providing consultation on strategies for booking optimal group and catering business.
  • Continually monitor actions of competitive Hotels (product quality improvements, supply changes, pricing strategies, service offerings, etc.).


SPECIFIC JOB KNOWLEDGE, SKILLS AND ABILITIES

The individual must possess the following knowledge, skills and abilities and be able to explain and demonstrate that he or she can perform the essential functions of the job, with or without reasonable accommodation, using some other combination of knowledge, skills and abilities.

  • Must be able to speak, read, write and understand the primary language(s) used in the workplace.
  • Must be able to read and write to facilitate the communication process.   
  • Requires good communication skills, both verbal and written.
  • Most work tasks are performed independently.  There is minimal direct supervision.
  • Ability to prepare, implement and update the Strategic Sales Plan.
  • Effective ability to supervise and motivate staff to maintain optimal department operation and staff development.
  • Extensive knowledge of competitive Hotels (upper, direct and lower tier).
  • Complete knowledge of hotel rooms and meeting related services available to guests.
  • Ability to use/manipulate the Central Reservation, Yield Management and Property Management Systems for tracking, forecasting and executing optimal selling strategies.
  • Comprehension of the reservation sales process.
  • Understanding of the group sales process.
  • Able to develop and manage department budget.
  • Analytical approach to problem solving.
  • Ability to analyze financial statements and market data.
  • Ability to develop and deliver training.
  • Ability to develop and deliver effective presentations.
  • Desire to participate as part of a team.
  • Demonstrate self-confidence, energy and enthusiasm.
  • Present ideas, expectations and information in a concise, well-organized way.
  • Use effective listening skills.
  • Manage group or interpersonal conflict situation effectively.
  • Manage time well, correctly prioritizing tasks.
  • Highly visible in areas of responsibility.
  • Establish, measure, monitor and effectively evaluate processes, policies and procedures.
  • Ability to negotiate and create win-win solutions.
  • Ability to assess and analyze financial reports.
  • Must possess basic computational ability.   
  • Must possess computer skills, including, but not limited to, accounting programs, Microsoft Word, Excel and Oprah.

Physical Demands

  • Most work tasks are performed indoors.  Temperature is moderate and controlled by hotel environmental systems.
  • Must be able to sit at a desk for up to six hours per day.  Walking and standing are required the rest of the working day. This includes travelling to and from meetings and may include air travel.  Length of time of these tasks may vary from day to day and task to task.
  • Must be able to lift up to 15 pounds occasionally.
  • Requires grasping, writing, standing, sitting, walking, repetitive motions, listening and hearing ability and visual acuity.
  • Talking and hearing occur continuously in the process of communicating with guests, supervisors and subordinates.
  • Vision occurs continuously with the most common visual functions being those of near vision and depth perception.
  • Requires manual dexterity to use and operate all necessary equipment.
  • Must have finger dexterity to be able to operate office equipment such as computers, printers, 10-key adding machine, multi-line touch tone phone, filing cabinets, FAX machines, photocopiers, dolly and other office equipment as needed.  

QUALIFICATION STANDARDS

Education
High school or equivalent education required.  Bachelor’s Degree preferred.

Experience
Two years’ Hotel management experience with in the Sales department or related discipline experience required.

Licenses or Certificates    
Not applicable.

Grooming
All employees must maintain a neat, clean and well-groomed appearance per standards.

This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.

To apply, please send your CV and cover letter to Mrs. Osiris Arango - Direction of Human Resources - oarango@warwickhotels.com