Sales Manager

InterContinental Hotel KC is seeking an on-property Sales Manager to proactively source, develop, and drive revenue opportunities for the hotel in Kansas City, MO.

Responsibilities

• Proactively solicit and manage revenue-related opportunities through the sales process.
• Upsell each qualified opportunity to maximize revenue across business needs.
• Drive personal and team revenue goals for the hotel.
• Build department top-line revenue by following Director of Sales & Marketing sales strategy guidelines.
• Identify revenue opportunities based on the event profile and market conditions.
• Actively target key accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Proactively identify, qualify, and solicit new business to meet personal and hotel revenue goals.
• Respond to incoming inquiries within the market segment within 4 hours.
• Close the best opportunities for the hotel based on market conditions and hotel needs.
• Accurately forecast group sleeping rooms and revenue prior to turnover, and continue to partner after turnover.
• Create sales contracts as required.
• Manage customer budgets to maximize revenue, meet customer needs, and identify upsell opportunities throughout the sales process.
• Ensure proper and timely turnover so service delivery is executed correctly.
• Coordinate event details by communicating verbally and in writing with customers (internal and external).
• Follow up with customers after events; be visible during the event process.
• Greet customers during the event phase and hand off to the Convention Services department for execution of details.
• Conduct customer site inspections.
• Act as a mentor in the area and exceed company minimum standards with the sales process.
• Understand the overall market, including competitors’ strengths and weaknesses, economic trends, and supply and demand.
• Strengthen relationships with existing and new customers through activities such as sales calls, entertainment, and FAM trips.
• Exceed expectations by ensuring products and services meet or exceed event planner expectations to support loyalty and increased market share.
• Support guest satisfaction by interacting with guests for feedback, handling problems and complaints, and participating in corrective action planning.
• Review Guest Service Results with leaders and emphasize guest satisfaction during departmental meetings.
• Utilize Delphi (or other hotel system) to capture and manage customer information on a daily basis.
• Demonstrate leadership, accountability, ethical conduct, timely conflict resolution, and follow-through on inquiries, requests, and complaints.
• Adhere to all standards, policies, and procedures (SOPs).
• Use sales resources and administrative/support staff effectively and maintain a sense of urgency when prioritizing competing demands.
• Perform all technical and procedural requirements of the job.

Requirements

• 3+ years of progressive sales experience.
• Hospitality industry experience preferred; selling luxury brands and experiential services preferred.
• Aggressive negotiating skills and creative selling abilities with a high conversion ratio.
• Software knowledge: Microsoft Office (etc.).
• Systems knowledge: Delphi and Delphi Diagrams.
• Ability to “Knock on doors” to secure business.
• Ability to conduct internet research.
• Weekly prospecting and soliciting goals; uncovering new customers.
• Effective up-selling skills for products and services.
• Knowledge of menu planning, food presentation, and banquet and event service operations.
• Ability to manage guest room and meeting space inventories.
• Strong customer development and relationship management skills.
• Knowledge of overall hotel operations as they affect the department.
• Knowledge of AV products and services at both hotels.
• Knowledge of contract management and legalities.
• Financial management skills, including understanding P&L statements, managing operating budgets, and forecasting/scheduling.
• Strong communication skills: verbal, listening, and writing.
• Strong problem-solving skills and customer and associate relations skills.
• Strong presentation and platform skills.
• Strong organization skills, closing skills, and persuasion skills.
• Ability to use standard software applications and hotel systems.
• Effective decision-making skills.

Technologies

• Microsoft Office
• Delphi
• Delphi Diagrams

Benefits

• 401(k)
• Disability insurance
• Employee assistance program
• Health insurance
• Life insurance
• Paid time off
• Room Discounts
• Employee Food and Beverage Discounts

Physical Demands

• Frequent walking, standing, sitting, hearing, talking, smiling.
• Lifting, pushing, and pulling of objects weighing up to 10 pounds.