Business Travel Sales Manager
Boston/Massachusetts/US
- Hospitality
- Full-time
- business travel sales
- hotel sales manager
- luxury hotel sales
The Business Travel Sales Manager is responsible for managing business and leisure travel accounts to achieve revenue, room night, and average daily rate goals at a luxury hotel. This role involves soliciting new and past clients, coordinating site inspections and events, and maintaining strong relationships while utilizing sales management systems. The position requires experience in hotel sales, strong communication skills, and knowledge of hotel operations and sales policies.
Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.
With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.
With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com
Location:
The Newbury Boston at One Newbury Street, located in the premier shopping and dining neighborhood of Boston’s Back Bay is an iconic property originally opened in 1927 as one of the first Ritz-Carlton hotels in the U.S. and most recently was the Taj Boston. The building was recently transformed into a 286-room luxury hotel with 16,000-sq-ft of stunning event spaces, signature dining experiences and a reimagined front entrance on Newbury Street.
The Business and Travel Industry Sales Manager manages accounts to achieve guest satisfaction and to solicit past and new business to ensure all Transient (business and leisure segments) revenue, room night and average daily rate goals are achieved or exceeded. Perform job functions with attention to detail, speed and accuracy; prioritize, organize and follow-up; be a clear thinker, remaining calm and resolving problems using good judgment; follow directions thoroughly; understand a guest's service needs; work cohesively with co-workers as part of a team; work with minimal supervision; maintain confidentiality of guest information and pertinent hotel data.
Responsibilities:Fundamental Requirements:
- Meet or exceed sales solicitation call goals as assigned by the Director of Sales.
- Invite clients to the hotel for entertainment, lunches, tours and site inspections.
- Monitor production of all top accounts and evaluate trends within your market.
- Assist in implementing special client promotions, events and sales blitzes.
- Assist in the preparation of required reports in a timely manner.
- Maintain and participate in an active sales solicitation program.
- Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.
- Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.
- Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
- Use property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
- Meet and greet onsite contacts.
- Develop networking opportunities through active participation in community and professional associations, activities and events.
Education & Experience:
- At least 4 years of progressive Business or Leisure Travel hotel sales experience; or a 4 year college degree and at least 2 years of related experience; or a 2 year college degree and 4 or more years of related experience.
- Experience in luxury hotel direct sales required
- Delphi FDC and Opera property management systems experience preferred.
- Must be proficient with Microsoft office applications.
- Must have a valid driver’s license in the applicable state.
Physical requirements:
- Long hours sometimes required.
- Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
General Requirements:
- Manage all accounts from all Business and Leisure Travel feeder markets in Delphi FDC.
- Plan site inspections, client entertaining and sales trips as required.
- Create and implement quarterly sales action plan.
- Meet and exceed bi-annual sales goals.
- Solicit potential clients for future business on an on-going basis.
- Attend hotel and industry related functions, road shows and tradeshows.
- Entertain potential and existing clientele to develop and maintain relationships.
- Participation in annual marketing plan process.
- Attend all hotel required meetings and trainings.
- Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.
- Maintain high standards of personal appearance and grooming.
- Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
- Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
- Must be able to understand and evaluate complex information, data, etc. from various sources to meet appropriate objectives.
- Must be able to maintain confidentiality of information.
- Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.
- Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
- Must be able to multitask and prioritize departmental functions to meet deadlines.
- Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
- Perform other duties as requested by management.
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