Sales Manager – Associations

Reports to: Director of Sales & Marketing

JOB SUMMARY

The Sales Manager - Associations market is a highly motivated, goal-oriented individual responsible for the generation of successful achievement and future development of significant sales volume produced at established levels of profitability. Serving as the most visible ambassador of the Hotel, this position requires exceptional organization and dedication to interpersonal communications to fulfill the numerous responsibilities of client relationships, industry involvement, business strategy, financial accountability.

Responsibilities:

• Generate, achieve, and develop targeted sales volume, reflecting budgeted levels of revenue generation and profitability.
• Upsell/negotiate services to maximize revenue and profit.
• Provide exceptional customer service through relationship development, strategizing account development and creating plans that fully exhibit commitment to the fulfillment of customer expectations.
• Sell the Hotel creatively, utilizing a goals/benefits/features approach to securing business.
• Assert comprehensive knowledge and keen awareness of both hotels primary market, its surrounding areas, and resources.
• Assert knowledge and maximization of any Brand programs; sell strategy and brand-specific pricing techniques (as applicable)
• Maintain a working knowledge and awareness of the competition in current and changing conditions; frequently visiting facilities and reporting on the business climate as it relates to competitive advantage.
• Proactively prospect, research and solicit new accounts.
• Identify and develop new market opportunities and strategies, proactively pursuing the appropriate mix and type of business that will best achieve both hotels sales plan and direction.
• Responsible for maintaining the integrity of Sales records and reports including the booking database, account files and any forecasted account volume.
• Actively participate in Revenue Strategy meetings and funnel meetings with the Sales Team.
• Participate in team brainstorming sessions, hotel staff meetings and client events as required for specific business situation, or as requested by Director of Sales & Marketing.
• Conduct site inspections, conduct client visits, actively entertain, and personally interact with customers.
• Promote the Hotel through regular industry involvement.
• Maintain a high level of professional standards including appearance, demeanor, ethics, and image of self.
• Maintain positive employee relations in a supportive, team-oriented environment.
• Performs other duties as assigned to meet business needs.

Pillars for Success:

Our Guests:

Day to day operations

To conduct work inside and outside the Sales and Catering office in a manner that meets and exceeds our guests’, inter-departmental and associate’s expectations within our Sheraton standards.

• Capable of generating excitement among new, existing, or former guests with warm and sincere customer experiences while adding value & delight
• Complete activity goals by making the necessary number of sales calls telephone, outside and site visits
• Prioritize daily activities to work towards meeting targets and financial goals
• Connect with existing prospects to ensure we are securing business
• Attend events outside the hotel.
• Preparation of proposals, event orders and contracts
• Completion of all administrative duties while meeting deadlines
• Preparation of weekly, monthly Sales and expense reports
• Build a strong work relationship with all other departments
• Keep proper records in CITY
• Attend Trade shows
• Adhere to hotel recycling program to eliminate unnecessary waste, reduce expenditures, and contribute to Marriott policy towards environmental protection.

Leading Event Management Teams

• Conducts formal pre- and post-event meetings as required to review/communicate group needs and feedback.
• Leads formal pre-event and post-event meetings for average to large-sized assigned groups.
• Facilitates various meetings as he/she perceives necessary (Group Resume meeting, block review, etc).

Supporting and Coordinating with the Sales and Marketing Function

• Assists in the sales process and revenue forecasting for customer groups.
• Up-sells products and services throughout the event process.
• Forecasts group sleeping rooms and event revenue (catering and audio visual) for his/her groups.

Our People:

Health and Safety

• Work in the manner and with the protective devices, measures & procedures required
• Employees use or wear the equipment, PPE or clothing required by the Sheraton Ottawa Hotel
• Employees are advised of the existence of any potential or actual danger to their well being of which the supervisor is aware
• Where prescribed, employees are provided with written instructions as to the measures & procedures to be taken for their protection
• Every reasonable precaution is taken for the protection of the employee & guest
• Must drive in a responsible manner and have a safe working vehicle

Physical Demands for this position:

• Must be able to sit or stand for extended period of time and be able to type and answer the phone continuously.
• Might be asked to attend trade shows where standing for an extended period of time will be necessary.
• Must be able to travel out of town on company business and have own safe working vehicle and a valid driver’s license.
• Ability to work flexible hours due to fluctuating business demands

Other Key Skills:

• Self-confident, motivated individual, and creative.
• Passionate about customer care
• Excellent Organizational/Administrative and time management skills
• Enthusiasm and infectious energy
• Attention to detail
• High standards
• Winning mindset
• Team player
• Ability to multi-task and prioritize competing demands
• Life enthusiast

Our Financial Function:

• Ensure that the phone and e-mail leads are answered as swiftly as possible to ensure that the Sheraton Ottawa has the best chance possible of getting new business and maintaining existing business.
• Use company resources and expenses responsibly.
• Analyze potential business with the Director of Revenue and Director of Sales & Marketing to ensure it maximizes revenue for the Sheraton Ottawa.

Final Details:

Supervisory Responsibility:

Number of subordinates directly supervised: 0

Number of supervisors directly supervised: 0

Experience and Requirements:

• 3-5 years Sales Management Experience required**.**

· Knowledge of Opera, Galaxy, and CI/TY or similar systems required

• Previous hotel experience is a strong asset.
• Fluency in English is required and French is an asset.
• Be able to work both in a team and independently
• Sales ability and skill in both oral and written form.
• Strong negotiation skills.
• Knowledge of personal computers and Microsoft Office.

Education:

High School Graduation or equivalent required

Hospitality/Tourism/Business degree would be considered an asset

Grooming:

Associates not required to wear a uniform are expected to dress conservatively, in appropriate business attire, reflecting the tradition of elegance and a professional business atmosphere. In keeping with these standards, we offer the following guidelines for clarification:

Males - Suit. Conservative colours only. Shirts must have a collar and a tie is required. Ties should also be conservative in look & colour.

Females – A skirted suit, pantsuit with a dress shirt are appropriate or a conservative dress. Dress pants may be worn with a matching or coordinating jacket that covers the waistline. Casual evening style, backless, strapless or sundresses are not acceptable.

Note: No sport clothes, denim jeans/skirt etc are permitted. Sheraton Ottawa Hotel participates in CHEO Jeans day every Friday, a small financial contribution from the employee enables them to wear jeans to work that day. Acceptable skirt length is no more than 2 inches above the top of the knee. Faddish or sheer attire is not appropriate at work.

Revised date: March 29, 2023

Job Types: Full-time, Permanent

Benefits:

• Dental care
• Discounted or free food
• Extended health care
• Life insurance
• RRSP match
• Vision care

Flexible language requirement:

• French not required

Schedule:

• 8 hour shift
• Day shift
• Monday to Friday
• Weekends as needed

Experience:

• Hotel Sales Management: 3 years (required)

Work Location: In person