The Crew and Project Hotel Sales Director is responsible for prospecting and obtaining short- and long-term overnight stays from developmental projects in the WV and VA markets including Martinsburg, WV, Winchester, VA, and Front Royal, VA.
The Crew and Project Sales Director targets companies with project-based work that requires groups of employees or contractors to source accommodations for a team. The Crew and Project Sales Director fosters relationships with prospective project managers and identifies the best Aikens Group hotel(s) to accommodate the opportunity, negotiating rates and coordinating with the General Manager to establish the group business. (Once a rate and agreement is set, all rooming lists and financial reconciliation will be the responsibility of the hotel’s General Manager.) The Crew and Project Sales Director will capture new business via leads generated through news outlets, BidClerk and local EDA organizations as well as through networking and personal sales efforts to identify new sources of business including driving through the industrial parks and commercial areas of each market.
Essential Duties and Responsibilities:
- Solicit business through telephone calls, in-person sales calls, and email.
- Conduct site tours for potential Crew and Project accounts.
- Promptly follow up on and win sales through leads generated by the operations team and sales team
- Maintain positive and cooperative relationships with Aikens Group GMs on coordinated sales efforts
- Promptly send proposals, contracts, and other sales correspondence.
- Create and maintain an active list of projects and target accounts.
- Accurately confirm all bookings, quotes and negotiated rates while adhering to hotel rate structure, credit policies, and general hotel policies and procedures.
- Maintain an up-to-date accurate client file, database and tracking system.
- Maintain strong relationships with accounts and contacts.
- Responsible for full market knowledge as it relates to competitors and industry trends.
- Contribute ideas to the Sales and Marketing action plans based on guest and client feedback, knowledge of the marketplace and sales targets.
- Prepare sales reports and attend regular sales meetings.
- Meet or exceed budgeted RevPAR for Comfort Inn Martinsburg, Hampton Inn North Winchester and Hampton Inn Front Royal
Guest Service
- Supports guest service as the hotels' driving philosophy.
- Personally demonstrates a commitment to guest service by responding to guests’ needs.
Marketing & Sales Management
- Actively and proficiently utilizes BidClerk to track development of projects and prospect for new business.
- Uses the resources available in the hotel brand manuals to surface, call on, and track potential new business.
- Use effective sales and negotiation skills to achieve rate targets in pursuing and winning business.
Human Resource Management
- Ensures that hotel employees (specifically front desk staff) are familiar with local projects and the potential of business to be booked in the hotel.
- All other duties as assigned.
Knowledge, Skills and Requirements
- Comfortable making cold calls
- Able to appropriately handle difficult or emotional customer situations
- Responds well to questions
- Demonstrates group presentation skills
- Proficient with computer operations including Microsoft Suite
- Able to contribute to building a positive team spirit.
- Writes clearly and informatively
- Has the ability to read and interpret written information
- Must be attentive to details.
- Be timely in all communications and requests by management
- Must have the ability to handle pressure in meeting deadlines and prioritize tasks.
- Must have the ability to work independently and use independent judgment with minimal supervision.
- Must produce high-quality work that has been proofed and is error free.
Job Type: Full-time
Pay: $50,000.00 - $60,000.00 per year
Benefits:
- 401(k)
- Employee discount
- Health insurance
- Paid time off
Schedule:
Supplemental Pay:
Experience:
- Sales: 1 year (Preferred)
Work Location: Multiple Locations