To fully develop assigned segments with an emphasis against the
development of new business for assigned hotel.
Working with the General Manager, Regional Director of Revenue
Management and the Regional Director of Sales, optimally
merchandize revenue potential for assigned property and ensure
customers have a memorable hotel experience.
Develop and execute Sales action plans for two hotel locations,
maintain positive interdepartmental relations with each hotels
staff and complete special projects as assigned by each of the
General Manager for the two hotel locations, Regional Director of
Sales and/or Vice President of Sales and Marketing.
Success is determined through achievement of the hotels revenue
goals and improvement, where possible, in market shared performance
as compared to that of the hotel(s) defined competitors.
PREREQUISITES College Degree (BS/BA) preferred or equivalent
Previous direct selling experience in a hotel preferred
Demonstrated success in developing a market.
Experience selling Marriott and/or Hilton Focus Service and/or
Extended Stay lodging to Corporate and weekend market segments is a
Hotel operations experience preferred.
Professionalism must be displayed at all times.
Company associates have access to guestrooms and property. As
such, character traits of honesty and trustworthiness are essential
to this position and must be displayed at all times. Per company
policy, potential associates must pass appropriate security
ESSENTIAL JOB FUNCTIONS Computer skills required: Microsoft
Outlook, Microsoft Word, Excel and Powerpoint, experience working
with customer relationship software like Hotel SalesPro, ACT or
Salesforce is preferred.
Must be able to perform major life activities: Standing,
lifting, bending, learning, reading, concentrating, thinking, and
Must be able to push or pull 60 pounds and lift and/or carry 30
Must be able to stand for eight hours, bend, stretch, reach.
Must be able to see and hear.
Must be able to speak and read English, the ability to
communicate in another language may be helpful.
Must display professionalism, honesty and trustworthiness at all
REQUIRED KNOWLEDGE, SKILLS, AND ABILITES Sees a vision and is
not deterred from achieving it.
Committed to the company and the achievement of it’s goals.
Effective communication skills, written and verbal, including
Has the ability to effectively influence others and engage
clients and coworkers on difficult issues.
Financial analysis skills. The ability to assess potential
business opportunities and whether or not they contribute to the
success of the business.
The ability to inspire confidence in and gain respect from
superiors, peers, subordinates, industry partners and
Combines a confident, self-starting, high performance
orientation with track record that reflects a “can do”
Enjoys interacting with customers and networking within the
Project management skills (i.e., organizing, multitasking).
Creative and strategic skills.
Willing to perform other assigned duties that the individual is
capable of carrying out.
Practices safety standards at all times and is alert to
hazardous conditions. Reports any hazardous conditions immediately
to the hotel General manager or appropriate staff member.
Is thoroughly familiar with the LBA Hospitality Associate
Handbook. Adheres to all work rules, procedures and policies
established by the company, including, but not limited to, those
contained in the Associate Handbook.
SPECIFIC RESPONSIBILITIES Based on each properties selling
strategy, books appropriate business into the appropriate hotel
that serves the need of the guests as well as the price point and
allows each hotel to achieve/exceed monthly room revenue budget,
and, if applicable, other revenue budgets specific to each assigned
Proactive direct outside sales a minimum of 80% of the time
Remain in active status in a minimum of three outside
organizations including but not limited to: Local Convention and
Visitors Bureau, Chamber of Commerce, Sports Commission, university
Approaches the position with a relationship building/proactive
selling mindset. Ensures that weekly telephone
prospecting/qualification/solicitation calls goals as well as
outside call goals are met or exceeded. Include the appropriate
General Manager on appropriate sales appointments as well as calls
on Corporate-based Sales personnel for assistance as needed to
“win” business for the appropriate hotel.
Develops, presents business case to property specific General
Manager, Regional Director of Sales and Regional Director of
Revenue Management and deploys seasonal and segmented promotions
and packages equally to drive market share for each location.
Utilizes available business tools to prospect for new business
(i.e., Brand database reports, , local newspaper and business
journals, SalesPro Internet Prospecting, Marriott reports/Hilton
Detailed follow up via email for any client visits, site visits,
cold calls, etc.
Performs the necessary pre-call planning and post-call follow-up
for client outside sales calls.
Evaluates potential business opportunities for appropriate hotel
and presents findings/defends positions, as necessary, to the
property specific General Manager and/or Regional Director of
Revenue Management and Regional Director of Sales.
Thoroughly knowledgeable with regard to client base. Has a
strong business relationship with top producing clients.
Utilizes internal lead source generators (i.e., Brand LBA sister
hotels) to maximize revenue production for the appropriate
Grows revenue for LBA Hospitality by cross-selling other LBA
Gains contacts and business intelligence/shows community spirit
through involvement in an industry and/or charitable
Takes the initiative to develop new strategies and tactics to
drive revenue in assigned markets. Presents these plans to the
Hotel General Manager and Regional Director of Sales for review and
Monitors economic/business news in general and news specific to
assigned market segments. Understands the business rationale behind
and contributes, as appropriate, to the hotel’s rooms forecast.
Maintains awareness of the sales practices of each hotel’s
competitive set, and, as warranted, takes proactive steps to
“neutralize” their efforts.
Is an “expert” when it comes to selling against the hotel’s
competitive set for each location.
Adds to the camaraderie of each property by helping to celebrate
the successes of coworkers.
Ensures that he/she adheres to all sales administrative
processes that are in place from the LBA Corporate Office.
Ensures that all reports, internal requests for information and
special projects are submitted on or before their due dates for
Provides suggestions to the Regional Director of Sales, Vice
President of Sales and Marketing and other Corporate-based staff
with regard to growing the company’s revenue.
Understands the business rationale behind the annual budgeting
process for each property (revenue generation and Advertising and
Collects and analyzes information on use history, plans,
decision structure and strategies of key customers in assigned
market segments. Forwards this information to the appropriate Hotel
General Manager and Regional Director of Sales.
Strives to continually improve his/her general business and
industry/job specific skills by attending Brand and LBA
Corporate-sponsored sales training, and, if appropriate, outside
WORKING CONDITIONS/SPECIAL REQUIREMENTS Typical week consists of
a minimum of three days out of the office on sales calls and two
days in the office working on sales plan. 80% of the time will be
spent outside the hotel with appointments, cold calls and community
events that drive business to the properties May also come in on
the weekends to greet guests and ensure meeting or group
Occasional overnight travel for training, to assist with a sales
blitz in another LBA city, etc.
POSITIONS FOR POSSIBLE FUTURE ADVANCEMENT Area Director of
Regional Director of Sales
The above statements are intended to describe the general nature
and level of work being performed by people assigned to this
classification. They are not to be construed as an exhaustive list
of all responsibilities, duties, and skills required of personnel
so classified. All personnel may be required to perform duties
outside of their normal responsibilities from time to time as
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