Job Title: Senior Sales Manager
Location: Crowne Plaza Newark
Reports to: Director of Sales and Marketing
Job Summary
The Senior Sales Manager plays a critical role in driving revenue growth by managing high-value accounts, developing sales strategies, and leading client acquisition efforts. This position is responsible for identifying and capitalizing on business opportunities, building long-term client relationships, and mentoring junior members of the sales team to meet and exceed sales targets. The ideal candidate is a results-driven professional with extensive hospitality sales experience and a deep understanding of market trends.
Roles and Responsibilities: This job description is not an exclusive or exhaustive list of all job functions that an employee in this position may be asked to perform from time to time.
Key Responsibilities
- Develop and implement strategic sales plans to drive group and transient revenue across assigned markets.
- Identify, target, and secure new business opportunities while maintaining relationships with key accounts.
- Negotiate and close contracts with clients, ensuring alignment with hotel revenue goals.
- Lead sales presentations, trade shows, and client meetings to promote the hotel’s offerings.
- Analyze market trends, competition, and client needs to create innovative sales strategies.
- Manage and grow relationships with top-tier corporate, group, and travel accounts.
- Serve as the primary point of contact for high-value clients, addressing inquiries, resolving issues, and ensuring a seamless guest experience.
- Regularly evaluate account performance and adjust strategies to maximize revenue potential.
- Mentor and guide junior sales team members, providing training and support to enhance their performance.
- Collaborate with other departments, including operations, catering, and marketing, to deliver cohesive client solutions.
- Represent the sales department in internal meetings, offering insights and updates on sales activities.
- Prepare and deliver detailed sales forecasts, reports, and performance metrics to senior management.
- Monitor revenue and profitability goals, adjusting strategies as necessary to achieve results.
- Utilize CRM tools to maintain accurate client records and track sales activity.
Requirements: Due to the cyclical nature of the hospitality industry, employees may be required to work varying schedules (including Holidays and weekends) to reflect the business needs of the hotel. In addition, attendance at all scheduled training sessions and meetings is required.
Key Competencies:
- Leadership and mentoring abilities.
- Exceptional communication and interpersonal skills.
- Strategic and analytical thinking.
- Results-oriented with a focus on maximizing profitability.
- Strong organizational and time management skills.
Qualifications:
- Bachelor’s degree in hospitality management, business, or a related field (preferred).
- 5+ years of experience in hotel sales or a related role, with at least 2 years in a senior or leadership position.
- Proven track record of meeting or exceeding sales goals in the hospitality industry.
- Strong negotiation, presentation, and relationship-building skills.
- Proficiency in Delphi Sales force, (PMS)-OPERA, and Microsoft Office.
- Ability to analyze data and market trends to inform strategic decision-making.
- Flexibility to travel and work non-traditional hours as needed.
NOTICE:
Friendwell Managed Hotels function twenty-four hours a day, seven days a week, 365 days a year. As a part of the hospitality industry a hospitable service atmosphere must be maintained at all times. All employees are required to project a friendly, welcoming, and positive attitude.