Definition: The Sales Manager is responsible for selling group overnight business. The position is accountable for proactively soliciting and handling overnight group opportunities with significant revenue potential. This individual works to develop, build and maintain long-term, value-based group customer relationships in order to achieve personal and team related revenue goals. According to hotel need, the Sales Manager is assigned a market segment as determined by strengths of the Sales Manager and designated by Sales Team Leadership. An important part role is to ensure business is turned over properly and in a timely fashion for proper service delivery. A key responsibility is to drive customer loyalty by delivering service excellence throughout each customer experience and to provide service to our customers in order to grow the account on behalf of Horseshoe Bay Resort.

Core Duties for Position

• Create and Maintain Relationships with Clients - Reach out to clients to help manage the business process, set and meet client expectations and deliver according to the budget.
• Exceeding Customer Expectations - Providing services that are above and beyond for customer satisfaction and retention.
• Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
• Proactive Selling - Taking action to go out and get clients and close sales.
• Demonstrating Knowledge - Demonstrating knowledge of job-relevant issues, products, systems, and processes.
• Organizing, Planning, and Prioritizing Work - Developing specific goals and plans to prioritize, organize, and accomplish your work.

• Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.
• Supporting Horseshoe Bay Resort’s Service and Relationship Strategy - Planning and contracting the customer's program/event, managing the success of the program/event and measuring service effectiveness.
• Making Decisions and Solving Problems - Analyzing information and evaluating results to choose the best solution and solve problems.
• Communicating Information Timely - Informing and/or updating the executives, the peers and the subordinates on relevant information in a timely manner.
• Communicating with Supervisors, Peers, or Subordinates - Providing information to supervisors, co-workers, and subordinates by telephone, in written form, e-mail, or in person.
• Improving Service - Improving service by communicating and assisting individuals to understand guest needs, providing guidance, feedback, and individual coaching when needed.
• Thinking Creatively - Developing, designing, or creating new applications, ideas, relationships, systems, or products, including artistic contributions.
• Communicating with Persons Outside Organization - Communicating with people outside the organization, representing the organization to customers, the public, government, and other external sources. This information can be exchanged in person, in writing, or by telephone or e-mail.
• Generating and Delivering Accurate and Timely Results - Generating and providing accurate and timely results in the form of reports, presentations, etc.

Job Specifics

• Works collaboratively with Horseshoe Bay Resort Revenue Management, Convention Services, Food and Beverage and other hotel counterparts to drive revenue, ensure customer satisfaction and increase market share.
• Works collaboratively with off-property sales channels (HelmsBriscoe/Conference Direct, DMI, Crescent Global Sales) to ensure sales efforts are coordinated, complementary and not duplicative.
• Builds and strengthens relationships with existing and new customers, industry organizations and Horseshoe Bay Resort network to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
• Develops and manages relationships with key stakeholders, both internal and external.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
• Targets group accounts, markets or segments with heavy emphasis on proactive solicitation and account saturation.
• Develops and implements an effective sales plan.
• Executes designated sales strategies to develop and solicit specific accounts to achieve revenue goals.
• Identifies, qualifies and solicits new accounts with a focus on increasing business.
• Strives to achieve personal and hotel revenue goals.
• Closes the best opportunities for the hotel based on market conditions and hotel needs.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Maintains and grows business of existing accounts.
• Manages group or interpersonal conflicts effectively.
• Maintains customer, account and opportunity data in Delphi
• Uses sales resources and administrative/support staff in conjunction with other Sales Managers.
• Conducts personal site inspections and assists with site inspections for teammates that may be unable to facilitate.
• Displays leadership in guest hospitality, exemplifies customer service and creates a positive example for guest relations.
• Provides accurate, complete and effective turnover to Sales Coordinator to then turnover to Event Management.
• Interacts with guests to obtain feedback on product quality and service levels.
• Handles guest complaints.
• Attends pre- and post-convention meetings to understand group needs, obtain feedback on quality of product (e.g., rooms, meeting facilities and equipment, food and beverage), service levels and overall satisfaction.
• Executes and supports the operational aspects of business booked (e.g., generating proposal, client gifts, site inspections, customer correspondence).
• Executes exemplary customer service to drive customer satisfaction and loyalty by assisting the customer and ensuring their satisfaction before and during their program/event.
• Serves the customer by understanding their needs and recommending the appropriate features and services that best meet their needs and exceed their expectations, while building a relationship and loyalty to Horseshoe Bay Resort.
• Gains understanding of the hotel’s primary target customer and service expectations; serves the customer by understanding their business, business issues and concerns, to offer better business solution both prior to, and during the program/event.

Employment standards:

• Education and Experience - High school diploma or GED; 4+ years experience in the sales and marketing or related professional area.

Skills and Knowledge

• Reading Comprehension - Understanding written sentences and paragraphs in work related documents.
• Writing - Communicating effectively in writing as appropriate for the needs of the audience.
• Oral Comprehension - The ability to listen to and understand information and ideas presented through spoken words and sentences.
• Basic Computer Skills - Using basic computer hardware and software (e.g., personal computers, word processing software, Internet browsers, etc.).
• Number Facility - The ability to add, subtract, multiply, or divide quickly and correctly.
• Sales and Marketing - Knowledge of principles and methods for showing, promoting, and selling products or services. This includes marketing strategy and tactics, product demonstration, sales techniques, and sales control systems.
• Mathematics - Using mathematics to solve problems.
• Customer and Personal Service - Knowledge of principles and processes for providing customer and personal services. This includes customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction.
• Analytical/Critical Thinking - The ability to gather and organize information using a logical and systematic process; recognize patterns and relationships in complex data; examine data to identify implications, problems and draw appropriate conclusions; generate alternative solutions to problems; evaluate strengths, weaknesses and consequences of alternative solutions and approaches to solving problems.
• Originality - The ability to come up with unusual or clever ideas about products, services or situations, or to develop creative ways to solve a problem.

Management Competencies

• Active Learning - Possesses a zeal for and seeks new learning experiences; quickly comprehending and applying new information to the job.
• Building Credible Relationships - Skilled at establishing effective relationships with customers and internal partners; promoting openness, trust and confidence in one's intentions.
• Communication - Skilled at clearly conveying information and ideas through a variety of media; engaging the audience and helping them understand and retain the message.
• Customer Focus - Ability to develop and sustain productive customer relationships; actively seeking information to understand and address customers' needs.
• Drive for Results - Skilled at setting goals for personal and group accomplishment; working tenaciously to meet or exceed those goals.
• High Work Standards - Sets high standards of performance for self and others; assumes responsibility and accountability for successfully completing assignments or tasks.
• Planning and Organizing - Skilled at controlling sales assignments; allocating appropriate time to priority goals, requirements, and sales opportunities.
• Problem Solving / Decision Making - Ability to identify and understand issues, problems, and opportunities; using effective approaches for choosing a course of action or developing solutions.
• Sales Disposition - Energetic, proactive, takes calculated risks, and perseveres to attain goals.

Physical & Mental Requirements:

• Frequently lifting 10-15 lbs
• Able to reach top drawer of four-drawer cabinet
• Must have normal vision or corrective lenses
• Able to walk as a daily routine
• Stand or sit for long periods of time
• Ascend/descend stairs as a daily routine

Education

• Some college or better

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)