Hospitality Sales Coordinator

The Sales Coordinator provides and drives the sales effort across our hotel portfolio.

This role is responsible for developing and executing comprehensive sales and marketing strategies to maximize revenue generation while fostering strong client relationships. The Sales Coordinator directly leads the sales effort and collaborates with hotel management to ensure all properties meet or exceed their revenue targets.

Required Competencies:

• Must be able to convey information and ideas clearly, both orally and in writing.
• Must work well in stressful, high-pressure situations.
• Must be able to evaluate and select among alternative courses of action quickly and accurately.
• Must be effective in handling workplace problems, including anticipating, preventing, identifying, and solving issues as necessary.
• Must be effective at listening to, understanding, and clarifying concerns and issues raised by hotel clients, general managers, sales associates, and our team members.
• Must be able to prioritize departmental functions to meet due dates and deadlines.
• Must be able to work with and understand financial information, data, and basic arithmetic functions.
• Must be able to implement an organized approach and follow through in all aspects of the sales process.

Responsibilities:

• Approach all encounters with guests and team members in a friendly, service-oriented manner.
• Regular attendance is required in compliance with our standards, as required by scheduling, which will vary according to the needs of the hotel.
• Maintain high standards of personal appearance and grooming, which includes appropriate dress and correct nametag when working.
• Comply at all times with our standards and regulations to encourage safe and efficient hotel operations.
• Be attentive, friendly, helpful, and courteous to all guests, managers, and other team members.
• Lead our sales effort, providing motivation necessary to implement effective sales and marketing strategies and maximize hotel sales/revenues.
• Adhere to our hotel visit guidelines to ensure hotels are supported and business opportunities are prioritized.
• Develop and maintain relationships with key clients to produce corporate, group, and/or meeting business, including room sales, food & beverage sales, and catering/banquet services.
• Prioritize following up with clients on sales inquiries, questions, and concerns within the same day.
• Respond to urgent matters immediately, even on evenings or weekends, and approach them with full ownership.
• Develop and manage the sales budget and monitor sales activities/performance to ensure actual sales meet or exceed established revenue plans and accurately report variances/projections.
• Direct the scheduling of meetings and group activities at the hotels and coordinate with other hotel-level departments to facilitate services agreed upon by the sales office and prospective clients.
• Set ambitious prospecting goals that meet each hotel’s target areas—outside calls, inside calls, telemarketing—and monitor production.
• Develop hotel-level tactical sales to support portfolio-wide sales plans/strategies and programs.
• Develop and maintain good relationships with local community groups and companies, and attend out-of-town meetings to generate business opportunities that positively impact revenue targets.
• Develop relationships with brand contacts, specifically brand sales, to secure business opportunities.
• Assist general managers in developing and updating hotel-level business plans, including input on sales goals and plans that support the overall business and sales strategies of the company.
• Provide input on the revenue portion of the budget.
• Follow company policies and procedures and effectively communicate them to subordinates.
• Fulfill our team members’ out-of-office duties.
• Ensure compliance with all federal, state, and local laws, including OSHA, EEOC, wage-hour, and health laws.
• Operate the Sales Department within the established sales expense budget.
• Coordinate group, transient, and catering bookings to maximize profits.
• Monitor the production of all top accounts and evaluate trends within the market, ensuring all accounts are held accountable.
• Coordinate all non-group transient sales and catering solicitations to maximize overall profits.
• Prepare and distribute required reports in a timely manner, including sales activity tracking, weekly sales meeting recaps, and monthly sales reports.
• Conduct weekly sales meetings according to our standards.
• Be familiar with all our sales policies and selling techniques, emphasizing maximizing occupancy, average daily rate (ADR), banquet, and catering revenues, if applicable.
• Use the property’s sales management system to manage hotel business, including generating reports, entering business, blocking space, and building accounts.
• Pay attention to detail and organization in maintaining cutoff dates, contract dates, rooming lists, group wash percentages, LNR agreements executions, and renewals, and LNR rate plan maintenance.
• Maintain annual business cases and RFP processes.
• Coordinate preparation of the annual Sales Plan. Review and reforecast the Sales Plan quarterly.
• Coordinate and direct preparation of the monthly rooms revenue reforecast for the current and upcoming three months and assist in ensuring accuracy within a 5% margin of error.
• Meet and greet onsite contacts.
• Abide by Prime Selling Time (PST).
• Perform other duties as requested by leadership.
• Attend and/or conduct all training/meetings as required by management.

Relationships:

Internal:

• All hotel departments and sales staff: Communicate client expectations.

External:

• Guests: To provide service.
• Travel Agencies: To promote hotel services and generate business.
• Competition: To stay informed of competitive strategies and business conditions.
• CVB: To promote hotel services and generate business.
• Governmental Agencies: To promote hotel services and generate business; discuss marketing/sales plans to ensure conformance to regulatory requirements.

Education & Experience:

• Minimum of 3 years of managerial experience in a hotel environment or similar industry required.
• Proven financial knowledge required.
• Proficient in Microsoft Office Suite and sales-related computer programs required.
• College degree preferred.
• Minimum of 3 years in hospitality sales and marketing.
• Minimum of 3 years of hospitality-related work experience preferred.
• Knowledge of Food & Bevarages preparation techniques and liquor laws and regulations preferred.
• Previous experience in drafting and completing executive plans.
• Proven record of meeting or exceeding sales and catering goals.