Sales Manager - Corporate at JW Marriott Grosvenor House
About the job
JOB SUMMARY
As the local, on property sales contact for customers, the Sales Manager - Corporate is responsible for overseeing the hotel’s corporate accounts (transient). In addition the role will proactively soliciting and managing a profile of corporate transient accounts and TMC relationships. Achieves personal and team related revenue goals. Ensures business is turned over properly and in a timely fashion for proper service delivery.
SCOPE/BUSINESS CONTEXT
Scope Measures:
· Grosvenor House - London
· 496 Guest Rooms & Suites
· 5 Star
· 57,763 square feet of Banqueting & Meeting space
· The position will be targeted to manage current business relationships, as well as develop new business for both the existing year and will also be targeted to deliver contracted business for future years.
CANDIDATE PROFILE
Experience
· Solid sales & account managements skills are essential, with a strong knowledge of the local Corporate and US markets. A good researcher, negotiator and client focused approach is required. The candidate should be able to show strong knowledge of constructing and executing sales & client action plans. There should be excellent communication (verbal & written) skills, confident presentation ability and a second language would be an advantage. Direct sales experience is essential (including skills in dealing with travel/event decision makers), with experience in the group/banqueting sales market a desirable asset.
Skills and Knowledge
· Report writing & project management skills
· A strong knowledge of upscale, deluxe hotels in the London market
· Possesses excellent telephone sales skills
· Excellent selling skills and understanding of sales processes; can effectively up sell products and services; can bring a sale to closure
· Knowledge of operations and associated challenges for all hotels
· Knowledge of contractual agreements and legal implications
· Knowledge of the hotel & company pricing policies, as well as negotiation guidelines
· Knowledge of food trends, food and beverage composition and menu planning
· Knowledge of food and beverage forecasting and attrition (Catering focused)
· Knowledge of need time strategy as developed by Revenue Management
· Strong customer and development and relationship management skills
· Knowledge of group, extended stay and transient business
· Understands revenue management functions and account profitability
· Effective decision making skills
· Ability to influence others
· Strong problem-solving skills
· Ability to develop and maintain relationships e.g., associates, customers, vendors
· Good negotiation skills
· Strong presentation and platform skills
· Strong communication skills (verbal, listening, writing)
· Strong organization skills
· Strong customer and associate relation skills
· Knowledge of overall hotel operations as they affect department
· Ability to use standard software applications and hotel systems including Opera, SFA, etc.
Education or Certification
· High School Diploma or equivalent required; Bachelor’s Degree preferred
· Hospitality Management Degree beneficial
· Hotel sales & marketing related courses
LEADERSHIP COMPETENCIES
The ability to be a strong figurehead within the hotel and lead by example, ensure that there is effective communication to both the customer and fellow Associates. To ensure that all proactive sales support, reactive sales & event management are given the correct information and leadership to ensure that they can carry out their roles.
Business Results
Balanced Scorecard Results: Supports strategies and conducts activities to drive market share, guest satisfaction and financial results.
· Sales and Marketing: Focuses on building the unit’s top line revenue by proactively soliciting and managing transient related opportunities. Up sells each business opportunity to maximize revenue. Achieves individual and team sales goals to enable business success.
· Guest Satisfaction: Ensures sales information provided to Event Management is accurate, complete and timely and enables units to meet or exceed guest expectations. Continuously focuses on improving guest satisfaction to create customer loyalty and increase market share.
TECHNICAL EXPERTISE
The following are specific responsibilities and contributions critical to the successful performance of the position:
Sales and Revenue Management
Works collaboratively with off-property sales channels (e.g., GSO’s, Strategic Accounts, Field Sales) to ensure sales efforts are coordinated, complementary and not duplicative.
Plays a proactive part in the Sales Strategy Meeting and is aware of selling requirements, restrictions and actions stemming from this meeting.
Proactively identifies, qualifies and solicits new transient business to achieve personal and hotel revenue goals.
Ensures that the correct contracts and administration are completed and filed in an orderly fashion, to give quick access to client information.
Utilise SFA to manage sales & account relationships. Ensure that information is correct, up to date and the database is current.
Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.
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.
Builds and strengthens relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.
Effectively develops relationships within community to strengthen and expand customer base for group/catering sales opportunities.
Monitors same day selling procedures to maximize room revenue and control hotel occupancy.
Effectively use sales resources and administrative/support staff.
Conducts site inspections.
Creates contracts as required.
Works with the Revenue Management Team to ensure that correct tracking data is collected and recorded.
Guest Satisfaction
Sets a positive example for guest relations.
Provides accurate, complete and effective turnover to Event Management and Hotel Operations Team.
Interacts with guests to obtain feedback on product quality and service levels; effectively responds to and handles guest problems and complaints.
- Department: Sales Sales & Marketing
About you
- Language required: English.
The company
Grosvenor House, A JW Marriott Hotel is one of London’s most iconic hotels. Centrally located in the heart of London overlooking Hyde Park in exclusive Mayfair, it holds one of the capital’s most desirable addresses in ‘Park Lane’. With a rich history and built to the designs of L. Rome Guthrie and Sir Edwin Lutyens from 1927 and 1929, Grosvenor House, A JW Marriott Hotel has long held its position as a leader in Central London luxury hotels.
The hotel boasts 496 luxurious guest rooms including 73 suites, and offers a wide array of culinary experiences, from elegant, award-winning afternoon tea or a glass of Champagne in The Park Room to an evening cognac at the The Library Bar. For a fantastic dinner, JW Steakhouse embodies the hotel’s historical American connections, allowing guests to indulge in London’s finest steaks in a classic American steak house setting. For a more traditional British setting, enjoy a delicious international meal at Corrigan’s Mayfair. For a drink, enjoy one of the many Bourbons on offer at the Bourbon Bar or experience the famous Red Bar and its unique cocktails.
Near to everything, convenient for everyone, the hotel has an unrivaled range of entertaining space. With 20 meeting rooms in 86 Park Lane including the famous Great Room and the Ballroom, totaling 5,660 square meters, it is one of the most flexible and elegant venues in London for a business or social event, whether entertaining on the grandest scale or working one to one.
Sales Manager - Corporate at JW Marriott Grosvenor House
Full-time, Indefinite
Start Date:
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