Group Sales Manager - SMERF

PURPOSE:

To generate top line group room and catering revue for the hotel from the SMERF (Social, Military, Educational, Religious, Fraternal) market and meet or exceed budgeted RevPAR and quarterly group revenue expectations. Work closely with the Director of Sales to develop and execute an effective sales plan for the SMERF segment.

RESPONSIBILITIES

• Actively solicits new group business within the SMERF market, including sports teams and tournaments, family and class reunions, wedding room blocks, faith-based groups, school and university groups, military units, and fraternal organizations. Uses network channels to open doors to new customers.
• Seeks methods and key business activities to penetrate the SMERF market and find profitable ways to bring group business to the hotel through phone calls, appointments, site tours, written and electronic correspondence, and entertainment.
• Develops long-term relationships with wedding venues, event planners, tournament organizers, sports associations, schools, churches, and other community partners by maintaining disciplined verbal and written communications. Provide excellent customer service, networking to uncover other decision makers and drive repeat and referral business.
• Responsible for responding to group RFP’s, leads, and in-bound inquiries in accordance with established corporate guidelines.
• Manages group room blocks from contract through arrival, including rooming lists, cutoff dates, pickup monitoring, and attrition.
• Coordinates ancillary needs tied to group blocks, such as hospitality rooms, rehearsal dinners, brunches, and getting-ready rooms.
• Ability to follow set corporate guidelines for preparing group contracts, banquet event orders, and other procedural commitments.
• Communicates group and event details to hotel operations in a timely manner to ensure flawless execution.
• Comply with corporate guidelines, sales standards, and procedures regarding sales activities and calls.
• Maintains detailed information of all sales activity in the property's CRM system.
• Responds to guest inquiries and coordinates special arrangements and requests.
• Mentors less experienced sales staff.
• Resolve guest complaints within scope of authority, otherwise refer the matter to the Director of Sales. Notifies supervisor and/or Security of all unusual events or circumstances.
• Participate in associate functions, client and guest events, and community events to build positive relationships with client decision makers and influencers for the hotel within the SMERF market.
• Attend and/or lead weekly sales/operations meetings.
• Complete daily/weekly and monthly sales call reports.

QUALIFICATIONS:

• Direct hospitality or hotel sales experience in full service hotels (minimum 2 years); group or SMERF sales experience preferred.
• Working knowledge of group room block management, contracts, and attrition.
• Excellent verbal and written communication skills.
• Ability to work as a team player with excellent guest relations skills.
• College degree and/or equivalent sales experience.
• Demonstrated ability to influence customers and provide excellent service.

EXPERIENCE:

At least 2 years of progressive full-service hotel sales experience in upscale hotels, with group or SMERF sales experience preferred. 4-year college degree and at least 1 year of related experience; or a 2-year college degree and 2 or more years of related experience.

JOB SETTING AND PHYSICAL DEMANDS

To perform the job successfully the candidate must be able to use a computer and other standard office equipment. Fluency in the English language and the ability to speak, hear, read, and write are required as is the ability to work any hours/days of the week and weekends necessary to meet business requirements.

Disclaimer

This job description indicates in general the nature and levels of work, knowledge, skills, abilities, and other essential functions (as covered under the Americans with Disabilities Act) expected of people assigned to this position. It is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the incumbent. All employees may be required to perform activities outside of their normal job responsibilities from time to time as needed.

EOE - All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, national origin, age, disability, or veteran status.