Sales Manager

Raleigh, NC, USA|Onsite

Job Overview

Employment Type

Full-time

Work Schedule

Rotating Shifts

Benefits

401(k)

Disability insurance

Employee assistance program

Health Insurance

Life insurance

Paid Time Off

room discounts

Employee Food and Beverage Discounts

Job Description

Driftwood Hospitality Management is a renowned hospitality company known for its fully integrated approach to providing exceptional client service. They manage a portfolio of luxury hotels and resorts, offering both guests and employees an environment driven by well-defined strategies and a commitment to success. The company culture emphasizes empowerment, initiative, and professionalism, fostering a workplace where associates are encouraged to be proactive contributors. Driftwood Hospitality Management values diversity and inclusivity, reflecting these principles throughout its operations and employee relations. They operate 24 hours a day, seven days a week, meeting the dynamic demands of the hospitality industry with dedication to quality and customer satisfaction.

The Sales Manager role at Driftwood Hospitality Management is a crucial position responsible for maximizing the revenue potential of the hotel through proactive sales and customer service efforts. This position acts as the local on-property sales contact for customers, managing all revenue-related opportunities. The Sales Manager actively solicits new business, maintains and strengthens customer relationships, and identifies upselling opportunities to optimize revenue generation. They work closely with the Director of Sales and Marketing to implement sales strategies, meet and exceed revenue goals, and ensure that business is properly transitioned to the service delivery teams. This role demands a high level of engagement with customers throughout the sales and event process to ensure satisfaction and repeat business.

The ideal candidate for this position will have at least three years of progressive sales experience, preferably within the hospitality sector, with a focus on luxury brands and experiential services. They must possess aggressive negotiating skills, creative selling abilities, and strong communication skills. Proficiency in Microsoft Office, Delphi systems, and other hotel management software is essential. The Sales Manager must also demonstrate a deep understanding of market conditions, competitor analysis, contract management, financial operations, and event coordination. Leadership skills are important as well, as the role involves mentoring others, handling conflict, and driving team results. This position requires frequent interaction with guests and internal teams, necessitating excellent guest relations and problem-solving capabilities.

Physically, the role involves frequent walking, standing, sitting, talking, and light lifting, aligning with the dynamic nature of hotel sales environments. The company offers a comprehensive benefits package including 401(k), disability insurance, health insurance, life insurance, paid time off, and employee discounts on rooms and food and beverage. Driftwood Hospitality Management is dedicated to the professional growth of its employees, encouraging continuous learning, talent development, and organizational engagement to foster excellence in performance and service.

Job Requirements

Must have 3+ years of progressive sales experience
Previous experience in the hospitality industry preferred
Experience selling luxury brands and experiential services preferred
Ability to negotiate aggressively and sell creatively
Proficiency with Microsoft Office and hotel management systems
Ability to conduct internet research
Meet weekly prospecting and soliciting goals
Ability to identify and acquire new customers
Ability to up-sell products and services effectively
Knowledge of banquet and event operations
Ability to manage guest room and meeting space inventories
Strong customer relationship and development skills
Knowledge of hotel operations relevant to sales
Understanding of AV products and services
Knowledge of contract and legal management
Financial management skills including budget and forecasting
Strong communication, problem-solving, and decision-making skills
Strong organization, presentation, closing, and persuasion skills

Job Qualifications

Must have 3+ years of progressive sales experience
Previous experience in the hospitality industry preferred
Experience selling luxury brands and experiential services preferred
Aggressive negotiating skills and creative selling abilities
Software knowledge including Microsoft Office
Systems knowledge including Delphi and Delphi Diagrams
Ability to conduct internet research
Weekly prospecting and soliciting goals
Skills to uncover new customers
Effective sales skills to up-sell products and services
Knowledge of menu planning, food presentation, banquet and event service operations
Ability to manage guest room and meeting space inventories
Strong customer development and relationship management skills
Knowledge of overall hotel operations as they affect the department
Knowledge of AV products and services
Knowledge of contract management and legalities
Financial management skills including understanding P&L statements, managing operating budgets, forecasting, and scheduling
Strong communication skills verbal, listening, writing
Strong problem-solving skills
Strong customer and associate relation skills
Strong presentation and platform skills
Strong organization skills
Strong closing skills
Strong persuasion skills
Ability to use standard software applications and hotel systems
Effective decision making skills

Job Duties

Builds the department top line revenue by adhering to sales strategy guidelines set forth by the Director of Sales and Marketing
Identifies revenue opportunities for the hotels based on the event profile
Meets and exceeds individual revenue goals
Effectively manages customer budgets to maximize revenue and meet customer needs
Identifies opportunities to up-sell products and services throughout the sales process
Builds and strengthens relationships with existing and new customers through sales calls, entertainment, and familiarization trips
Conducts customer site inspections
Excels at proactive selling by targeting key accounts and markets
Responds to incoming inquiries within their market segment within 4 hours
Closes the best opportunities for the hotel based on market conditions and hotel needs
Accurately forecasts group sleeping rooms and revenue for groups prior to turnover and supports the process after turnover
Creates sales contracts as required
Comprehends budgets to assist in department financial management and manages to achieve or exceed budgeted goals
Ensures a high level of customer satisfaction and builds long-term mutually beneficial customer relationships
Coordinates and communicates with customers regarding event details and follows up post-event
Greets customers during events and coordinates with Convention Services for execution
Displays leadership in guest hospitality ensuring consistent, high-level service throughout all event phases
Interacts with guests to obtain feedback and handles guest problems and complaints effectively
Reviews guest service results with leaders and participates in corrective action plans
Emphasizes guest satisfaction during departmental meetings and focuses on continuous improvement
Utilizes hotel systems like Delphi to manage customer information
Demonstrates commitment to company operating principles
Holds self and others accountable for achieving results
Addresses conflict timely
Contributes to team results and manages change effectively
Applies business ethics and personal integrity
Listens and responds to others
Adheres to standards, policies, and procedures
Uses sales resources and administrative support staff effectively
Approaches work with a sense of urgency and purpose
Allocates time and resources effectively
Proactively identifies and develops talent within the organization
Pursues self-development and helps employees improve skills
Actively pursues learning and shares knowledge and best practices
Performs all technical and procedural job requirements