Highgate
Overview
The Complex Event Sales Manager is responsible for directly selling and converting private and semi-private event opportunities across all segments with placement in each property’s specialty venues. Through the primary lens of driving top line revenue, this role is responsible for effectively becoming familiar with all accounts in their market segments/territory and proactively prospecting, soliciting, generating, and closing on assigned accounts/territory to reach goal achievement and positively impact hotel revenues. They coordinate and service client functions in collaboration with operational departments. Candidates must be comfortable in creative selling and problem solving, fostering client relationships, and partnering with operational departments to drive success. Responsibilities
Proactively drive top line revenue for customary special event sales segments to include but may not be limited to corporate, social, and specialty catering (i.e., venue or suites, special dietary). Interact with event buyers and planners, garnering consideration and conversion of opportunities to drive top line revenue Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients that will keep the hotels pipeline consistently full of opportunities. Monitor production of all top accounts and evaluate trends within your market. Maintain and participate in an active sales solicitation program. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program. Meet or exceed sales solicitation call and revenue goals as assigned Initiate, handle, and follow up on leads with speed to market. Invite clients to the hotel for entertainment, lunches, tours and site inspections to surface new or close on opportunities. Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property. Assist in implementing special promotions relating to direct sales segments, i.e., sales blitzes, etc. Participate in networking opportunities through presence in community and professional associations, activities and events. Maintain event and menu pricing integrity and introduce upsell opportunities as part of the selling process. Know space setups and capabilities. Be visible on the floor and assist staff as needed and as appropriate during functions. Be familiar with all Highgate Hotel sales policies and selling techniques. Abide by Prime Selling Time (PST). Use the property’s computerized sales management system to manage the hotel’s business and maximize revenue and efficiency, including generating reports, entering business, blocking space, building accounts, and logging activities. Assist in the preparation of required reports in a timely manner. Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team. Attend daily Highgate Hotel Business Review (HHBR) meetings and other required meetings/trainings. Develop a full working knowledge of the operational departments of the hotel (Food & Beverage, Guest Services and Reservations, housekeeping, event management, culinary, audio visual, accounting, restaurants, bars, and engineering). Operate within established sales expense budget in collaboration with Operational and Sales leadership of each hotel. Ensure compliance with SOPs and requisition procedures. Review meeting planner event evaluations with the Director of Catering & Event Sales or Director of Sales & Marketing to ensure follow-up on opportunities or issues. Work with other departmental managers and keep them informed of opportunities or issues as they arise. Maintain a professional, attentive, friendly, and service-oriented demeanor with clients, guests, managers, and fellow employees. Ensure overall guest satisfaction and maintain up-to-date details on event functions. Conduct ongoing training of captains/hourly employees to maintain service standards. Supervise proper tabulation of all banquet or restaurant checks and ensure checks are presented for signature. Perform other duties as requested by management. Qualifications
At least 4 years of progressive experience in a hotel or related field; or a 2-year college degree with 3+ years of related experience; or a 4-year college degree with 2+ years of related experience. Proficient in Windows, company-approved spreadsheets and word processing; Delphi experience is a plus. Flexible with long hours as required. Medium work exerting up to 50 pounds of force occasionally and up to 20 pounds frequently to move objects. Strong communication skills, both verbal and written, with all levels of employees and guests. Ability to multitask, prioritize, and manage deadlines; maintain confidentiality of information. Attend all required meetings and trainings; participate in MOD coverage as required. Maintain regular attendance and professional appearance as per hotel standards. Compliance with Highgate Hotel standards and regulations to ensure safe and efficient operations. Perform other duties as requested by management. Seniority level
Mid-Senior level Employment type
Full-time Job function
Management Industries
Hospitality
#J-18808-Ljbffr
The Complex Event Sales Manager is responsible for directly selling and converting private and semi-private event opportunities across all segments with placement in each property’s specialty venues. Through the primary lens of driving top line revenue, this role is responsible for effectively becoming familiar with all accounts in their market segments/territory and proactively prospecting, soliciting, generating, and closing on assigned accounts/territory to reach goal achievement and positively impact hotel revenues. They coordinate and service client functions in collaboration with operational departments. Candidates must be comfortable in creative selling and problem solving, fostering client relationships, and partnering with operational departments to drive success. Responsibilities
Proactively drive top line revenue for customary special event sales segments to include but may not be limited to corporate, social, and specialty catering (i.e., venue or suites, special dietary). Interact with event buyers and planners, garnering consideration and conversion of opportunities to drive top line revenue Identify and research potential accounts/clients and prospect for new business opportunities, generate leads, and set up meetings/presentations with clients that will keep the hotels pipeline consistently full of opportunities. Monitor production of all top accounts and evaluate trends within your market. Maintain and participate in an active sales solicitation program. Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program. Meet or exceed sales solicitation call and revenue goals as assigned Initiate, handle, and follow up on leads with speed to market. Invite clients to the hotel for entertainment, lunches, tours and site inspections to surface new or close on opportunities. Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property. Assist in implementing special promotions relating to direct sales segments, i.e., sales blitzes, etc. Participate in networking opportunities through presence in community and professional associations, activities and events. Maintain event and menu pricing integrity and introduce upsell opportunities as part of the selling process. Know space setups and capabilities. Be visible on the floor and assist staff as needed and as appropriate during functions. Be familiar with all Highgate Hotel sales policies and selling techniques. Abide by Prime Selling Time (PST). Use the property’s computerized sales management system to manage the hotel’s business and maximize revenue and efficiency, including generating reports, entering business, blocking space, building accounts, and logging activities. Assist in the preparation of required reports in a timely manner. Develop a complete knowledge of company sales policies and SOPs and ensure knowledge of and adherence to those policies by the sales team. Attend daily Highgate Hotel Business Review (HHBR) meetings and other required meetings/trainings. Develop a full working knowledge of the operational departments of the hotel (Food & Beverage, Guest Services and Reservations, housekeeping, event management, culinary, audio visual, accounting, restaurants, bars, and engineering). Operate within established sales expense budget in collaboration with Operational and Sales leadership of each hotel. Ensure compliance with SOPs and requisition procedures. Review meeting planner event evaluations with the Director of Catering & Event Sales or Director of Sales & Marketing to ensure follow-up on opportunities or issues. Work with other departmental managers and keep them informed of opportunities or issues as they arise. Maintain a professional, attentive, friendly, and service-oriented demeanor with clients, guests, managers, and fellow employees. Ensure overall guest satisfaction and maintain up-to-date details on event functions. Conduct ongoing training of captains/hourly employees to maintain service standards. Supervise proper tabulation of all banquet or restaurant checks and ensure checks are presented for signature. Perform other duties as requested by management. Qualifications
At least 4 years of progressive experience in a hotel or related field; or a 2-year college degree with 3+ years of related experience; or a 4-year college degree with 2+ years of related experience. Proficient in Windows, company-approved spreadsheets and word processing; Delphi experience is a plus. Flexible with long hours as required. Medium work exerting up to 50 pounds of force occasionally and up to 20 pounds frequently to move objects. Strong communication skills, both verbal and written, with all levels of employees and guests. Ability to multitask, prioritize, and manage deadlines; maintain confidentiality of information. Attend all required meetings and trainings; participate in MOD coverage as required. Maintain regular attendance and professional appearance as per hotel standards. Compliance with Highgate Hotel standards and regulations to ensure safe and efficient operations. Perform other duties as requested by management. Seniority level
Mid-Senior level Employment type
Full-time Job function
Management Industries
Hospitality
#J-18808-Ljbffr