Posted October 4, 2020
Complex Sales Manager
Exciting opportunity to join the Classic Hotels & Resorts family of independent and stylish destinations, and sell our TWO Laguna Beach properties! Focus and expertise will be on business travel and catering experiences for The Inn at Laguna Beach and Laguna Beach House.
Summary of Position:
The Sales Manager is responsible for the efficient and professional acquisition of group, business travel and catering business for The Inn at Laguna Beach and Laguna Beach House hotels. The ideal candidate will accomplish this through leadership, reporting sales, managing conference services as well as direct selling efforts. Other goals to include meeting or exceeding catering sales revenue goals by actively seeking and contracting new social catering events, conducting industry-leading site inspections, retaining repeat clients and effectively communicating with all departments from both The Inn at Laguna Beach and The Laguna Beach House Hotels. This position reports to the Managing Director of the two hotels.
Meet or exceed room night and revenue goals as specified in the incentive document.
Meet or exceed your revenue for each Quarter, Year End and Future Booking Sales Goals.
Systematically build and maintain positive relationships with clients.
Establish a positive, professional presence and rapport within the assigned market(s).
Design and sell events that meet the client’s needs all the while maintaining profitability. (Revenue generation, maintaining profit margins and food/beverage costs).
Utilize cross-selling techniques to ensure business is booked for all venues.
Continuously follow up to gather all pertinent information to get to contract stage.
Create proposals/event estimates, contracts and collect initial deposits.
Have complete notes for file turnover with Events Managers.
Follow-up with client after function to ensure customer satisfaction, to address any challenges, and to ask for rebooking.
Follow-up with various departments to ensure communication of any necessary changes/feedback.
Develop and mentor direct-reporting managers.
Prospect for new business on a daily basis with a minimum of 10 calls per day
Determine quality and profitability of business.
Qualify and follow through on all leads within 24 hours.
Conduct all site inspections on property using all learned knowledge of property and deploying creative solutions to exceed contact’s expectations.
Enter all leads and update accounts in Delphi on a regular basis
Update all accounts with the Area General Manager, President, CEO, and Vice President of Sales & Marketing for direct mail campaigns.
Maintain continuous communication between Sales, Conference Services and the customer at all times.
Keep detailed notes and execute written agreements with all vendors and customers.
Prospect and qualify new group clientele from all available resources including uncovering new sources of potential business.
Weekly meeting with Area General Manager to report and review catering sales and room sales progress to goals.
Other tasks as assigned by the Area General Manager and Vice President of Sales and Marketing.
Attend networking events and community functions.
Light travel may be required as necessary.
Education: High School Diploma required, college degree preferred.
Experience: 4+ years hotel industry selling experience required including a minimum of 2-3 years of social catering sales experience
Certificates or Licenses: N/A
Knowledge, Skills, and Abilities:
Ability to lead and manage multiple direct-reporting managers through stellar communication and development skills
Proficient at prospecting and proactive development of new group business opportunities
Ability to handle multiple tasks at one time
Ability to use Microsoft Office, Delphi, and Windows operating system
Skilled in sales presentations and utilizing sales tools such as CD-Rom, PowerPoint, and collateral
Considerable knowledge of food & beverage products, proper preparation and presentation of foods and beverage items.
Knowledge of related event coordination areas: Audio-Visual, décor, entertainment, tenting, exhibits, power, etc.
Understanding of event logistics (set up and design).
Ability to effectively deal with internal and external customers, some of whom will require high levels of patience, tact and diplomacy to defuse anger, collect accurate information and resolve conflicts.
Ability to manage details effectively
Ability to negotiate effectively
Skilled at verbal and written communication
Ability to read, write and speak English to comprehend and communicate job functions. Ability to create special themes and menus.
Ability to maintain a professional image in tough situations
Ability to learn and demonstrate the hotel’s service standards, AAA Diamond standards, and Mystery shopper standards
Organized: Maintain a neat, organized workspace, maintaining documents pertinent to job
Communicates effectively: Speaks and listens in a clear, thorough, and timely manner, effectively reading and writing, using the English language
Professional Appearance: Exhibits an appearance appropriate for a four diamond resort (Specific grooming standards are available for review)
Working Conditions: This is a full time exempt position.
Due to the cyclical nature of the hospitality industry, Associates may be required to work varying schedules to reflect the business needs of the resort. Hours may vary dependent on business need, must be able to work on nights, weekends and/or holidays. Attendance as scheduled is a critical element of success at The Inn at Laguna Beach and The Laguna Beach House.
The Leadership and team members at The Inn at Laguna Beach and Laguna Beach House believe in the respectful and professional treatment of all guests. We create memorable experiences, inviting our guests to return. In order to be successful at the Inn at Laguna Beach, team members must share both our vision and our values. This includes possessing and demonstrating a high level of courtesy and respect for both internal and external guests. Our fun, friendly and naturally outstanding associates treat every guest as if they were our only guest