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Area Group Sales Manager

Company: Viceroy Hotel Group
Location: Santa Monica
Posted on: September 18, 2022

Job Description:

This critical role is responsible for soliciting new group accounts, within the designated markets, while also maintaining and nurturing existing relationships, with the objective of meeting, and surpassing, their assigned guest room and food & beverage revenue goals.

The Area Group Sales Manager must possess a dynamic perspective, enabling them to have an overriding drive to exceed client expectations; coupled with the understanding in the importance of prospecting, in order to create new sales opportunities for the hotel.

Duties of this role include the solicitation and contracting of groups and meetings, within their assigned markets. Candidates must possess a high level of maturity and composure, particularly while engaging with hotel clients.

Responsibilities include but are not limited to:

  • Respond to assigned market leads/inquires within two-hours
  • Prepare and submit required reports in a timely manner
  • An understanding of both monthly forecasting and the annual budget process
  • Have comprehensive knowledge of all operational departments within the hotel; guest services, reservations, housekeeping, audio visual, switchboard, accounting, restaurants, bars, and engineering
  • Know meeting room setups and capabilities
  • Optimize room rates and rental charges
  • Thorough knowledge of sales techniques including closing and negotiating skills
  • Ability to work with outside vendors to ensure client satisfaction for all events/groups
  • Monitor group room blocks and pick-up
  • Lead hotel site inspections and client presentations
  • Fields numerous inquiry calls and walk-ins, providing information and availability of facilities
  • Book groups and events through phone inquiries, appointments and marketing
  • Continuously design, monitor and regulate the accuracy, consistency and integrity of all Sales automation technology and record keeping
  • Continuously educate all Event Planners on hotel procedures, such as: Meal Guarantees, Set-Up Styles, Payment Terms, All Available Hotel Services, etc
  • Know sleeping room configurations and types
  • Keep immediate supervisor fully informed of all problems or matters requiring his/her attention
  • Manage existing accounts and follow up with client re-solicitation to capture future business
  • Work with other departments within the hotel to provide exceptional service to clients
  • Use feedback from client evaluations to improve service and quality
  • Participate in required M.O.D. program as scheduled
  • Due to the nature of the hospitality industry, you may be required to work varying schedules to reflect the business needs of the hotel, guest or groups based on operational needs
  • Allocate time appropriately with an intense focus on sales goals and objectives
  • Prepare correspondence to customers, internal booking reports and file maintenance
  • Participate in daily business review meeting, pre-convention meetings, training and other catering sales related meetings as required
  • Attend community/social events and industry meetings
  • Develop/maintain knowledge of market trends, competition and customers

    Skills/Knowledge Required:

    • Requires excellent communication skills, both verbal and written, in the primary language of the workplace (English)
    • Requires excellent leadership skills, and the ability to communicate, deploy, and delegate maturely and professionally
    • Previous Hotel sales experience preferred
    • Knowledge of computer accounting programs, math skills as well as budgetary analysis capabilities required
    • Knowledge of sales systems such as Delphi and CI/TY is preferred
    • Knowledge of hotel operations in a luxury environment preferred
    • Capable of offering a charismatic style of service tailored to specific guests and their needs
    • Maintain composure and positive attitude in high pressure situations
    • Learn and retain detailed product knowledge
    • Colleagues will be expected to successfully resolve any guest issues and complaints in addition to communicating all concerns to department heads
    • Friendly and able to build a rapport with guests to establish future business
    • The ability to listen to, assess, and appropriately respond to information conveyed through speech
    • The ability to convey technical information through writing to a nontechnical audience so the recipients easily understand the information and can quickly and correctly apply it

      Physical Requirements:

      • Position requires walking and giving direction most of the working day; must be able to stand and exert well-paced mobility for up to 10-hours in length. Length of time of these tasks may vary from day to day and task to task
      • Must be able to bend, stoop, squat and stretch to fulfill cleaning tasks
      • Must be able to lift up to 30 lbs. on a regular and continuing basis
      • Must be able to lift trays of food or food items weighing up to 30 lbs., frequently
      • Must be able to push and pull carts and equipment up to 250 lbs. occasionally
      • Requires grasping, writing, standing, sitting, walking, repetitive motions, bending, climbing, listening and hearing ability and visual acuity

        Qualification Standards:

        • Education: Bachelor's Degree in Hotel Management preferred. High school or equivalent required

          • Experience: Previous hotel sales experience in a similar hotel environment preferred. 2-4 years of previous sales experience required

            • Grooming: All colleagues must maintain a neat, and well-groomed appearance (specific standards will be provided)

              This posting in no way states or implies that these are the only duties to be performed by the colleague occupying this position. Colleagues will be required to perform any other job-related duties assigned by their supervisor.

              Viceroy Hotel Group is a leading hotel company that combines desirable location, unique design, destination dining and personalized service that touches the heart and soul of our guests. As an industry leader in creativity and innovation, our hotels draw upon the diverse backgrounds and talent of our extraordinary team for optimal success.

              Viceroy/Le Meridien Delfina will consider qualified applicants, including those with criminal histories, in a manner consistent with local "Fair Chance" ordinances.


Keywords: Viceroy Hotel Group, Santa Monica , Area Group Sales Manager, Executive , Santa Monica, California

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