Tour and Travel Segment, Associate Sales Manager

B.F. Saul Company Hospitality Gaithersburg, MD
Overview and Responsibilities

The Tour and Travel Segment, Associate Sales Manager is responsible for the identification of opportunities within the Tour and Travel segment and for the development and revenue growth of tour operators, travel brokers, local receptive operators, and time share companies from assigned territory. This position monitors the market and competitive trends and proactively keeps the team appraised of actionable situation. Tour and Travel Segment, Associate Sales Manager will be required to solicit new business including all assigned accounts via outbound cold calls, sales calls and potential travel to trade shows. Tour and Travel Segment, Associate Sales Manager will communicate and coordinate the business opportunities with key stakeholders, and will execute total solutions to the customer to achieve revenue goals. Emphasis of the position will be on business development and sales strategies to tour and receptive operators to expand new sales opportunities as well as new accounts in order to meet set sales targets. Tour and Travel Segment, Associate Sales Manager will focus on client and hotel objectives in support of Our Quality Pledge and Standards of Service. Tour and Travel Segment, Associate Sales Manager manages the property's reactive and proactive sales efforts while maintaining accountability for achieving Tour and Travel segment revenue opportunities under the guidance and supervision of the Director of Sales and Marketing.

The Tour and Travel Segment, Associate Sales Manager reports to the Director of Sales and Marketing and will engage with Sales, Revenue Management and Operations professionals throughout the hotel. This position supports both Holiday Inn Gaithersburg and Holiday Inn Express Germantown, and will be based out of Gaithersburg.

Tour and Travel Segment, Associate Sales Manager is responsible for, but not limited to the following duties and activities:

Targets tour and travel accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.Responds to incoming sales leads for the property.Identifies, qualifies and solicits new business to achieve personal and property's revenue goals.Focuses efforts on key and target accounts with significant potential sales revenue.Develops and executes effective sales plans and actions.Maximizes revenue by selling food and beverage to groups.Understands the overall market; competitors' strengths and weaknesses, economic trends, supply and demand etc. and knows how to sell against them.Closes the best opportunities for the property based on market conditions and property needs.Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.Handles complex business with significant revenue potential as well as significant customer expectations.Builds and strengthens relationships with existing and new customers to enable future bookings. Activities to include sales calls, entertainment, FAM trips, trade shows, etc.Develops relationships within community to strengthen and expand customer base for sales opportunities.Collaborates with Director of Revenue Management to manage group room blocks effectively including cutoff dates, rooming lists, etc.Conducts formal pre-event meetings as required to review/communicate group needs. Ensures proper and prompt follow up on all upsell opportunities.Manages meeting space, room set up, food and beverage and audio visual requirements. Delegate to Sales & Catering Manager as appropriate.Collaborates with all other operational departments to communicate group details via the group resume pertaining to arrival/departures, billings, special requests, etc.Identifies improvements to enhance the client experience. Provides excellent customer service in order to grow share of the account.Maintains performance level when experiencing changes or challenges.Adhere to all standards, policies, and procedures and consistently maintain a professional and ethical representation within the Sales and Catering Department.Performs other duties, as assigned, to meet business needs.

Skills and Abilities:

* Excellent oral and written communication skills.

* Demonstrates independent problem solving skills and identify process improvements needed.

* Strong knowledge of Microsoft Office and Excel.

* Strong work ethic and professional focus; High level of integrity and discretion.

* Ability to work extended hours based on business needs, with physically demanding responsibilities such as walking, standing, carrying, and lifting throughout the extended shift.

* Ability to push, pull, and lift up to 20 pounds on occasional basis.



* At least (1) year experience in sales role, (3-5) years preferred in the hotel or event management role.

* A proven track record of success in a hotel or a related service industry


* 2-year degree from an accredited university in Hotel and Restaurant Management, Hospitality, or related major, preferred.

Physical Requirements:

Ability to lift, push, and pull up to 20 pounds on an occasional basis.EEO AA M/F/Vet/Disabled

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