Senior Sales Manager - Full-time / Part-time

Benchmark’s company culture is central to our management philosophy. The company’s stated purpose is “to provide an entrepreneurial environment where determined people dare to create, share, and build futures.

To be the “benchmark” by which all others are judged takes passion, courage, and dedication. We invite you to explore our extraordinary offering of unique opportunities, all with a common goal of providing an unforgettable journey.

Job Description Summary:

Interested in a stunning property with growth potential? A NEW place to expand your knowledge and utilize your abilities? Join us, become a part of our family at The Grove Resort & Spa, home of “Beesly the Bee”, a NEW Upscale Resort in Orlando Florida. Discover the unexpected, where every experience is given that extra touch.

Inspiring ways to “Bee the Difference” with every guest and employee interaction. We’ve created a place where YOU feel at home with an excellent working environment that encourages our “Bee the Difference” Culture. We provide benefits for Fulltime employees such as; Medical, Dental, Vision, Life Insurance, Short-term and Long-term disability, Critical Illness and Accidental Insurance.

Company 401k and Employee Assistance Program is available to ALL employees as well as complimentary lunch, uniforms, and a continuous education opportunity with our Grove Graduate Program.

Our NEW destination. Yours to discover.
The Grove Resort & Spa, where we have perfected the art of meeting your high expectations

Job Description:

Position Qualifying Factors:

The Grove Resort & Spa is seeking candidates who are strategic, proactive and who have a proven track record in Sales, Catering, and Marketing management.  Applicants need to have excellent communication, time management, and interpersonal skills.

Under the general guidance of the Director of Sales & Marketing, he/she is responsible for effectively selling the guest suites, public space, food and beverage, entertainment, and function planning services of the resort to maximize revenues and profits for the resort while keeping quality consistently high.

Essential Duties & Responsibilities:

• Solicits new business from assigned accounts, reader boards, and leads sent through internal referral mechanisms.
• Proactively solicits potential new accounts or business opportunities by leveraging business intelligence provided by Sales & Marketing leadership or other third-party data sources in order to generate leads.
• Utilizes internal lead referral tools to solicit new business opportunities and contacts.
• Re-solicits non-deployed realized opportunities, including turndowns, lost opportunities, and actualized business when appropriate.
• Re-solicit past accounts to generate new business.
• Maintains complete and up-to-date lead information on each account in Delphi or similar CRM system to ensure accurate reporting and customer base information.
• Effectively qualifies and maintains customer's long-term business potential.
• Sets solicitation goals with the Director of Sales & Marketing, and meets or exceeds solicitation goals and revenue goals.
• Achieves call goal expectations and ensures customer satisfaction through daily interactions (i.e. solicitations, re-solicitations, account calls, new business calls, face to face activities, etc.)
• Ensures accurate and timely lead management.
• Effectively presents hotel benefits and features based on customer needs.
• Understands and utilizes all business processes written in support of the sales organization.
• Utilizes negotiation skills and creative selling abilities to uncover new business.
• Uses all information systems (i.e. Delphi (S&C CRM), Opera (or similar PMS) and other systems) for data input, report generation and to research the deployment and value of the accounts deemed important for stakeholder hotels.
• Understands the overall market (i.e. competitors' strengths and weaknesses, economic trends, supply and demand etc.) in order to sell effectively against the competition.
• Communicates trends, opportunities, and market changes to appropriate parties, as needed.
• Understands and actively utilizes company marketing initiatives/incentives to convert cold leads.
• Conducts site inspections for customer accounts when appropriate.
• Use creativity with proposals, contracts and site inspections.
• Build relationships with counterpart interdepartmentally, with vendor partners and competitive venues.
• Proficient with booking pace, opportunity dates, group booking requirements, revenue perimeters and SOPs.
• Proficient with hotel budget and contract management.
• Proficient with all computer systems utilized including Delphi (S&C CRM), Opera (or similar PMS) and other systems.
• Answer phones and field questions from potential clients. Send appropriate information to them in a timely manner.  Forward appropriate leads to other staff.
• Office coverage along with other Sales and Marketing staff.
• Assist guests with menu selection, audio visual, entertainment, photographers, rentals, etc….
• Develop and execute sales plans and strategies to sell SMERF, team building, social and corporate events. 
• Serve as a liaison with Visit Orlando, US Travel, and other national and local business organizations; attending appropriate networking events sponsored by these organizations to prospect for new business.
• Use mailing lists and email lists from the above to execute direct mailing campaigns and solicit their business.
• Conduct site visits with clients across all business segments to include Planners and Destination Management Companies to expand our base of people selling our property. Encourage them to recommend our resort to their clients.
• Coordinate details of all off-site events.
• Monitor the content of partner and free websites who list us with or without our input to be sure information is accurate.
• Create content, menus and pricing for our website, eProposal templates, and printed collateral.
• Monitor and continually update content.
• Evaluate potential Shows in which we should be participating and attend the shows to represent the resort and develop new business leads.
• Communicate any urgent event changes to operations team.
• Respond to guest requests in a timely manner.
• Keep immediate supervisor fully informed of all problems or matters requiring his/her attention.
• Proficient in understanding all attributes of the guest suites and configurations, meeting room sets and capabilities.
• Meet and greet in-house guests upon arrival, review the course of events and introduce other staff members (tour coordinator, banquet manager, etc...)
• Develop menus and agendas, ensure BEO's are issued, and complete all pertinent correspondence with outside vendors to finalize programs.
• Maintain current information on and monitor booking trends to produce forecast figures and month-end reports.
• Ensure compliance with all local liquor laws, and health and sanitation regulations.
• Prepare and submit required reports in a timely manner.
• Perform other duties as assigned.                                                   

Experience Requirements:

• Bachelor's degree (B. A.) from four-year college or university; and 3-5 years related experience and/or training; or equivalent combination of education and experience 
• Applicants should have 3 - 5 years of experience in Hotel Sales specifically with SMERF, Tour & Travel Wholesale, Domestic, and Receptive accounts, Tour & Travel groups, AAA, and OTAs.
• Working knowledge of food, entertainment and hospitality knowledge
• Expert proficiency of Word, Excel, PowerPoint, Internet Searches and maintaining a database are required
• Delphi sales and catering software experience required
• PMS software experience preferred
• Ability to multitask, work in a fast-paced environment and have a high level attention to detail
• Strong verbal and written communication skills in English
• Maintain positive and productive working relationships with other employees and departments
•   Ability to work independently and to partner with others to promote an environment of teamwork

Competencies:

To perform the job successfully, an individual should demonstrate the following competencies:

Analytical - Collects and researches data; Designs work flows and procedures.

Design - Translates concepts and information into images; Uses feedback to modify designs; Demonstrates attention to detail.

Problem Solving - Identifies and resolves problems in a timely manner; Gathers and analyzes information skillfully; Works well in group problem solving situations; Uses reason even when dealing with emotional topics.

Project Management - Coordinates projects; Communicates changes and progress; Completes projects on time and budget; Manages project team activities.

Technical Skills - Assesses own strengths and weaknesses; Pursues training and development opportunities; Strives to continuously build knowledge and skills; Shares expertise with others.

Customer Service - Manages difficult or emotional customer situations; Responds promptly to customer needs; Solicits customer feedback to improve service; Responds to requests for service and assistance; Meets commitments.

Interpersonal - Focuses on solving conflict, not blaming; Maintains confidentiality; Listens to others without interrupting; Keeps emotions under control; Remains open to others' ideas and tries new things.

Oral Communication - Speaks clearly and persuasively in positive or negative situations; Listens and gets clarification; Responds well to questions; Participates in meetings.

Team Work - Balances team and individual responsibilities; Exhibits objectivity and openness to others' views; Gives and welcomes feedback; Contributes to building a positive team spirit; Puts success of team above own interests; Supports everyone's efforts to succeed; Recognizes accomplishments of other team members.

Change Management - Develops workable implementation plans; Communicates changes effectively; Builds commitment and overcomes resistance; Prepares and supports those affected by change; Monitors transition and evaluates results.

Leadership - Inspires and motivates others to perform well; Effectively influences actions and opinions of others; Inspires respect and trust; Gives appropriate recognition to others; Displays passion and optimism; Mobilizes others to fulfill the vision.

Managing People - Makes self-available to staff; Solicits and applies customer feedback (internal and external); Improves processes, products and services.

Quality Management - Demonstrates accuracy and thoroughness.

Visionary Leadership - Mobilizes others to fulfill the vision.

Business Acumen - Aligns work with strategic goals.

Cost Consciousness - Works within approved budget; Develops and implements cost saving measures; Conserves organizational resources.

Diversity - Demonstrates knowledge of EEO policy; Shows respect and sensitivity for cultural differences; Promotes a harassment-free environment.

Ethics - Treats people with respect; Keeps commitments; Inspires the trust of others; Works with integrity and ethically; Upholds organizational values.

Organizational Support - Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values.

Adaptability - Adapts to changes in the work environment; Manages competing demands; Changes approach or method to best fit the situation; Able to deal with frequent change, delays, or unexpected events.

Attendance/Punctuality - Is consistently at work and on time; Ensures work responsibilities are covered when absent; Arrives at meetings and appointments on time.

Dependability - Follows instructions, responds to management direction; Takes responsibility for own actions; Keeps commitments; Completes tasks on time or notifies appropriate person with an alternate plan.

Initiative - Volunteers readily; Looks for and takes advantage of opportunities; Asks for and offers help when needed.

Innovation - Generates suggestions for improving work; Develops innovative approaches and ideas; Presents ideas and information in a manner that gets others' attention.

Judgment - Displays willingness to make decisions; Exhibits sound and accurate judgment; Makes timely decisions.

Motivation - Sets and achieves challenging goals; Demonstrates persistence and overcomes obstacles; Measures self against standard of excellence; Takes calculated risks to accomplish goals.

Planning/Organizing - Prioritizes and plans work activities; Uses time efficiently; Plans for additional resources; Sets goals and objectives; Organizes or schedules other people and their tasks; Develops realistic action plans.

Professionalism - Approaches others in a tactful manner; Reacts well under pressure; Treats others with respect and consideration regardless of their status or position; Accepts responsibility for own actions; Follows through on commitments.

Quality - Demonstrates accuracy and thoroughness; Looks for ways to improve and promote quality; Applies feedback to improve performance; Monitors own work to ensure quality.

Quantity - Meets productivity standards; Completes work in timely manner; Strives to increase productivity; Works quickly.

Safety and Security - Observes safety and security procedures; Determines appropriate action beyond guidelines; Reports potentially unsafe conditions; Uses equipment and materials properly.

Other Qualifications/Specialized Technical/Systems Requirements:

Language Ability - Ability to read and interpret documents such as safety rules, operating and maintenance instructions, and procedure manuals.  Ability to write routine reports and correspondence.  Ability to speak effectively before groups of customers or employees of organization.

Math Ability - Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.

Reasoning Ability - Ability to apply common sense understanding to carry out instructions furnished in written, oral, or diagram form. Ability to deal with problems involving several concrete variables in standardized situations.

Work Environment - The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally exposed to work near moving mechanical parts; outdoor weather conditions and extreme heat (non-weather).  The noise level in the work environment is usually moderate.

Physical Demands - The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is occasionally required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, or crawl; talk or hear and taste or smell.

Other Critical Factors:

·         Regular attendance is required.

We are an Equal Opportunity Employer M/F/D/V