The Group Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.Responsibilities and essential job functions include yet are not limited to the following:Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.Develop a complete knowledge of company sales policies and SOP’s and ensure knowledge of and adherence to those policies by the sales team.Initiate and follow up on leads.Respond in a timely and courteous manner to all incoming RFP’s and prospect within key account to ensure maximum share of market.Ensure the achievement of sales booking goals on a monthly, quarterly, and yearly basis.Maintain and participate in an active sales solicitation program.Monitor production of all top accounts and evaluate trends within markets.Meet or exceed sales solicitation call goals as assigned by the Regional Director of Sales & Marketing.Invite clients to the hotel for entertainment, lunches, tours and conduct site inspections.Assist in implementing special promotions relating to direct sales segments, i.e client events, sales blitzes, etc.Assist in the preparation of required reports in a timely manner.Be familiar with all Raffles Boston Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).Meet and exceed food and beverage revenue per occupied group room.Establish parameters, quotes, and negotiate prices, confirming by written contracts.Maintain accounts, contacts, activity, and business details within the appropriate software applications.Use Opera Cloud to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.Develop networking opportunities through active participation in community and professional associations, activities and events.Maintain visibility with clients throughout the programs to ensure details of the contract are being delivered and to solicit future business for the hotel or sister properties. Attend pre-convention meetings as required.Analyze RFP’s and discuss with clients to ensure all program needs are understood and reviewed.Compile detailed client information on meeting room set-ups, attendance, times, audio-visual equipment requirements, meal functions and entertainment requests.Request and obtain deposits where applicable and forward to finance following PCI Compliance and standards.Participate in daily/weekly sales lead meetings and team meetings.Coordinate sales activities with the Global Sales team.Active involvement in regional and national industry associations by participating in monthly meetings and committee role as appropriate.Develop, support, and train sales support staff as needed.Participate in the travel and trade show schedule established by the Regional Director of Sales & MarketingMaintain positive relationships with all guests, vendors, colleagues, and global sales network.Perform other duties as requested by management.
