Travel Industry Sales Manager
This position is not available anymore, but there are more Marketing jobs at Four Seasons
Travel Industry Sales Manager

Four Seasons

Posted

Closed

Travel Industry Sales Manager

About the job



Beverly Wilshire a Four Seasons Hotel

Travel Industry Sales Manager

Beverly Wilshire, A Four Seasons Hotel is looking for a Travel Industry Sales Manager who shares a passion for excellence and who infuses enthusiasm into everything they do. This position has the opportunity to shape employee experience by providing exceptional knowledge and service in support of our world-renowned hotels. Work authorization for the location is required.

Join Our Team

Located at the intersection of Wilshire and Rodeo, an international cast of personalities comes together amid urban buzz, Hollywood glamour and a sophisticated California vibe. Experience CUT, Wolfgang Puck's, and become part of a iconic hotel of the Four Seasons Portfolio.  Work on a team that is built on mutual respect, collaboration, excellent service and passion for providing above and beyond guest experiences.  Four Seasons provides employees with the same level of care that we expect to be shared with our guests. We have been ranked in FORTUNE Magazine’s 100 Best Companies to work for since 1998.

The Travel Industry Sales Manager is responsible for business generation, promoting and selling the hotel with specific focus on domestic and international Retail, Negotiated Corporate, Extended Stays and Wholesale segments in accordance with the goals and strategies outlined in the Marketing Plan and in concert with WSO’s efforts. Responsibilities include: generate hotel awareness through direct phone sales, e-mail, social media, and direct sales calls; participation in tradeshows and networking groups; work closely with Sales and Marketing team to confirm individual business required to meet budgeted sales goals.  

The TI SM is accountable for ensuring quotas and goals are met and to ensure that direct sales activities are focused on generating the highest possible RevPar for the overall hotel’s success. This position requires a high degree of independent judgement and discretion on decision making. Performs and follows up on all extra tasks, actions and responsibilities assigned by the Directors of Sales and Directors of Marketing. Has the ability to be a Public Ambassador for Four Seasons Hotels. This position is hotel based.

Professional qualifications:

Reading, writing and oral proficiency in the English language. Good personal & professional

references. Working computer skills and knowledge including but not limited to Excel, Word,

PowerPoint, Golden Sales & Catering, online RFP platforms, IDeaS, TravelClick and Opera.

Education:

College Degree – 4 years, or equivalent experience strongly preferred

Travel:

Varies but approximately 20%

Competencies:

Key Behavioral Competencies

  • Sales Philosophy: Aggressive in pursuing lead opportunities           
  • Goals driven             
  • Creativity in connecting with decision-makers
  • Negotiation Skills
  • Presentation and Selling Skills
  • Resourcefully Innovates
  • Likeability
  • Motivated by goal achievement  
  • Can-do attitude 
  • Team player  
  • Delivers results
  • Customer focused  
  • Motivates and inspires others                                                                          


Key functional Competencies

  • Telephone prospecting skills         
  • Time Management Skills
  • Selling through Email and person to person 
  • Rapport developing skills
  • Business Plan implementation
  • Developing people
  • Organization Skills                                                                                         
  • Leadership Skills
  • Verbal Communication Skills
  • Written Communication Skills
  • Leading and Influencing


Technical Skills and Knowledge

  • Microsoft Office (Word/Excel/PowerPoint/Teams)
  • Strong understanding of hotel’s SWOT position against key competitors
  • Thorough understanding of PCI compliance requirements and billing methodology for assigned segment
  • Demonstrated experience with B2B negotiations and contracting
  • Opera
  • Internet search engines
  • Online RFP platforms
  • TravelClick
  • FS Sales resource platforms (SalesDesk, Varicent, Golden, Sales Resources, etc.)


Essential Functions:

Business Development and Prospecting:

  • Solicit, confirm and service travel agent, wholesale, negotiate and transient accounts including negotiating rates and confirming contracts that ensure targeted budget achievement.
  • Identify and create target accounts or agencies that will generate business on behalf of hotel but not conflict with WSO efforts.
  • Utilize arrival reports, Hotelligence and Opera business intelligence to solicit and secure business on behalf of hotel.
  • Strategic Planning for Key Accounts and use of Social Media to promote and communicate with Clients.
  • Use company wide programs, sales developments, prospecting projects, WSO customer events and reporting for individual business development.
  • Follow up on all business inquiries and leads and qualify business to generate room nights and impact RevPar performance. 
  • Impact agency sales production to ensure maximum account penetration.
  • Create and execute account plans for top accounts and make recommendations re: pricing, yield management, room night production, sales activities, etc. 
  • Achieve monthly and annual revenue and direct sales goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined.  
  • Manage annual wholesale pricing strategy process for each wholesale  account.
  • Uncover potential P2P leads on behalf of sister properties and the company.
  • Assist Director of Sales in the development of new programs and sales campaigns in an effort to obtain additional sales from the various market niches.
  • Assist Director of Sales with the implementation, follow-through and updating of the quarterly action plans.
  • Explores new ways to increase revenue.


Prioritizing & Time Management:

  • Treat active selling, solicitation and business development as #1 job priority.
  • Protect the Golden-Selling Hours for the property. Allocate time and resources as appropriate for account potential.
  • Schedule activities effectively, meet deadlines and cover the hotel´s internal meetings and events assigned.
  • Handle and organize sales calls and trips in a cost and time-efficient manner and within compliance of established budgets. 
  • Plan activities in advance. Ability to coordinate special events, promotions and other required management duties as assigned.
  • Secures proper handover to another Sales Manager buddy partner while traveling and/or vacation periods.
  • Complete weekly prospecting calls to solicit new and untapped business leads.
  • Attend assigned meetings, webinars and conference calls on time (5 mins prior to starting time).
  • Vacations and any time off must be authorized by the Director of Sales.


Community Connectivity: 

  • Participate in local business travel organizations or travel agent organizations as needed.
  • Identify, select and participate in local organization that will garner positive exposure for hotel, increase network of potential clients, and generate new business opportunities. Ideally, manager would have opportunity to serve on a committee or board to demonstrate leadership within the community.


Product Knowledge and Training:

  • Maintain thorough and complete product knowledge of Beverly Wilshire, A Four Seasons Hotel and in-depth understanding of our comp sets’ Features/Advantages/Benefits.
  • Perform customer site inspections to uncover needs and present solutions that will maximize booking opportunity and create strong customer relationships.
  • Create VIP, Site Inspection alerts, etc in a timely manner… identifying and communicating traveller’s needs and acting as liaison to ensure all operational and marketing aspects of their stay are met.  Involve as many PC Members and/or Department Heads to greet clients and provide answers to questions/concerns during their visit.
  • Understand and utilize the sales tools the company provides and to follow and support all sales and marketing MOS. Ability to sell all hotel products and services.


Sales Effectiveness:

  • Track and focus on conversion to ensure hotels revenue objectives are positively impacted and achieved.
  • Write clear and effective sales correspondence.
  • Provides error-free proposals, contracts and addendum to clients.
  • Make a strong and positive impression on clients in individual and group setting.
  • Contact customers in-house to promote good will and foster additional business or repeat business to property or sister property.
  • Develop and utilize sales skills in all sales interactions.
  • Score 90% or higher in sales MCA shop calls to ensure standards are met and sales skills are used to maximum effort. 
  • Cross-sell with catering and group managers and team-sell also where appropriate.
  • Meet deadlines to present Market Budget and Marketing Plan for the following year with action plans, ROI and expenses.
  • Responds to complaints from customers and give after-sales support when requested.
  • Will keep updated information in Delphi presenting rates and concessions per hotel and reasons why clients book one hotel or another when competing for the same piece of business.


Sales Administration:

  • Establish and maintain strong Golden Sales & Catering maintenance including account creation, account traces, contact information, client email lists, backups, bookings, due dates, meeting space, etc. in accordance with Four Seasons standards.
  • Secure Opera system is properly balanced at the end of every month.
  • Understand and maximize the utilization of all automated sales and reservations systems (Opera) involved with corporate or travel industry business.
  • Be prepared and participate in sales meetings and leadership meetings as required by the property.
  • Proactive and prepared for Revenue Strategy and Forecast Meetings when assigned.
  • Respond and maintain effective correspondence with all potential and existing clients. 
  • Follow up on all pending and currently booked business details.
  • Produce monthly sales recaps of market achievement based upon marketing plan objectives.
  • Produce weekly sales reports on time, even while on business trips.
  • Produce and execute quarterly and annual action plans. 
  • Participation and contribution to annual Marketing Plan including proposing and managing territory sales expenses and travel budgets.
  • Initiates booking feedback as needed with the DOS, DOMs and GMs during the sales process up to and including contract.
  • Produce own expense report collecting all necessary back ups based on cross charging procedures requested by Finance Department.
  • Produce, plan, coordinate and execute Site Impressions and Fam Trips.
  • Provides all the necessary information to Sales Coordinators while supporting drafting proposals (only when Sales Manager is on business trips), Site Impressions alerts, Room bookings, Agendas, etc. Contracts, Addendums or any other Financial/Legal document can not be assigned to Sales Coordinators.
  • Track and follow up signed agreements and first deposits.
  • Utilize work day in an organized way, professional and planned to cover office´s logistics.


What to Expect: You Will…

  • Be part of a cohesive team with opportunities to build a successful career with global potential
  • Have access to a robust benefit plan
  • Have the opportunity to engage in diverse and challenging work
  • Derive a sense of pride in work well done
  • Be recognized for excellence


SALARY RANGE: $72K - $92K Base Salary. Compensation may vary depending on a number of factors, including a candidate’s qualifications, skills, competencies and experience. Base pay is one part of the Total Package that is provided to compensate and recognize employees for their work, and this role is eligible for additional discretionary incentives based on set goals being achieved.

Four Seasons is an Equal Opportunity, Affirmative Action employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. To access the 'EEOC is The Law' Information poster please visit this website -  http://www.eeoc.gov/employers/upload/poster_screen_reader_optimized.pdf

Learn more about what it is like to work at Four Seasons – visit us:

http://jobs.fourseasons.com

http://www.linkedin.com/company/four-seasons-hotels-and-resorts

We look forward to receiving your application

******Please note that due to the large number of responses we receive, only candidates being considered for the above position will be contacted for an interview. ******

Four Seasons is an Equal Opportunity, Affirmative Action employer. Minorities, women, veterans, and individuals with disabilities are encouraged to apply. To access the 'EEOC is The Law' Information poster please visit this website - https://eeoc.gov/sites/default/files/migrated_files/employers/poster_screen_reader_optimized.pdf
Closed

Travel Industry Sales Manager

Los Angeles, CA, United States

Full-time, Indefinite

Start Date:

Latest start date:

Want something different? See similar jobs