SALES MANAGER
Reports to: Director of Sales, position is exempt
WHO WE ARE
Hotels done differently. It's not just a slogan or catchphrase, it is who we are in everything we do. We believe in the power of People, Place + Character; ensuring our hotels are a place where individuals are valued and celebrated as a tribute to the neighborhoods and the people of the communities in which we operate; elevating our associates' pride in who they are, where they live and who we serve.
Driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium was born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. It is a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing the disparate forces together in up-and-coming as well as established markets.
The hotel is managed by Aparium, who has just been named to Travel + Leisure's Top 25 Hotel Brands in the World. Driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium was born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. It is a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing disparate forces together in bustling, smaller markets.
THE ROLE
This role requires a strong individual who has the heart and tenacity to hunt and discover new business and continue to develop and grow existing relationships that the hotel has already established. This role is not for the faint of heart, so if prospecting business and managing groups and events is not your preference, this is not the role for you. On the contrary, the Sales Manager is someone with an entrepreneurial spirit and the grit that accompanies that. This position will lead group sales efforts and be quick to identify and respond to market needs to fill the gaps and set the pace for future bookings in the assigned areas.
You will quickly develop trusting relationships with clients, vendors, planners, and employees of the hotel. As a team member within Aparium Hotel Group you will work with a phenomenal group of peers who insist that you are collaborative, humble, experienced, and open-minded - no egos are allowed.
WHO YOU ARE
Your experiences have led you to understand that there is an art + science to the how and what a sales team member is responsible for; the passion to understand and support the direction of the business and the importance of knowing how people and clients drive the success of the company. You are an energetic, motivated self-starter with strong communication skills. You love problem solving and partnering with team members on how to fix the root causes of issues. You continually find ways to partner with your peers to identify how to improve the Sales team you are in.
WHAT YOU WILL DO
- Uphold and role model the company's principles of People, Place and Character; and ensure direct reports are also modeling the way of our values that drive collaboration, intuition and translocal hospitality
- Receive and respond to all customer inquiries within four business hours. Negotiate and capture all profitable Rooms & Banquet business in accordance with the hotels selling guidelines.
- Fulfill the hotel's trans-local hospitality operating principle by planning or supporting sales activities, promotions and client events that bring to life the character of the city, the uniqueness of the hotel and celebration of local merchants
- Evaluate, solicit, sell, and confirm group and event business in assigned markets to meet overall budgeted sales and profitability, control dates, availability and rates on guest rooms and function space
- Negotiate with clients using creative and attractive menu presentations and event proposals to achieve both maximum revenue/profit potential and fulfillment of contractual responsibilities while satisfying client needs
- Conduct property tours and entertain planners of meetings, groups, and 3rd party partners
- Analyze business to ensure booking guidelines and function space to guest room ratio is in the best of interest for the hotel; while communicating effectively with catering and other stakeholders to ensure we exceed clients' needs and expectations are satisfied
- Engage others in a genuine and warm fashion with the ability to lead and adapt communication and presentation tactics to engage audience; displays adaptable interpersonal skills for a wide range of audiences and stakeholders
- Value the importance of making decisions with integrity, maintaining confidentiality across internal work groups, and knowing how to use discretion at the appropriate times, understanding the difference between transparency and confidentiality
- Engage in fair and transparent client negotiations to achieve maximum revenue and profit potential as well as meeting clients' needs
- Demonstrate strong on-going organizational skills in maintaining and documenting all pertinent information specific to group and catering accounts ensuring all is documented in Delphi. FDC.
- Respond expediently to client requests and needs, being proud of your ability to adhere to trace dates to ensure we are not delayed in meeting client needs
- Collaborate and problem solve with other departments as needed to book business into the hotel ex. salvaging of accounts threatening cancellation, groups that have outgrown confirmed space and when needed enlisting senior management to interact with tentative or prospective clients to assist in finalizing a potential business opportunity
- Demonstrate expert knowledge of the hotel and competitors' facilities, services, amenities, and meeting space so that you can skillfully match the stated or unstated needs of a client
- Take ownership of assigned sales market segmentation and respond to specific market needs by initiating recommendations to the Director of Sales for updates to pricing, availability or needed services and amenities
- Collaborate with team to discuss, innovate, and support key service and product differentiation to attract groups and events to the hotel
- Unselfishly perform tasks and projects that support client schedules and sales revenue achievement that help the sales team meet telephone/email/lead volume, respond to walk-in site inspections, and meet evening and weekend appointment as requested
- Be willing to take on reasonable requests from Director of Sales or other Executive Committee members
- Build and maintain a trusting and transparent relationship with all stakeholders, specifically taking the time to develop rapport and respect with the individuals of your peer group
- Understand who the hotel is and what we aspire to be by following established practices and procedures and project the appropriate brand voice and image of each hotel to achieve objectives, public recognition, and acceptance
- Work with integrity, confidentiality, and discretion
- Work in a safe, prudent, and highly organized manner
- Guide and monitor business ethics and good business practices
- Always conduct oneself in a professional manner to reflect the hotel's standards
- Remain highly organized, demonstrating the ability to plan multiple activities and meet deadlines with the ability to always maintain a positive and professional demeanor
- Other duties as assigned by the management team
- Perform other services and duties as requested by the Director of Sales. May be called on to host functions and participate in, or conduct sales blitzes, travel, and work extended hours to achieve departmental goals.
- Additional tasks and responsibilities as requested by the Director of Sales and/or hotel General Manager in support of a successful operation
POSITION REQUIREMENTS
- Minimum of three (3) years of hospitality sales experience within a boutique or luxury hotel
- Strong corporate, association and entertainment/tour background in both group and event sales
- Willingness to work a flexible schedule to meet client needs, which may include weekends or evenings
- Familiarity and ability to read, understand and develop strategy through market intelligence reports to include but not limited to: STR, Knowland Group and Agency 360
- An understanding of Delphi. FDC, IDeaS RMS, Cvent, and other third-party site management
- Bachelor's degree in related field of Hospitality Management or equivalent work experience
- Adaptable interpersonal skills to communication and address all employee levels of the hotel
- Professional proficiency of the English language in reading, writing and verbal communication
HOW YOU LEAD
- Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and clients
- Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of Sales goals and budgets
- Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation.
- Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentiality.
As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment for all employees to ensure they feel a sense of belonging. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve.
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Aparium Hotel Group
Mar 12, 2025 