Senior Sales Manager presso Kimpton Hotels & Restaurants

Why We're Here

We believe heartfelt, human connections make people's lives better. Especially the people who work here.

Our founder, Bill Kimpton rebelled against impersonal, generic hospitality that makes people feel disconnected. He initiated a new boutique hotel standard and environment where people could connect, from the heart. That was the goal then, and it is still our purpose today.

Your work here has meaning. You're here to improve the lives of coworkers, guests, owners, communities, and together we make that happen. It's what drives all that we do. Every day you can improve lives in your own, unique way and you can expect the same in return. It all starts with you.

How We're Different

Our San Francisco-born entrepreneurial spirit and zest for life kick started this culture in 1981, and it shines through to this day.

It all flows from you. The lively, rebellious, genuine you - with your diverse background, talents, experiences, and plucky personality - is fully welcome, and celebrated here. Because we know that when people can be themselves at work, they shine.

That's what we seek out and celebrate. It's people of all kinds who share a knack for creativity and self-leadership. People who don't need to be told what to do to get things done. People who have an innate passion for making others' lives better.

It adds up to a work environment that's a bit quirky, irreverent, exciting, uncommon, empowering, and downright exceptional. Guests feel it; you'll feel it too.

What You'll Do

Working closely with the Director of Sales & Marketing (DOSM) you'll build a clear and credible vision for the hotel sales team. You'll maintain a balance of proactive and reactive selling, maintenance and growth of key accounts, and sales team development while utilizing skills as a strategic sales and revenue leader in our organization. Your goals are aligned around the achievement of total hotel room revenue, group bookings, market share results, and sales training.

Some of your responsibilities include:

• Incorporate marketing initiatives to support group sales strategies and activities.
• Establish a sense of urgency with the team to understand and achieve the needs of the hotel.
• Maintain knowledge of the competitive set and make strategy recommendations.
• Work with Director of Catering to help achieve food and beverage revenues and achieve individual F&B goals.
• Consistently review shifts in market mix with Director of Revenue Management and DOSM and are able to make deployment and pricing recommendations.
• Work with the national team to communicate specific account needs to impact revenues for the hotels.
• Responsible for appropriate identification of key group markets and supporting deployment and travel schedule strategies.
• Sales skill development of team to include implementation, coordination, and maintenance of weekly sales training vignettes.
• Present to DOSM, General Manager and ownership the successes and areas for opportunity within the group segment.
• Maintain a deep understanding and ability to report on group pace and future group need areas.
• Responsible for completing and communicating monthly group sales results to DOSM.
• Assist in development of appropriate group production goals for the sales team.
• Regular analysis of industry intelligence reports (i.e. STR and Hotelligence).
• Achieve 100% of group sales revenue goals through individual and team efforts.
• Conduct quarterly check-ins as well as weekly meetings with sales team to support their growth and development.
• Ensure that accurate and detailed notes/traces of accounts are maintained via Delphi.

• Sell hotel room nights through direct client contact; maintain a high level of visibility for the hotel in major market areas through direct sales solicitation; telephone contacts and written communication.
• Achieve personal and team sales goals as assigned.
• Implement hotel-level tactical sales plans as assigned to achieve greater profitability through increasing average rates, increasing overall occupancy, increasing business volume during off-peak periods, and enhancing the image of the hotel in the local community. 
• Develop and maintain good relationships with officials and representatives of local community groups and companies, and attend out-of-town conventions and trade shows, to promote new business and increase sales for the hotel. 
• Produce monthly reports and sales forecasts for assigned area of responsibility.
• Actively participate in forecasting and goal setting.  Participate in the annual budget process, and development of sales and marketing plans.
• Promote teamwork and quality service through daily communication and coordination with other departments.  Key departmental contacts include all hotel departments.  Review the daily business levels, anticipate critical situations, and plan effective solutions in conjunction with department heads to best expedite these situations. 
• Interact with outside contacts:

• Guests – to ensure their total satisfaction
• Airlines, wholesalers, corporate accounts, travel agencies, ad agencies within local, domestic and international markets – to ensure repeat business, follow up on events, and generate new business
• Other contacts as needed (Professional organizations, community groups, local media)

• May coordinate business group activities at the hotel and work closely with other departments to facilitate services agreed upon by the sales office and prospective clients.
• Perform other duties as assigned.
• Conduct and build Fam Trips for meeting planners/companies.
• Lead Follow up/ Lead generation.
• Conduct site inspections.
• Travel to tradeshows and events as needed
• Remain current on industry trends and seek creative ways to amaze potential new accounts
• Responsible to fulfill financial targets
•  

What You Bring:

This job requires ability to perform the following:

• Frequently standing up or moving within and outside of the facility
• Carrying or lifting items weighing up to 25 pounds
• Handling objects

Other:

• Communication skills are utilized a significant amount of time when interacting with others; demonstrated ability to interact with guests, employees and third parties that reflects highly on the hotel, the brand and the Company.
• Reading and writing abilities are utilized often when completing paperwork and management reports, interpreting results, giving and receiving instructions,  and training
• Mathematical skills, including basic math, budgeting, profit/loss concepts, percentages, and variances are utilized frequently.
• Problem solving, reasoning, motivating, organizational and training abilities are used often.
• High level of competency in using data management systems preferably with Delphi or similar sales database tool.
• Ability to travel to attend workshops, tradeshows, conventions, etc.
• May be required to work nights, weekends, and/or holidays.

• Bachelor's degree is preferred.
• 1 to 3 years of sales experience with strong selling skills.
• Ability to encourage, lead and manage a team by example.
• Act as owner of the hotels and communicate a clear sense of strategy and purpose.
• Strong computer skills including proficiency in Microsoft Office Suite.
• Well organized, detail oriented with excellent follow-up and communication skills.
• Ability to convert vision into specific and tangible actions to benefit the hotels.

Differences make a difference. We are committed to creating a culture that reflects the diversity of our hotel and restaurant guests. With that goal in mind, we encourage each of our employees to understand, accept, and celebrate differences among people. That includes different personalities, lifestyles, work styles, education, and experience. We also welcome and embrace people of all races, ethnicities, ages, religions, physical abilities, sexual orientation, gender identities and genders. For our complete EEO policy click here.

Be Yourself. Lead Yourself. Make it Count.