Hotel sales managers have a number of responsibilities.
Hotel sales is a management-level position where you would be responsible for selling guestrooms, meeting space and other hotel services to customer groups. Hotel sales is one of the most important positions within the hotel. The business generated by the hotel sales team contributes directly to the hotel's bottom line and is a vital component of hotel profitability. The sales manager reports directly to the director of sales.
Qualifications
To qualify for a hotel sales position, you normally need one to three years of general sales experience, with hotel sales experience preferred. Hotel sales departments use computerized sales-management software, so general computer knowledge is also required. The job requires daily interaction with hotel staff, customers and business prospects in person and on the telephone, so good verbal and written communication skills are also required, as is a high school diploma or equivalent. Generally, once you are hired as a sales manager, you will be required to attend and complete a sales training program, where you will learn about the specific hotel, hotel brand, hotel computer systems and hotel sales techniques.
Sales Responsibilities
Hotel sales responsibilities include selling guestrooms, meeting space and other hotel services to customer groups. You will also be responsible for conducting site inspections with prospective customers, as well as soliciting and generating new business. During the sales process, you will be responsible for negotiating contracts, pricing, credit terms, warranties and delivery dates. The focus of hotel sales is group business. Groups typically purchase blocks of rooms and/or meeting and convention space. Hotel sales is not responsible for selling individual rooms, which is the responsibility of the hotel's reservation department.
Other Responsibilities
As a hotel sales manager, you will also be responsible for preparing and presenting proposals, maintaining well-organized documentation and reports, attending and participating in various sales and hotel staff meetings, and coordinating customer-service requests as needed. Hotel sales departments also often participate in trade shows or other promotional events to solicit new business.
Promotion Potential
A successful sales manager will often be promoted to the "director of sales" position, which is an executive committee position within the hotel. The executive committee generally consists of the hotel's general manager, the food and beverage director, the rooms executive, the executive chef and the director of sales. The director of sales is often later promoted to general manager because of this position's unique knowledge of all operating aspects of the hotel and the department's contribution to the hotel's bottom line. Promotional ability is increased if you are working for a national hotel chain. These chains typically promote often and prefer to promote from within.
Salary
The United States national average total compensation for a hotel sales manager is $75,869. Starting hotel sales managers can expect to earn an approximately $60,000 per year, and at the upper end, a hotel sales manager can make about $115,000 per year. This position usually pays a base salary plus commission or incentive bonuses.
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