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Four Seasons Hotels and Resorts · 1 day ago

Naviva Sales Manager

San Francisco, CA

Full-time

Hybrid

Mid Level

3+ years exp

Four Seasons Hotels and Resorts is a global leader in luxury hospitality, committed to creating exceptional guest experiences. The Naviva Sales Manager role focuses on promoting and selling a luxury boutique resort to various markets, driving revenue through direct sales efforts and collaboration with the sales and marketing team.

HospitalityHotelLeisureRental PropertyTravel

Responsibilities

Identify and target group customers and travel agencies that will generate business on behalf of hotels and in coordination with WSO efforts

Negotiate, draft, generate and confirm/sign group contracts, proposals and addendums that ensure both hotels budget and revenue targets are achieved

Adjust group pricing and recommend group concessions as needed to secure group business in support of hotels budget targets

Utilize various prospecting resources to solicit and secure business on behalf of hotel

Use company wide programs, sales developments, prospecting projects, WSO customer events and reporting for business development

Follow up on all business inquiries and leads and qualify business to generate room nights and associated revenue to impact Total RevPar performance

Create and execute account plans for assigned market territory to ensure maximum revenue and budgeted targets are achieved for hotel

Achieve monthly, quarterly and annual revenue and direct sales goals including outside sales calls, prospecting calls, site inspections, and entertainment as outlined

Uncover potential property-to-property referral leads on behalf of sister properties and the company

Assist both Directors of Sales in the development of new programs and sales campaigns in an effort to obtain additional sales from the various market niches

Assist both Directors of Sales with the implementation, follow-through and updating of the quarterly action plans

Explores new ways to increase revenue

Treat active selling, solicitation and business development as #1 job priority

Protect the Golden Selling Hours. Allocate time and resources as appropriate for account potential

Schedule activities effectively, meet deadlines and cover 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” while traveling and/or vacation periods

Complete weekly prospecting calls to solicit new and untapped business leads

Maintain thorough and complete product knowledge of Naviva®

Carry an in-depth understanding of comp set

Perform customer site inspections to uncover needs and present solutions that will maximize booking opportunity and create strong customer relationships

Create VIP and Group Site Inspection alerts in a timely manner. Identify and communicate travellers’ needs to ensure all operational and marketing aspects of their stay are met

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

Track and focus on conversion to ensure hotels revenue objectives are positively impacted and achieved

Write clear and effective sales correspondence

Provide error-free proposals, contracts and addendum to clients

Make a strong and positive impression on clients in individual and group setting

Contact in-house customers 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

Cross-sell with catering and group managers and team-sell where appropriate

Meet deadlines to present Budget and Commercial 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 Salesforce presenting rates and concessions per hotel and reasons why clients book one hotel or another when competing for the same piece of business

Establish and maintain strong Salesforce maintenance including account creation, account traces, contact information, client email lists, backups, bookings, due dates, meeting space, etc. in accordance with Four Seasons standards

Complete Handover Check list to Conference Services Department once Contract signed and first deposit are received in accordance with Four Seasons standards

Understand and maximize the utilization of all automated sales and reservations systems (Opera) involved with travel industry business

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 and 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 both DOS, CD and GMs during the sales process up to and including contract

Produce own expense report collecting all necessary backups based on cross charging procedures requested by Finance Department

Produce, plan, coordinate and execute Site Inspections and Fam Trips

Keep supervisors informed of any and all potential problems so corrective action can be taken where needed

Prepares and presents Hotel´s Embark Course and Operations Meeting in a professional and friendly way when on properties

Secures to achieve Commitment Report Department´s targets

Maintain a professional appearance and conduct personal behaviour in a mature professional business manner where representing the hotels and company

Be a sound analyser and problem solver. Be a doer and implementer. Develop and use good acumen and be a good business operator

Communicate industry trends or market data as needed to better understand our marketplace and business

Have a strong attention to detail, monitor quality and be obsessively service oriented

Be versatile and flexible and maintain composure during stressful times

Manage, coach and guide assistant to assigned sales coordinator

Receive and share constructive criticism

Have interpersonal sensitivity

Respond to hotel safety or emergency situations

Perform all tasks as assigned by both hotels´ management and staff

Qualification

Sales ManagementBusiness DevelopmentContract NegotiationSalesforceCustomer Relationship ManagementMarket AnalysisEvent CoordinationInterpersonal SensitivityProfessionalismCustomer Service OrientationCoaching SkillsCommunication SkillsTime ManagementProblem SolvingAttention to DetailTeam CollaborationFlexibility

Required

College Degree – 4 years, or equivalent experience

A successful track record in managing a dedicated market for a luxury hotel or collection

Three-year minimum experience required

Strong reading, writing and oral proficiency in English

Fluency in computer skills and knowledge including but not limited to Excel, Word, PowerPoint, Salesforce, Ideas, Opera, Cvent, Meeting Broker and Starcite