Now Hiring - Sales and Catering Manager in Salem, MA

The Hawthorne, an independent hotel and member of Historic Hotels of America, is looking to add a seasoned manager to our Sales & Catering team.

The sales manager is responsible for securing group and social business for the hotel including meeting space for corporations, associations, and tour groups, weddings, memorials and fundraisers. Conduct site visits, utilize Delphi (transitioning soon to Caterease) to manage bookings, create contracts, assist with VIPs, greet guests while in house, and follow up after departure to ensure a seamless and positive client experience.

Essential Functions

The sales manager’s goal is to create a unique experience that is seamless and entices groups to return. Specific tasks include the following:

Direct Sales

• Actively prospect and qualify new business
• Maximizes current hotel key accounts by identifying and capturing those that offer revenue growth
• Develop and conduct persuasive verbal sales presentations to prospective clients
• Negotiate guest room rates, meeting room rental, function space, and/or hotel services within approved booking guidelines
• Articulate and leverage the benefits of the hotel to close sales opportunities
• Accurately produce and/or review all sales contracts, rate agreements, and/or banquet event orders
• Greet guests with professionalism, communicate cordially, and provide outstanding customer service
• Travel locally to conduct outside calls, promote the hotel and review competition
• Achieve personal and team goals as assigned

New Account Development

• Capture competitor's accounts through networking, research and reader board surveys in order to target and solicit those most probable to generate new business
• Acquire referrals from existing accounts
• Plan and implement an on-going target account list in order to create new revenue and acquire valuable hotel contacts and contracts
• Continually target and prospect for new business through telemarketing, individual creativity and innovation
• Represent hotel at trade shows, community events, networking events

Account Service and Management

• Maintain well-documented, accurate, organized and up-to-date file management system in order to serve client and employer in the most expedient, organized and knowledgeable manner
• Develop strong customer relationships through frequent communication and the use of professional, courteous and ethical interpersonal interaction
• Develop customer profiles and maintain an effective trace system, including trace dates and references, in order to best meet client needs, resulting in superior account service and increased revenues
• Maintain knowledge of market trends, competition and key customers of the hotel
• Promptly follow up on all customer needs and inquiries in an efficient and expedient manner

Expectations

• Must be able to meet clients on and off premises, to tour property and attend functions, to climb stairs, and operate basic office equipment
• Work on more than one task at a time
• Develop strong internal and customer relationships
• Set and manage priorities and plan activities in advance
• Solve problems and make sound business decisions
• Respond to coaching, feedback and training
• Exhibit a positive and involved team attitude to all hotel departments and maintains open communications with all co-workers for the best overall performance of the hotel.
• Participate in the Manager on Duty rotation

Qualifications

• Associates or Bachelor’s degree in Hospitality or related industry preferred
• Proven track record in sales is a must
• Previous hospitality sales experience preferred
• Requires effective business writing skills
• Familiarity with hotel management software (RoomMaster, Delphi, Caterease) a plus

Disclaimer

The duties and responsibilities described are not a comprehensive list and that additional tasks may be assigned to the employee from time to time; or the scope of the job may change as necessitated by business demands.

The Hawthorne Hotel operates 365 days a year, 24 hours a day, and 7 days a week. You may be required to work a variety of shifts, including weekends and holidays and the night of the annual Halloween Ball.

Job Type: Full-time

Benefits:

• 401(k)
• Dental insurance
• Employee discount
• Health insurance
• Paid time off
• Vision insurance

Shift:

• 8 hour shift
• Day shift

Weekly day range:

• Monday to Friday
• Rotating weekends
• Weekend availability

COVID-19 considerations:
For their safety, hotel employees must be fully vaccinated. You will be asked to show proof of vaccination before hire.

Application Question(s):

• How many years of hotel sales experience do you have?

Work Location: One location