Developing & Executing Sales
Strategies
·
Works
with sales leaders from properties within region to ensure understanding of
sales strategy and effective implementation of this strategy for the segment.
·
Develops,
implements and sustains aggressive solicitation program focused on increasing
business.
·
Works
with management team to create and implement a sales plan addressing revenue,
customers and the market for the segment led by the DOS.
·
Assists
with the development and implementation of promotions, both internal and
external.
Maximizing Revenue
·
Provides
positive and aggressive leadership to ensure maximum revenue potential (e.g.,
sets example with personal booking goals).
·
Recommends
booking goals for sales team members for properties within region.
Managing Sales Activities
·
Monitors
all day to day activities of direct reports.
·
Participates
in sales calls with members of sales team to acquire new business and/or close
on business.
·
Executes
and supports the operational aspects of business booked (e.g., generating
proposal, writing contract, customer correspondence).
Analyzing & Reporting on
Sales and Financial Data
·
Analyzes
market information by using sales systems and implements strategy to achieve
financial room and catering goals for each property.
·
Assists
Revenue Management with completing accurate six period projections.
·
Reviews
sales and catering guest satisfaction results to identify areas of improvement.
Ensuring Exceptional Customer
Service
·
Displays
leadership in guest hospitality, exemplifies customer service and creates a
positive example for guest relations.
·
Interacts
with guests to obtain feedback on product quality and service levels.
·
Meets
with guests during pre- and post-convention meetings to obtain feedback on
quality of product (e.g., rooms, meeting facilities and equipment, food and
beverage), service levels, execution against contract and overall satisfaction.
·
Empowers
employees to provide excellent customer service.
·
Observes
service behaviors of employees and provides feedback to individuals and/or
managers.
·
Incorporates
guest satisfaction as a component of department meetings with a focus on
continuous improvement.
·
Ensures
that a customer recognition program is in effect throughout Sales.
·
Executes
and supports the company’s customer service standards.
·
Executes
exemplary customer service to drive customer satisfaction and loyalty by
assisting the customer and ensuring their satisfaction before and during their
program/event.
·
Serves
the customer by understanding their needs and recommending the appropriate
features and services that best meet their needs and exceed their expectations,
while building a relationship and loyalty to the company.
·
Gains
understanding of each property’s primary target customer and service
expectations; serves the customer by understanding their business, business
issues and concerns, to offer better business solution both prior to, and
during the program/event.
Building Successful Relationships
·
Develops
and manages relationships with key stakeholders, both internal and external.
·
Works
collaboratively with on and off-property sales channels to ensure the property
needs are being achieved and the sales efforts are complementary, not
duplicative.
·
Works
with Human Resources, Engineering and Loss Prevention to ensure compliance with
local, state and federal regulations and/or union requirements.
·
Attends
customer events, trade shows and sales missions to maintain, build or develop
key relationships with GSO managers and customers.
Managing and Conducting Human
Resource Activities
·
Interviews
and hires management and hourly employees with the appropriate skills to meet
the business needs of the operation.
·
Develops,
implements and maintains a departmental orientation program for employees to
receive the appropriate new hire training to successfully perform their job.
·
Utilizes
all available on the job training tools for employees.
MANAGEMENT COMPETENCIES
Leadership
·
Adaptability – Develops strategies and identifies resources
to implement and manage change; models flexibility in adjusting priorities;
and communicates the need for change in a positive way that encourages
commitment.
·
Communication - Actively listens and uses appropriate
communication styles to deliver complex information in a clear concise way
and influences others to accept a point of view, gain consensus, or take
action.
·
Problem
Solving and Decision Making - Models
and sets expectations for solving complex problems, collecting and comparing
information to evaluate alternatives, considering their potential impact
before making decisions, involving others to gain agreement and support, and
guiding others to implement solutions.
·
Professional
Demeanor - Exhibits behavioral styles that convey
confidence and command respect from others; makes a good first impression and
represents the company in alignment with its values.
Managing Execution
·
Building
and Contributing to Teams - Leads
and participates as a member of a team to move the team toward the completion
of common goals while fostering cohesion and collaboration among team
members.
·
Driving for
Results - Focuses and guides others in accomplishing
work objectives.
·
Planning
and Organizing - Gathers information
and resources required to set a plan of action for self and/or others;
prioritizes and arranges work requirements self and/or others to accomplish
goals and ensure work is completed.
Building Relationships
·
Coworker
Relationships - Develops and uses
collaborative relationships to facilitate the accomplishment of work goals.
·
Customer
Relationships - Develops and sustains
relationships based on an understanding of customer needs and actions
consistent with the company’s service standards.
·
Global
Mindset - Supports
employees and business partners with diverse styles, abilities, motivations,
and/or cultural perspectives; utilizes differences to drive innovation,
engagement and enhance business results; and ensures employees are given the
opportunity to contribute to their full potential.
Generating Talent and
Organizational Capability
·
Organizational
Capability - Evaluates
and adapts the structure of organizational units, jobs, and work
processes to best fit the needs and/or support the goals of an
organizational unit.
·
Talent
Management - Provides guidance and
feedback to help individuals develop and strengthen skills and abilities
needed to accomplish work objectives.
Learning and Applying
Professional Expertise
·
Applied
Learning - Seeks and makes the most of learning
opportunities to improve performance of self and/or others.
·
Business
Acumen - Understands and utilizes business information
(e.g., data related to employee engagement, guest satisfaction, and property
financial performance) to manage everyday operations and generate innovative
solutions to approach business and administrative challenges.
·
Technical
Acumen - Understands and utilizes professional skills
and knowledge in a specific functional area to conduct and manage everyday
business operations and generate innovative solutions to approach
function-specific work challenges.
o
Communications
and Media - Knowledge of media
production, communication, and dissemination techniques and methods. This
includes alternative ways to inform and entertain via written, oral, and
visual media.
o
Devising
Sales Strategies and Solutions - Trying different and novel ways to deal with
sales challenges and opportunities; taking courses of action or developing
sales strategies that appropriately consider available facts, constraints,
competitive circumstances, and probable consequences.
o
Sales
Ability: Persuasiveness - Using appropriate
interpersonal styles and communication methods to gain acceptance of a
product, service, or idea from prospects and clients.
o
Sales Call
Facilitation - Ensuring that a call serves its sales objectives; maximizing the
productiveness of interactions by monitoring and building on customers’ cues.
o
Sales
Coaching - Providing timely
coaching, guidance, and feedback to help others excel on the job and meet key
accountabilities.
o
Sales
Disposition - Demonstrating the traits, inclinations, and outlooks that
characterize successful salespersons; exhibiting behavior styles that
facilitate adaptation to the demands of the sales role.
o
Sales
Implementations - Driving and supporting the implementation of sales strategies and
systems; seeking and taking appropriate actions on feedback; taking
responsibility for implementation success.
o
Sales Opportunity Analysis - Understanding and utilizing economic,
financial, industry, and organizational data; accurately diagnosing
customers’ business strengths, weaknesses, and key issues that can inform
sales strategies and plans.
·
Basic
Competencies - Fundamental
competencies required for accomplishing basic work activities.
o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal
computers, word processing software, Internet browsers, etc.).
o Mathematical Reasoning - Demonstrates ability to add, subtract,
multiply, or divide quickly, correctly, and in a way that allows one to solve
work-related issues.
o Oral Comprehension - Demonstrates ability to listen to and understand information and
ideas presented through spoken words and sentences.
o Reading Comprehension - Demonstrates understanding of written sentences
and paragraphs in work-related documents.
o Writing - Communicates effectively in writing as appropriate for the needs of
the audience.
