Sales Manager (The Ritz-Carlton, Astana)

Описание

Position:

Sales Manager

Position summary:

Education/ critical competences:

High School diploma/G.E.D. equivalent

Preferred qualifications:

Work experience 1-3 years

Critical tasks:

Sales Manager is responsible for proactively soliciting and handling all revenue-related opportunities in a sales segment (transient, group). Actively upsells each business opportunity to maximize revenue opportunity. Achieves personal and team related revenue goals. Ensures business is turned over properly and in timely fashion for proper service delivery.Ensures compliance with Ritz-Carlton Operating Standards to maintain brand integrity

Critical competences:

1. Strong overall sales skills.
2. Possesses systems knowledge (MARSHA, Opera) and software knowledge (Microsoft Office, etc).
3. Weekly prospecting and soliciting goals
4. Uncovering new customers. Aggressive negotiating skills and creative selling abilities to close on business with a high conversion ration.
5. Effective sales skills to up-sell products and services.
6. Ability to present ideas, expectations and information in a concise, well-organized manner.
7. Strong customer development and relationship management skills
8. Strong communication skills (verbal, listening, writing)
9. Strong problem-solving and organization skills
10. Strong presentation and platform skills
11. Effective decision making and influence skills
12. Ability to manage guest room and meeting space inventories
13. Knowledge of food presentation, and banquet and event service operations
14. Broad understanding of facility management (sanitation, maintenance, operations)
15. Knowledge of overall hotel operations as they affect department
16. Knowledge of contract management and legalities
17. Financial management skills e.g., ability to understand P&L statements, manage operating budgets, forecasting and scheduling
18. Knowledge of governmental regulations and safety standards

Essential job function

1. Manages assigned corporate segments. Understands or is familiar with fundamentals of assigned accounts.
2. Proactively identifies, qualifies, and solicits new business to achieve personal and hotel revenue goals. Focuses on accounts with larger potential sales revenue.
3. Closes the best opportunities for the hotel based on market conditions and hotel needs.
4. Understands competitors’ strengths and weaknesses, and knows how to sell against them. Continuously communicates the benefits of the hotel to the customer.
5. Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
6. Builds and strengthens relationships with existing and new customers to include sales calls, entertainment, FAM trips, trade shows, sales blitz etc.
7. Conducts site inspections.
8. Ensures a high level of customer satisfaction.
9. Effectively use sales resources and administrative/support staff.
10. Coordinates and communicates verbally and in writing with customer (internal and external) regarding details. Follows up with customer.
11. Negotiates transient rates for assigned accounts.
12. Develops accurate contracts/offers/BEO and sends to customers. Gains commitment of customer through signed contract/offer/BEO/
13. Once signed contract/offer/BEO is received, completes accurate, detailed turnover documentation for CCS Manager.
14. Possesses excellent telephone sales skills.
15. Possesses knowledge/appreciation of The Ritz-Carlton Hotel Company, brand culture, philosophies and initiatives.
16. Understands contract management and legalities.
17. Possesses operational knowledge and/or appreciation of operations challenges.
18. Comprehends budgets as needed to assist in the financial management of department. Understands the impact of department’s role in the overall hotel financial goals and objectives and manages to achieve or exceed budgeted goals.
19. Understands need time strategy as developed by the Revenue Management Team (i.e. Director of Sales & Marketing).
20. Follows all Free Sell guidelines as specified by Director of Sales & Marketing.
21. Follows all sales strategy as specified by the Director of Sales & Marketing.
22. Understands and achieves team and individual goals.
23. Possesses necessary software knowledge (Microsoft Office, Opera, etc).
24. Put all customers’ information in Opera S & C.
25. Makes presence known to customer at all times during this process. Greets customer during the event phase and hands-off to the CCS department for the execution of details. Is available to solve challenges and/or suggest alternatives to previous arrangements.
26. Sets a positive example for guests relations.
27. Participate in pre-event meetings.
28. Empowers ladies and gentlemen to provide excellent customer service. Ensures ladies and gentlemen understand expectations and parameters.
29. Reviews comment cards and guest satisfaction results with leaders. Participates in the development and implementation of corrective action plans.
30. Emphasizes guest satisfaction during all departmental meetings and focuses on continuous improvement.
31. Adheres to all standards, policies, and procedures.
32. Performs other duties as assigned to meet business needs.
33. Leadership:
    • Applies broad business knowledge and balances both a short- and long-term perspective to generate strategies while leading the organization to achieve them.
    • Demonstrates commitment to The Ritz-Carlton operating principles and philosophies.
    • Holds self and others accountable for achieving results.
    • Addresses conflict in a timely manner.
    • Contributes to team results.
    • Deals with change effectively.
    • Makes decisions, including employees/team and commits to a course of action with available information.

• Building Relationships:
  • Eliminates insular thinking by fostering a positive climate for work relationships and teams committed to achieving organizational goals and initiatives.
  • Treats people fairly, with dignity and respect.
  • Works to meet goals in a manner that does not disadvantage other employees or groups.
  • Demonstrates business ethics and personal integrity, i.e., is widely trusted; is seen as a direct, truthful individual.
  • Listens and responds to others.
  • Is interested in other’s views even if they counter own views.

1. Managing Work Execution:
   • Proactively ensures that others have the accountability, authority and resources necessary to both manage work execution and drive for results.
   • Approaches work with a sense of urgency and purpose.
   • Allocates time and resources effectively when faced with competing demands.
   • Overcomes obstacles to accomplish challenging objectives.
   • Follows through on inquiries, requests, and complaints.
2. Generating Talent:
   • Proactively identifies and develops talent within the organization.
   • Analyzes candidate’s job-related themes, skills and competencies to ensure each placement decision maximizes team dynamics and talent utilization.
   • Discusses problems immediately with others before they are forgotten or get out of control.
   • Actively pursues self development.
   • Explains own rationale and thought processes to help employees improve their skills.
3. Organizational Learner:
   • Actively pursues learning and self-development to enhance personal, professional and business growth; shares learning; demonstrates depth of knowledge in technical or specialized area
   • Acts independently to improve and increase skills and knowledge.
   • Demonstrates an awareness of personal strengths and areas for professional improvement.
   • Shares learnings, innovations, and best practices with others.
   • Is willing to learn from others.
   • Performs all technical/procedural requirements of the job.