Group Sales and Events Manager

Group Sales and Events Manager

Melia Orlando Celebration Hotel

REPORTS TO: Director of Sales and Marketing – USA Hotels 

DEPARTMENT: Sales 

“The world is yours with Meliá” 

Joining Meliá is to embark on a journey without borders because the possibilities of growing and training here are endless. It is knowing that the world is yours and that you can work in many countries. And all with the feeling that you are part of a big family. 

It means knowing that you have started one of the most exciting journeys of your life, a journey in which inspiration will always accompany you. Do you dare to be the owner of your professional career in an inspiring world?

In a company as large as your world, all that is missing is YOU.

JOB PURPOSE: The Group Sales and Events Manager position focuses in sourcing new sales opportunities through inbound lead capture, by understanding customer needs and requirements routing qualified opportunities to the appropriate sales directors for further development. As assigned, responsible for proposal submission and follow-up of inbound business opportunities ensuring lead conversion, increasing market share, meeting sales goals and maintaining customer satisfaction in line with the Company’s overall Vision and Strategy.

 JOB RESPONSIBILITIES (include but are not limited to)

Core Inside Sales Responsibilities:

• Responding inquires to partners such as travel agencies, meeting planners, travel managers, meeting management companies, and others, to develop proposals for groups business, including and no limited to SMERF, ASSOC segments, with or without meeting space involve.
• Effectively locating new sales opportunities through tactics like cold-calling, e-mail blasting, interacting with potential and existing customers.
• Developing meaningful relationships with customers to encourage trust and loyalty.
• Achieving self-generated business goals by proactively identifying, soliciting and qualifying new business opportunities to achieve individual and property level revenue goals.
• Converting prospect in to clients closing the best agreements based on market conditions and individual property needs.
• Using negotiating skills and creative selling abilities to negotiate contracts and close on business.
• Producing and communicating group resumes and detailed information to operations team to warranty successful group execution and guest experience.
• Performing post-sale follow up and engage repeat business opportunities.

• Maintaining accurate and thorough data and history within Company’s CRM for all accounts.
• Following Sales Action Plan, performing effective online webinars to prospects, site tours and customer in-house entertaining as required.
• Attending on-going self-driven education of Company’s brands and hotels, and hotel industry trends.
• Constantly survey and analyze threats and opportunities from competition.
• Identify decision makers within targeted leads to begin sales process.

Operational/Functional:

• Vast knowledge of Hotel’s value proposition.
• Participating in business review meetings, pre-convention meetings, training and other sales-related meetings as required.
• Following all mandatory standards operating procedures, policies, manuals, memos, oral instructions, all of which go to make up the essential functions of the job.
• Proficiently utilizing primary online tools for RFP solicitation and negotiations such as and not limited to Cvent, Meeting Broker, and Company’s CRM.
• Assisting with coordination of industry, and client events to sales directors and global sales teams
• Performing administrative duties as assigned.

 Building Successful Relationships:

• Developing and maintaining strong synergies with Associate Directors of Sales, Transient and Groups, Global Sales Teams, collaborate in join initiatives and sales activities to enhance relationship with Key, Strategic and Advance Accounts.
• Developing relationships within community organizations to strengthen and expand customer base for sales opportunities.
• Managing and developing relationships with key internal and external stakeholders.

Job Expectation:

• Exceed individual production goal.
• Support team exceed budgeted total revenues.
• Contribute to achieve ADR index goal without losing RevPAR index.
• Contribute with employee satisfaction and retention.
• Maximize customer/guest satisfaction.

Job Qualification: (to do this kind of work, candidate must possess/be able to)

• Previous revelant Hotel sales experience required.
• Strong phone presence and experience managing calls.
• Must be legally authorized to work in the United States.
• Proven track record of exceeding goals through individual sales efforts.
• A comprehensive understanding of the local market.
• Computer skills including typing, using MS Office products and using Property Management System.
• Proficient experience RFP management, local group opportunities, and business development tools.
• Knowledge of food and beverage component in group contacts.
• Ability to communicate and negotiate effectively with internal/external customers both in written and verbal format.
• Deal with the general public, customers, associates, and government officials with tact and courtesy.
• Ability to multi task, prioritize, and manage time effectively.

Minimum Requirements: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Minimum (3) years’ experience preferred. The requirements listed below are representative of the knowledge, skills, and/or ability required. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Language Skills: Ability to read, write and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.

Math and Logical Skills: Requires mathematical development sufficient to be able to: Deal with system of real number; algebraic solution of equations and probability and statistical inference. Apply fractions, percentages, ratio and proportion. Ability to determine time, place and sequence of operations or action to be taken on the basis of analysis of data; executing determination and/or reporting on events.

Physical Demands: While performing the duties of this job, the employee is regularly being required to stand, walk, and talk or hear. The employee frequently is required to use hands to finger, handle, or feel objects, or telephone. The employee is required to use body members, hand tools, and/or special devices to work, or carry objects or materials. The employee must regularly lift and/or move up to 10-25 pounds and frequently lift and/or move up to 25 pounds. Requires walking, standing and/or sitting; and to a significant degree, reaching, handling, feeling, talking, hearing and seeing.