Event Sales Manager

Unclassified - Scottsdale, AZ

Full-time - Mid Level

Scottsdale, AZ

About the position

The Executive Meeting Manager is a pivotal role within the hotel, responsible for proactively prospecting, facilitating, and closing group and catering business opportunities, as well as executing events for their assigned hotel(s). This position requires a dynamic individual who can manage multiple tasks simultaneously while maintaining a high level of organization and presentation skills. The Executive Meeting Manager will work closely with various departments to ensure that all aspects of event management are executed flawlessly, from the initial planning stages to the final execution of events. Management-level associates are expected to dedicate as much time as necessary to fulfill their job responsibilities, with overtime applicable for this role. In this role, the Executive Meeting Manager will be expected to effectively attain assigned sales and revenue goals, monitor market trends, and adhere to established company standards and sales metrics. A thorough understanding of hotel operations and policies is essential, as is the ability to create and manage Banquet Event Orders (BEOs), food and beverage forecasting, and room block management. The position also involves negotiating contracts, responding to leads and requests for proposals (RFPs) promptly, and maintaining strong visibility in the local community and industry organizations. The ideal candidate will possess strong verbal and written communication skills, enabling them to negotiate and influence various stakeholders, including hotel guests and corporate clients. They should also be proficient in Microsoft Office and have a valid driver's license. The Executive Meeting Manager will play a crucial role in enhancing the hotel's financial performance through effective yield management techniques and by capitalizing on the hotel's strengths while addressing competitors' weaknesses. Overall, this position is integral to the hotel's success in attracting and retaining group business, ensuring that all events are executed to the highest standards, and contributing to the overall guest experience.

Responsibilities

• Effectively attain assigned sales and revenue goals as well as solicitation call goals.
• Monitor and evaluate trends within your market segment.
• Adhere to Aimbridge Hospitality's established regulations, company standards, sales standards, and sales metrics.
• Develop a full working knowledge of the operations and policies of the hotel and applicable departments.
• Follow proper event management procedures for event execution, including BEO creation, F&B forecasting, resume communication, and room block management.
• Accurately produce and/or review all catering contracts and/or banquet/catering event orders.
• Listen to and read the customer; identify needs and respond accordingly.
• Prospect for new business through individual creativity and innovation; identify potential leads using various means/tools.
• Weigh the value of each piece of business against hotel objectives at daily RevMax meetings.
• Utilize yield management techniques by negotiating room rates and function space commitments to enhance the hotel's financial performance.
• Use Revenue Management resources to help make informed decisions and maximize revenue.
• Understand revenue management principles, analyze trends and patterns in relation to pricing, and discuss the impact on hotel occupancy, revenue, and flow-through.
• Understand sales strategies and tactics of competitor hotels; effectively capitalize on the hotel's strengths and competitors' weaknesses.
• Look for ways to improve processes and enhance sales systems.
• Respond to all leads and RFPs within 24 hours.
• Maintain accurate and timely internal hotel communication.
• Conduct site inspections, local sales calls, and attend appropriate trade shows and client events.
• Promote the hotel through personal involvement in community and business networking organizations.
• Maintain strong visibility in local community and industry organizations as applicable.
• Attend daily/weekly/monthly meetings and any other functions required by management.
• Perform any other duties as requested by the General Manager or Director of Sales.

Requirements

• High School diploma or equivalent required.
• At least 1 year of experience as a Sales Manager, Catering Sales Manager, or Sales Coordinator.
• Experience with professional selling skills desired: opening, probing, supporting, closing.
• Experience in internet research and database mining.
• Developed verbal and written communication skills to negotiate, convince, sell, and influence others.
• Proficient in general computer knowledge, especially Microsoft Office products.
• Ability to work independently and manage multiple tasks simultaneously; strong organization and presentation skills.
• Valid driver's license for the applicable state.
• Demonstrates vertical flexibility, uses an analytical approach, and is strategically proactive.
• Skills for problem-solving, analysis, effective decision-making, negotiation, and interpretation of contracts.
• Ability to effectively present information in one-on-one and group situations.

Nice-to-haves

• Knowledge of hotel features, benefits, and competing hotels within the market.

Benefits

• 401(k)
• AD&D insurance
• Dental insurance
• Disability insurance
• Employee assistance program
• Health insurance
• Paid time off