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Date: Aug 2, 2019

Location: Great Falls, MT, US, 59404

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Basic Functions:                Review and understand the Marketing Plan, Marketing Budget and Strategies with the Regional Director of Sales (RDOS) and General Manager (GM) to obtain maximum occupancy levels and revenue levels.


Consult with the RDOS and GM concerning markets and leads and how they relate to the sales success of the hotel.  Effective promoting, merchandising, prospecting, solicitation and booking of business are among the areas to be discussed.


Requirements:                   Must have (or be able to obtain) a US passport for travel to Canada. Must have reliable transportation. Some overnight and weekend travel required.


Scope:                                   The Sales Manager is responsible for all functions outlined in the “Work Performed” section directly below.


Work Performed:              Strategy

Work in conjunction with the RDOS to determine demographics, vertical markets for corporate markets (LNRs), and generating target revenue percentages from sleeping rooms, events, and business meetings. Utilizing knowledge of their area’s potential customers will create strategies designed to meet occupancy, ADR (average daily rate), and RevPAR (revenue per available room) targets.



Project monthly, quarterly and annual revenue to help determine when to run promotions to fill slow periods, and to help management plan cash flow. When they book events, sales managers must create the labor, equipment, audiovisual, entertainment, food and beverage budgets. Sales managers also create the marketing budget for the sales department.



Create promotions to attract consumers looking for sleeping rooms; groups looking for events such as banquets, weddings, dances and fundraisers; and business events such as trade shows, conferences, cocktail parties, seminars and workshops (if property has meeting space.)


Review and select individual advertising, social media, public relations and promotion options designed to target identified demographic (both corporate and leisure.)




Solicit business through mailings, cold calls, and face-to-face sales meetings, and answer incoming requests for information. Make sure all aspects of guest stays and/or events meet or exceed guest expectations. Explore client’s needs:  rooms, suites, meeting space, desired dates, day of week patterns.


Negotiate with clients room rates based on room volume booked whether group or on an annual basis.


Book new individual business accounts in property management system and coordinate with the Front Desk.


Periodically contact clients while they are in-house to determine level of        



Attend extra-curricular activities and meetings that offer networking and educational opportunities (must be approved through RDOS or GM), and accept any responsibilities or projects as directed by the RDOS or GM.


Customer Relationship Management

Once a customer leaves the hotel, the sales manager’s duties continue, as they work to turn the consumer or business client into a repeat customer. This might include offering discounts on future stays or functions, or offering referral credit for business the customer sends the hotel’s way. The sales manager usually holds a post-event review with business clients to make sure they were happy with their functions, then calls or sends periodic mailings or emails throughout the year to stay in front of guests and clients.



The sales manager is also responsible for the E-Commerce Marketing to include,

but not limited to, website presence and updates, social media and reputation management (Facebook, TripAdvisor, Expedia and other social media review sites as required by Management).



Prepares and submits all required monthly sales reports by the 5th of the month following. Tracks all sales activities on a weekly (minimum – daily is preferred) basis.


Any other duties as assigned by the GM or RDOS.


Sales Quota:                       Sales call quota for this position is:


                                                Based on a point system.  This quota/point system will                                                                                                          include prospecting calls, site tours and personal meetings with new                                                                               accounts. 


Training:                               Property training will come from the Management at the Hotel.  Primary

                                                Sales training and retraining as needed will be received from the RDOS.




& Authority:                       Responsibility: Upon satisfactory completion of training the Sales Manager will be responsible for all above functions, scope and work described in this job description.



Competencies:                   1.            Ability to negotiate.

                                                2.            Ability to prioritize and manage accounts.

                                                3.            Ability to prospect.

                                                4.            Ability to judge and profitability of new business.

                                                5.            Knowledge of product.

                                                6.            Knowledge of competition.

                                                7.            Ability to make sales presentations.

                                                8.            Ability to organize and plan.

                                                9.            Ability to utilize selling skills.

                                                10.          Ability to overcome objections.

                                                11.          Ability to solve problems and make decisions.

                                                12.          Ability to write effectively.

13.          Ability to manage online presence in a timely and in the best interest of the hotel.

14.          Ability to maintain professionalism at all times.

Nearest Major Market: Great Falls
Nearest Secondary Market: Montana

Job Segment: Hotel, Merchandising, Travel Industry, Relationship Manager, Hospitality, Retail, Travel, Customer Service

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