Group Sales Manager

Position: Group Sales Manager

Job Id: 819

of Openings: 1

Group Sales Manager Reports To: Director of Sales, the position is exempt

Who We Are

Hotels done differently. At Aparium, we believe in the power of People, Place and Character. We ensure our hotels are a place where individuals are valued and celebrated, elevating our associates' pride in who they are, where they live and who we serve. Our hotel is a tribute to the neighborhoods and the people of the communities where we operate.

Detroit Foundation Hotel is managed by Aparium Hotel Group. Founded in 2011, Aparium is driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings and was born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. Recognized by Travel + Leisure World's Best Awards as a leading hotel brand, Aparium is known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing the disparate forces together in bustling, smaller markets.

The Role

The Sales Manager reports to and works directly with the Director of Sales. In this position, you possess a background of advanced Sales skills with networking and proactive sales efforts at the forefront of all you do. In this role, you will be responsible for all tasks related to driving Market Share and Revenue Performance. This will be achieved through proactively connecting with arriving travelers, networking, and negotiating rates and contracts with pricing and terms that are in the best interest of Detroit Foundation Hotel to exceed the hotel's revenue goals. At Aparium, our teams are encouraged to hold themselves, the guests and each other in high regard. Respect for the team is imperative and we have a no-tolerance policy for the 'old school way'.

Who You Are

Your past experience has led you to understand that there is an art + science to how and what a hospitality professional is responsible for. You have a great pride in Detroit Foundation Hotel and love to sell! You are a proactive self-starter who is highly motivated by achieving financial results, you get an adrenaline rush on Tuesdays when STR reports come out, you love to be #1! You have worked in hotel sales and you are excited by the opportunity to learn more! The passion you have for delivering results has led you to be in this Sale role and challenging the status quo is part of your DNA. You continually find ways to partner with your clients and peers to identify areas of opportunity and have the grit and tenacity to see it through. The ability to work with controlled measure and respect for your leadership team and peers is imperative. You will also actively develop a trusting and transparent relationship with your clients and associates at the hotel. As a team member within Aparium Hotel Group, you will work with a phenomenal group of peers who insist that you are collaborative, humble, experienced and open-minded - no egos allowed.

What You Will Do

• The Sales Manager is a combination salesperson that will focus on Group Sales, selling guest rooms as well as food and beverage, who has demonstrated through performance a throughout understanding and competence in sales, account management functions and the hotel/business travel industry.

• Fully develop the above-mentioned market segment to achieve monthly room night goals, develop and implement sales action plans, and achieve monthly activities targets, maintain positive interdepartmental communications and to complete special projects as assigned by the Director of Sales.

• Business development of potential new accounts through proactive sales calls, connecting with guests in the pre-arrival stage, in person and/or virtual presentations, monthly/quarterly account reviews, and continual interaction with travel agents & account managers, not solely with decision makers but with decision influencers as well.

• Existing account management & maintenance, including regular contact with existing accounts, optimizing opportunities and monitoring overall account production for all segments.

• Creatively engage the travel agent & travel manager community and government offices and divisions to ensure the property is front-of-mind, targeting optimal viability placements and active engagement.

• Identify new accounts for the hotel by navigating and analyzing the business intelligence available and action accordingly. This includes but is not limited to, Arrival Reports, Business Journal Reviews, Google Alerts and Knowland.

• Understand the Competitive Set - competitors' strengths and weaknesses, economic trends, supply and demand etc., and know how to sell against them and shift share.

• Coordinate ongoing research of the travel industry to detect market trends and related information for development of new marketing strategies to ensure hotel is optimally positioned to drive results.

• Invite clients to the hotel for entertainment, lunches, FAM trip tours, site inspections or participation in Lifestyle events.

• Be familiar with all Aparium sales policies and selling techniques with emphasis on maximizing occupancy and Average Daily Rate (ADR).

• Develop networking opportunities through active participation in community and professional associations, trade shows, activities and events for sales opportunities.

• Provide excellent customer sales service to grow share of the account.

• Handle account details so that all pertinent aspects of solicitation and closing are complete and documented and coordinate various departments' participation in servicing accounts.

How You Will Lead

• Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience while displaying adaptable interpersonal skills for a wide range of audiences and clients.

• Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of Sales goals and budgets.

• Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation.

What You Will Need

• Minimum of four (4) years' experience in sales.

• Completion of four-year college degree preferred though not required if you have proven years of experience.

• Must possess computer skills and detailed knowledge of various programs, including but not limited to Sales systems, GDS and PMS, Delphi, FDC, CVENT and Ideas.

• Adaptable interpersonal skills to communicate and address all employee levels of the hotel.

• Professional proficiency of the English language in reading, writing and verbal communication.

As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment, and sense of belonging for all employees. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve. Aparium is an E-Verify employer.

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