Developing & Executing SalesStrategies
· Workswith sales leaders from properties within region to ensure understanding ofsales strategy and effective implementation of this strategy for the segment.
· Develops,implements and sustains aggressive solicitation program focused on increasingbusiness.
· Workswith management team to create and implement a sales plan addressing revenue,customers and the market for the segment led by the DOS.
· Assistswith the development and implementation of promotions, both internal andexternal.
Maximizing Revenue
· Providespositive and aggressive leadership to ensure maximum revenue potential (e.g.,sets example with personal booking goals).
· Recommendsbooking goals for sales team members for properties within region.
Managing Sales Activities
· Monitorsall day to day activities of direct reports.
· Participatesin sales calls with members of sales team to acquire new business and/or closeon business.
· Executesand supports the operational aspects of business booked (e.g., generatingproposal, writing contract, customer correspondence).
Analyzing & Reporting onSales and Financial Data
· Analyzesmarket information by using sales systems and implements strategy to achievefinancial room and catering goals for each property.
· AssistsRevenue Management with completing accurate six period projections.
· Reviewssales and catering guest satisfaction results to identify areas of improvement.
Ensuring Exceptional CustomerService
· Displaysleadership in guest hospitality, exemplifies customer service and creates apositive example for guest relations.
· Interactswith guests to obtain feedback on product quality and service levels.
· Meetswith guests during pre- and post-convention meetings to obtain feedback onquality of product (e.g., rooms, meeting facilities and equipment, food andbeverage), service levels, execution against contract and overall satisfaction.
· Empowersemployees to provide excellent customer service.
· Observesservice behaviors of employees and provides feedback to individuals and/ormanagers.
· Incorporatesguest satisfaction as a component of department meetings with a focus oncontinuous improvement.
· Ensuresthat a customer recognition program is in effect throughout Sales.
· Executesand supports the company’s customer service standards.
· Executesexemplary customer service to drive customer satisfaction and loyalty byassisting the customer and ensuring their satisfaction before and during theirprogram/event.
· Servesthe customer by understanding their needs and recommending the appropriatefeatures and services that best meet their needs and exceed their expectations,while building a relationship and loyalty to the company.
· Gainsunderstanding of each property’s primary target customer and serviceexpectations; serves the customer by understanding their business, businessissues and concerns, to offer better business solution both prior to, andduring the program/event.
Building Successful Relationships
· Developsand manages relationships with key stakeholders, both internal and external.
· Workscollaboratively with on and off-property sales channels to ensure the propertyneeds are being achieved and the sales efforts are complementary, notduplicative.
· Workswith Human Resources, Engineering and Loss Prevention to ensure compliance withlocal, state and federal regulations and/or union requirements.
· Attendscustomer events, trade shows and sales missions to maintain, build or developkey relationships with GSO managers and customers.
Managing and Conducting HumanResource Activities
· Interviewsand hires management and hourly employees with the appropriate skills to meetthe business needs of the operation.
· Develops,implements and maintains a departmental orientation program for employees toreceive the appropriate new hire training to successfully perform their job.
· Utilizesall available on the job training tools for employees.
MANAGEMENT COMPETENCIES
Leadership
·
Adaptability – Develops strategies and identifies resources
to implement and manage change; models flexibility in adjusting priorities;
and communicates the need for change in a positive way that encourages
commitment.
·
Communication - Actively listens and uses appropriate
communication styles to deliver complex information in a clear concise way
and influences others to accept a point of view, gain consensus, or take
action.
·
Problem
Solving and Decision Making - Models
and sets expectations for solving complex problems, collecting and comparing
information to evaluate alternatives, considering their potential impact
before making decisions, involving others to gain agreement and support, and
guiding others to implement solutions.
·
Professional
Demeanor - Exhibits behavioral styles that convey
confidence and command respect from others; makes a good first impression and
represents the company in alignment with its values.
Managing Execution
·
Building
and Contributing to Teams - Leads
and participates as a member of a team to move the team toward the completion
of common goals while fostering cohesion and collaboration among team
members.
·
Driving for
Results - Focuses and guides others in accomplishing
work objectives.
·
Planning
and Organizing - Gathers information
and resources required to set a plan of action for self and/or others;
prioritizes and arranges work requirements self and/or others to accomplish
goals and ensure work is completed.
Building Relationships
·
Coworker
Relationships - Develops and uses
collaborative relationships to facilitate the accomplishment of work goals.
·
Customer
Relationships - Develops and sustains
relationships based on an understanding of customer needs and actions
consistent with the company’s service standards.
·
Global
Mindset - Supports
employees and business partners with diverse styles, abilities, motivations,
and/or cultural perspectives; utilizes differences to drive innovation,
engagement and enhance business results; and ensures employees are given the
opportunity to contribute to their full potential.
Generating Talent and
Organizational Capability
·
Organizational
Capability - Evaluates
and adapts the structure of organizational units, jobs, and work
processes to best fit the needs and/or support the goals of an
organizational unit.
·
Talent
Management - Provides guidance and
feedback to help individuals develop and strengthen skills and abilities
needed to accomplish work objectives.
Learning and Applying
Professional Expertise
·
Applied
Learning - Seeks and makes the most of learning
opportunities to improve performance of self and/or others.
·
Business
Acumen - Understands and utilizes business information
(e.g., data related to employee engagement, guest satisfaction, and property
financial performance) to manage everyday operations and generate innovative
solutions to approach business and administrative challenges.
·
Technical
Acumen - Understands and utilizes professional skills
and knowledge in a specific functional area to conduct and manage everyday
business operations and generate innovative solutions to approach
function-specific work challenges.
o
Communications
and Media - Knowledge of media
production, communication, and dissemination techniques and methods. This
includes alternative ways to inform and entertain via written, oral, and
visual media.
o
Devising
Sales Strategies and Solutions - Trying different and novel ways to deal with
sales challenges and opportunities; taking courses of action or developing
sales strategies that appropriately consider available facts, constraints,
competitive circumstances, and probable consequences.
o
Sales
Ability: Persuasiveness - Using appropriate
interpersonal styles and communication methods to gain acceptance of a
product, service, or idea from prospects and clients.
o
Sales Call
Facilitation - Ensuring that a call serves its sales objectives; maximizing the
productiveness of interactions by monitoring and building on customers’ cues.
o
Sales
Coaching - Providing timely
coaching, guidance, and feedback to help others excel on the job and meet key
accountabilities.
o
Sales
Disposition - Demonstrating the traits, inclinations, and outlooks that
characterize successful salespersons; exhibiting behavior styles that
facilitate adaptation to the demands of the sales role.
o
Sales
Implementations - Driving and supporting the implementation of sales strategies and
systems; seeking and taking appropriate actions on feedback; taking
responsibility for implementation success.
o
Sales Opportunity Analysis - Understanding and utilizing economic,
financial, industry, and organizational data; accurately diagnosing
customers’ business strengths, weaknesses, and key issues that can inform
sales strategies and plans.
·
Basic
Competencies - Fundamental
competencies required for accomplishing basic work activities.
o Basic Computer Skills - Uses basic computer hardware and software (e.g., personal
computers, word processing software, Internet browsers, etc.).
o Mathematical Reasoning - Demonstrates ability to add, subtract,
multiply, or divide quickly, correctly, and in a way that allows one to solve
work-related issues.
o Oral Comprehension - Demonstrates ability to listen to and understand information and
ideas presented through spoken words and sentences.
o Reading Comprehension - Demonstrates understanding of written sentences
and paragraphs in work-related documents.
o Writing - Communicates effectively in writing as appropriate for the needs of
the audience.
