National Group Sales Manager: Sr. Sales Manager

Drury Hotels Creve Coeur , MO 63141

Posted 2 weeks ago

Successful applicants should be ready to provide input and make an impact while learning the Drury product and culture quickly, all while maintaining the industry leading service scores a record THIRTEEN-IN-A-ROW J.D.Power Awards (https://www.druryhotels.com/about/pressreleases/jdpower2018).

In this role you'll have a chance to bring our President, Chuck Drury's mission into reality - "We're different than the big franchise chains. We build, own, and operate all of our hotels.

Our focus is ensuring that our guests get more for their dollar than our competitors. If we provide a consistent experience at all of our hotels, we believe we can be the first choice as a home away from home." If this sounds like you, and something you can believe in, consider Drury Hotels as your next career move. It could be your best one.

Drury Hotels, a privately owned corporation, has consistently demonstrated a record of conservative and stable growth. Drury Hotels has been a part of the hospitality industry for over 45 years, and has continually retooled its product to make it ever contemporary and responsive to guests' needs and wishes.

Drury has continued to stick with the basics that helped the company grow from a small plastering business in the bootheel of Missouri to a successful, growing system of 150 hotels in 25 states. The exceptionally friendly and hardworking team members at every Drury Hotel share the same simple virtues that the brothers learned on the family farm and adapted to the road...You are our guest, you are welcome and your satisfaction is guaranteed!

Basic Function

Under general direction, promotes and sells group rooms to maximize system-wide occupancy, ADR and total revenue. The (insert title) will identify new and repeat business and generate bookings by developing and maintaining contact with third party group clients, national association clients, convention & visitors bureaus, city-wide corporate group clients, e-booking opportunities and all other potential city-wide group accounts.

Job Duties

  • Developing and maintaining national accounts to promote chain-wide usage in association & convention markets.

  • Creating brand awareness through inside and outside sales calls promoting chain.

  • Managing relationships by attending monthly DOS/ CVB meetings in markets as well as annual and or specialty meetings hosted by the city or CVB.

  • Handling direct inquiries and follow-up calls to assess client needs and propose solutions.

  • Maintaining strong working relationships with CVBs, meeting planners, and associated area hotel sales and convention service teams to ensure we obtain referrals and group leads.

  • Uncovering group and convention trends and assisting in strategies with our internal sales and operations teams. Stay abreast of changes in the market and with the competition. Keep appropriate personnel informed of matters of importance to Drury Hotels Company, LLC.

  • Completing RFPs and preparing detailed proposals in a timely manner.

  • Executing high level contract procedures, negotiations, revisions and addendums compliant with Drurys policies and procedures.

  • Consulting with Drurys Regional Sales Managers, Legal Team, and Revenue Management to ensure we are protecting the company while maximizing revenue.

  • Evaluating special events and city-wide group business with Division Revenue Managers, Regional Sales Managers, and Regional Managers.

  • Generating revenue by acting as liaison between group clients, CVBs, and Drury Hotels. Responsible for assisting hotels in revenue maximization.

  • Coordinating new hotel openings with internal Drury personnel in Convention markets via market analysis including lead/market distribution, paid memberships, sales presentations, establishing room block allocations, identifying peak time frames, and event prospecting.

  • Maintaining awareness of vertical market needs at individual hotels to maximize usage.

  • Providing training and support for hotel managers, hotel sales managers, national assistant general managers, & national sales coordinators to adhere to policies, administrative details, and procedures related to group events.

  • Updating and maintaining account information and management of clients utilizing appropriate sales software, including proper follow-up calls, trace systems and documentation.

  • Providing monthly tracking results of segment production. Prepare monthly Sales Activity Reports.

  • Coordinating with Marketing to develop and distribute general information as it relates to client visits, brand presentations, and promotion opportunities.

  • Generating awareness through trade shows, sales missions and industry events for promotional & sales purposes. Visit group contacts and CVB sales contacts in person as appropriate to grow awareness of brand and build client relationship. Represent the Company in a professional manner.

  • Managing contract process that can be 2+ years from RFP to Executed Contract. Handle multiple markets & clients at once.

General Knowledge, Skill and Ability

Requires excellent sales techniques and basic business practices. Requires ability to clearly communicate, both orally and in writing.

Requires good clerical skills to include typing and composition of letters and reports. Requires ability to operate a motor vehicle when making sales calls. Fully understands and stays abreast of changes and developments in Drury Hotels Company, LLC Marketing programs and trends in markets. Requires ability to travel 25% of each month.

Mental and Physical Requirements

Education and Experience: Bachelor's Degree (B.A.) in business or sales / marketing is preferred. Minimum of two years of sales experience is required.

Language Skills:
Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.

Ability to write reports, business correspondence and procedure manuals. Ability to effectively present information and respond to questions from internal customers throughout all levels of the organization. Ability to speak English clearly.

Mathematical Skills:
Ability to calculate figures and amounts such as discounts, proportions, percentages - basic business math skills.

Reasoning Ability: Ability to define problems, collect data, establish facts and draw valid conclusions.

Ability to interpret and solve problems and deal with a variety of variables in situations where only limited standardization exists. Ability to interpret a variety of information.

Computer Skills:
To perform this job successfully, an individual should have knowledge of Internet software and Microsoft Office including Outlook, Word, Excel and PowerPoint.

Certificates, Licenses, Registrations: Must have current/ valid drivers license.

Physical Demands: The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. While performing the duties of this job, the team member is regularly required to sit and talk or hear. The team member is frequently required to stand, use hands to finger, handle and feel and reach with hands and arms. Must regularly lift and /or move up to 10 pounds and occasionally lift and/or move up to 50 pounds.

Working Relationships

The work environment characteristics described here are representative of those a team member encounters while performing the essential functions of this job.

Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The noise level in the work environment is typical of an office environment.



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National Group Sales Manager: Sr. Sales Manager

Drury Hotels