THE OPPORTUNITY:
Sales Manager
PAY RANGE: $68,000-$75,000 ANNUALLY
Scope:
As the Sales Manager, Corporate, SMERF & Associations, you will be responsible for proactively generating new business opportunities, growing market share, and driving revenue production for the hotel. This role requires an energetic and results-driven sales professional who actively prospect new accounts, develop strategic relationships, and identify opportunities within the Corporate, SMERF (Social, Military, Educational, Religious & Fraternal) and Association segments.
The ideal candidate will possess strong knowledge of the downtown Toronto market, maintain a robust network of industry contacts, and demonstrate a proven ability to prospect, negotiate, and close business in a highly competitive environment.
Who we are:
Nestled within the vibrant Bloor – Yorkville neighborhood of Toronto, Kimpton Saint George invites you to experience the epitome of boutique luxury on Bloor Street. Immersed in the neighborhood's rich cultural tapestry, you'll encounter the bohemian spirit and elegant historical charm that coalesce in an intriguing fusion of edginess and sophistication, just waiting to be explored. This locale provides the perfect backdrop for Kimpton's signature approach to hospitality. At the Kimpton Saint George, our mission is to ignite a passion for discovering the genuine essence of Toronto.
Primary Responsibilities:
- Proactively solicit and secure new Corporate, SMERF and Association business through direct sales efforts, prospecting, networking, referrals, sales calls, and industry engagement while promptly responding to inbound opportunities received through Cvent, Delphi and other channels.
- Proficiently leverage Salesforce tools for managing the sales pipeline and contract management.
- Conduct regular outside sales calls, client meetings, networking events, trade shows, industry functions, and site inspections to generate new business and strengthen existing client relationships.
- Successfully achieve or exceed individual pace/production goals based on assigned markets.
- Aggressively pursue new account acquisition while growing existing accounts through strategic account management, targeted prospecting, sales blitzes, and relationship-based selling.
- Develop and execute market-specific sales plans and networking strategies that increase hotel visibility, market penetration, and revenue generation.
- Collaborate with the operations and catering teams to ensure the flawless execution of group events.
- Stay informed about our competitive landscape and make recommendations for sales, pricing, service, and product enhancements to maintain our competitiveness.
- Build and maintain strong relationships with Corporate Travel Managers, Meeting Planners, Association Executives, SMERF decision-makers, destination partners, community organizations, and industry stakeholders to increase market share and hotel visibility.
- Successfully and consistently achieve minimum weekly sales activities requirements.
- Track all weekly sales activities including goal-to-current production status using Delphi.
- Coordinate and conduct impactful hotel presentations, site inspections, familiarization tours, and client events designed to secure new business opportunities.
- Travel as needed, to complete personal sales calls and presentations to customers within your discipline/ region.
- Develop and execute strategic sales action plans targeting Corporate, SMERF and Association business segments to achieve annual revenue objectives.
- Build creative proposals.
- Negotiate and execute contracts that are fair and profitable.
- Some travel may be required.
Note: Other duties as assigned by General Manager
Qualifications:
Education/ Experience:
- A minimum of 2 years of hotel sales management experience, preferably in the group segment and within upscale hotels.
- Bachelor’s degree in Hospitality/Tourism Management, Business, or a related field of study is preferred.
- Proven track record of proactive prospecting, account development, and successful new business generation.
- Strong working knowledge of the downtown Toronto hospitality market will be an asset, competitive landscape, key demand generators, and industry trends is highly preferred.
- Proficiency in computer software including Delphi sales software, Microsoft Office Suite, and Salesforce.
- Exceptional organizational skills with acute attention to detail.
- The capability to translate vision into actionable strategies that benefit the hotel.
- Diplomacy in handling challenging situations and individuals while maintaining professionalism.
- Adaptability to rapidly changing market dynamics and needs.
- Demonstrated strong selling skills and alignment with the Kimpton Culture.
Certification and/or License Requirement: Valid provincial driver’s license. Alcohol awareness certification as required by provincial government agency.
Language Skills: Ability to read, write, and verbally communicate effectively and professionally with other business departments, guests, and vendors. Ability to diplomatically deal with difficult situations and people, while exhibiting a consistent level of professionalism.
Working Conditions:
May be required to work nights, weekends and holidays.
Will be required to work in a dynamic, challenging, and fast-paced work environment.
Ability to travel regularly/operate own vehicle
Health and Safety
- Follow safe work procedures as per hotel policy and procedures, including the use of personal protective equipment.
- Know and comply with all Occupational Health & Safety regulations, as per the Occupational Health and Safety Act and Ministry of Labour.
- Report all injuries or illnesses to a supervisor or manager immediately.
- Participate in Joint Health and Safety Committee by bringing health and safety concerns or issues to the attention of the committee.
Relationships:
Internal: All hotel departments and sales staff: Communicates client’s expectations.
External: Guests: To provide service.
Travel Agencies: To promote hotel services and generate business.
Competition: To stay informed of competitive strategies and business conditions.
Customers: To promote hotel services and generate business.
Governmental Agencies: To promote hotel services and generate business; discuss marketing/sales plan to ensure conformance to regulatory requirements.
Physical/ Cognitive Activities:
This description of physical and mental activities is not intended to describe essential job functions. Rather, its purpose is to give the job applicant a feel for the physical and mental activities of the job to the end that an applicant with a disability can determine whether he or she will be able to do this job either with or without accommodations.
Physical Demands: While performing the duties of this job, the employee is constantly required to use a keyboard, sit, see, hear, write, and speak. The employee is frequently required to handle (hold, grasp, turn, or otherwise work with the hand or hands), finger (picking, pinching, fine manipulation), and dial. The employee is occasionally required to collate/file, stand, and walk. The employee is minimally required to bend, crouch, kneel, squat, climb ladders and stairs, reach, twist, stretch, push, and pull. The employee is occasionally required to lift and/or move 10-50lbs, and minimally required to lift and/or move up to 75lbs.
Mental Demands: While performing the duties of this job, the employee is constantly required to produce detailed work, use reasoning skills, verbal and written communication, have customer contact, and handle multiple concurrent tasks. The employee is frequently required to use math skills and handle constant interruptions. The employee is occasionally required to give presentations.
A majority of time will be spent selling and negotiating hotel guestrooms and banquet facility and services, therefore a significant portion of time is spent speaking, listening, thinking, and writing.
A majority of time is spent conducting outside sales, therefore a significant amount of time is spent communicating and interacting with various people inside and outside of the hotel. This person will be listening and speaking to guests and staff, making quick decisions and using problem-solving skills.
Reading and writing abilities are often used when communicating with the hotel outlets and outside contacts when planning services, as well as to document any sales related activity. A portion of time is spent moving about the property while conducting tours or meeting with other hotel departments.
Regular travel may be necessary in order to meet potential clients and to attend conventions and trade shows. Ability to access client locations/sites using personal motor vehicle.
Mathematical skills, including basic math, problem solving, reasoning, negotiating, budgeting, profit/loss concepts, variances and percentages are often used.
This person will occasionally assist in breaking down or setting up of banquet space, or assist in food service, requiring lifting of up to 50 pounds.
Organizational Structure:
- Reports to: Director of Sales & Marketing
Please Note: This Job Description is not neither definite nor restrictive and may be modified or added to in the future to meet changing needs.
Preferred
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Team Player: Works well as a member of a group
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Innovative: Consistently introduces new ideas and demonstrates original thinking
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Functional Expert: Considered a thought leader on a subject
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Dedicated: Devoted to a task or purpose with loyalty or integrity
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Enthusiastic: Shows intense and eager enjoyment and interest
Preferred
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Ability to Make an Impact: Inspired to perform well by the ability to contribute to the success of a project or the organization
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Goal Completion: Inspired to perform well by the completion of tasks
