Sales Manager

Job description

Additional Information: This hotel is owned and operated by an independent franchisee, Aparium Hotel Group. The franchisee is a separate company and a separate employer from Marriott International, Inc.  The franchisee solely controls all aspects of the hotel’s employment policies and practices, including hiring, firing, discipline, staffing, compensation, benefits, and all other terms and conditions of employment.  If you accept a position at this hotel, you will be employed by a franchisee and not by Marriott International, Inc.

Group Sales Manager
Reports to: Director of Sales, position is exempt

WHO WE ARE
Hotels done differently. It’s not a slogan or catchphrase, it is who we are in everything we do. 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 of where we operate.   

The MC Hotel is part of Marriott’s Autograph Collection, bringing an authentic experience to the heart of Montclair, New Jersey for the first time in decades. The 159 room, ground-up development opened in 2019. Complete with restaurant, rooftop bar featuring unparalleled views of Manhattan, and curated lobby market, The MC Hotel serves as a central hub for visitors and residents of Montclair, a city known for the arts and creativity. 

The hotel is managed by Aparium Hotel Group founded in 2011 is driven by the belief that all hospitality experiences should be fueled by the poetics of their surroundings, Aparium 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. It is a sophisticated hotel brand 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.

WHO YOU ARE
Your career experience has been dynamic and is filled with numerous success stories of how you captured indecisive groups.  You are adventurous in discovering the needs of your city and known to walk the area to connect and drive business to fill those seasonal gaps, all without a central reservations system as your individual effort has been greater than a central reservation system could keep up with.  For you to feel comfortable within our portfolio you will have familiarity with secondary markets and recognize that hospitality differs from city to city and even from neighborhood to neighborhood.  You are comfortable with casual sophistication and realize the concept of luxury has evolved to be approachable and not cookie-cutter.

THE ROLE
The MC Hotel, Autograph Collection, is searching for a Group Sales manager who has the heart and tenacity to hunt and discover business for a brand-new product. This role is responsible for developing and booking the non-corporate group segment, with a focus on the Association, Social, Government and Entertainment markets. If you are known to have the grit that is associated with an entrepreneurial spirit, then we invite you to your next career opportunity!  This position will lead Group Sales efforts and be quick to identify and respond to market needs to fill the gaps and set the pace for future bookings.

WHAT YOU WILL DO
• Uphold and role model the company’s principles of People, Place and Character; and ensure your team and peers are also modeling the way of our values that drive collaboration, intuition and translocal hospitality
• Analyze business to ensure booking guidelines and function space to guest room ratio is in the best of interest for the hotel; while communicating effectively with catering and other stakeholders to ensure we exceed clients’ needs and expectations are satisfied, or better yet, exceeded
• Engage in fair and transparent client negotiations to achieve maximum revenue and profit potential, and meeting client's needs 
• Demonstrate strong on-going organizational skills in maintaining and documenting all pertinent information specific to group and transient accounts ensuring all is documented in CI         
• Respond expediently to client requests and needs.  Be proud of your ability to adhere to trace dates to ensure we are not delayed in meeting client needs
• Collaborate and problem solve with other departments as needed to book business into the hotel e.g. salvaging of accounts threatening cancellation, groups that have outgrown confirmed space; and when needed enlist senior management to interact with tentative or prospective clients in to close the sale 
• Demonstrate expert knowledge of the hotel' and competitor’s facilities, services, amenities, and meeting space so that you can skillfully match the stated or unstated needs of a client;  
• Take ownership of assigned sales territory and respond to specific market needs by initiating recommendations to the Director of Sales for updates to pricing, availability, or needed services and amenities  
• Collaborate with team to discuss, innovate and support key service and product differentiation to attract groups to the hotel 
• Unselfishly perform tasks and projects that support client schedules and sales revenue achievement that help the sales team meet telephone volume, respond to walk-in site inspections, and meet evening and weekend appointment 
• Willing to take on reasonable requests from Director of Sales or other Executive Committee members 
• Build and maintain a trusting and transparent relationship with all stakeholders, specifically taking the time to develop rapport and respect with the individuals of your peer group.
• Understand who the hotel is and what we aspire to be by following established practices and procedures; and project the appropriate brand voice and image of each hotel to achieve objectives, public recognition and acceptance
• Evaluate, solicit, sell and confirm business in assigned market area to meet overall budgeted sales and profitability; control dates, availability, and rates on guest rooms and function space.

HOW YOU WILL LEAD
• Highly analytical in thought and recommendations; although will never act like the smartest person in the room; and continually seek out the facts; can express a point of view without it be driven by an ego
• Engages others in general conversation tactics to build rapport quickly; and can lead and adapt communication and presentation tactics to engage audience; displays adaptable interpersonal skills for a wide range of audiences and stakeholders
• Approaches fact finding and discovery missions in a collaborative effort; values input and experiences of others that creates additional insight to uncover deeper issues that need to be addressed or removed as a barrier to implementation
• Values the importance of making decisions with integrity, maintaining confidentiality across internal work groups and know how to use discretion when appropriate; understands the difference between transparency and confidentiality

WHAT YOU WILL NEED
• Minimum of three (2) years within a Sales role within upscale, lifestyle or luxury hospitality companies
• Experience of working within a boutique-lifestyle hotel company or desire to do so is preferred
• Comfortable in working without a big-box hotel company central reservation system
• Familiarity and ability to read, understand and develop strategy through market intelligence reports to include but not limited to: STR, Knowland Group and Agency 360
• Understanding of CI, Sales and Catering
• 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.

The salary range for this position is $70,000 to $75,000 annually.

This company is an equal opportunity employer.

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The Autograph Collection is a growing collection of four and five-star independent hotels, each offering unique and memorable experiences. Each hotel is thoughtfully chosen for its quality, originality, bold character, and ability to offer today’s traveler a range of unique experiences suited to their individual sense of style and adventure. All Autograph Collection hotels look to attract The Individualist, the brand's target consumer. The Individualist is someone who uses travel as an opportunity to add to their personal narrative – in essence they are hand selecting our hotels whether for personal or corporate travel because it is much more than simply a place to rest. In joining Autograph Collection, you join a portfolio of brands with Marriott International. Be where you can do your best work,​ begin your purpose, belong to an amazing global​ team, and become the best version of you.