This position is responsible for achieving revenue targets in assigned market segments by developing and implementing strategic sales and marketing efforts. Success is measured by: achieved revenue compared to plan, increased revenues from existing accounts, increased customer value and ROI.
ESSENTIAL JOB FUNCTIONS:
Direct Sales :
Complete weekly sales calls (40 minimum).
Guidelines: 10 outside, 20 prospecting, 3 sites/luncheons, 7 Maintenance
Minimum of 10 new contacts per week (outside calls or phone prospecting- could include new contacts at existing accounts).
Maintain a strong backyard sales presence in markets that you represent. Qualify demand generating accounts for your assigned territory.
Complete and implement monthly/quarterly action plans that are SMART (Specific, Measurable, Accountable, Realistic, Timely)
Use creativity with proposals, contracts and site inspections.
Show a sense of urgency to steal business from competitors.
Return phone calls and respond to leads within 24 hours.
Fully qualify all accounts using the Qualification Snapshot form.
Utilize “5 Step” selling process on all sales calls.
Be aware of new businesses coming into the markets; monitor this through reading local newspapers, business journal, trade publications, internet resources, and driving your local markets.
Proactively/aggressively solicit new business.
Actively participate in generating ideas/revenue for “Segment” specific teams as assigned (Inn/Inn and Suites/Full Service).
Have general knowledge of the 398 Corporate managed hotels and act as a liaison of the La Quinta CMH Sales Team.
Property Sales & Communication :
Build relationships with RVP’s, RRM’s, General Managers, Global Sales and staff at the properties within your territory.
Be familiar with competitor hotels and selling strategies. Recognize what opportunities exist to steal business from competitors. Be aware of issues that make competitors’ accounts vulnerable (Rates, Service, Product)
Partner with La Quinta team members – refer leads and use as an extension of your sales team to deliver proposals/contracts and make a personal call on your behalf when needed.
Accurately communicate details on accounts to the operating departments as needed.
Understand the hotel’s operations, including room types, meeting capacities, services, features and benefits for assigned hotels in your territory.
Review monthly STAR reports and create action plans as assigned.
Communicate with Revenue Management to ensure that pricing is appropriate and adjust selling strategies as needed.
Corporate Support :
Participate, as requested, in the planning and implementation of corporate sales policies and programs, concentrated sales efforts, trade shows, corporate meetings, and any other event or activity deemed to be in line with the overall goals of La Quinta. Utilize corporate resources to achieve team objectives ( e.g., marketing, operations, etc.).
Allocate both dedicated and shared sales resources to achieve maximum revenue return on invested sales dollars by focusing efforts on those customers who are the most profitable and the best fit for La Quinta.
Monitor achievement of objectives for the segment and take appropriate action to correct shortfalls versus the strategic plan.
Utilize corporate resources (marketing, operations, etc.) to achieve team objectives.
Perform other duties or tasks as assigned by Management.
Adhere to the company core values: People, Passion, Integrity, Excellence and Unique.
Sales Administration :
Enter all sales activities in SalesForce and submit weekly activity report to Director of Regional Sales by Friday at 5:00pm (100% compliance).
Attend scheduled meetings and conference calls set by management staff.
Monthly one on one’s with Director of Regional Sales.
Attend Shark School and additional Sales Training as scheduled.
Observe prime selling time (9am-12noon & 1pm-4:30pm daily).
Exceed assigned sales goals.
Understand Sales Incentive Plan.
Become proficient with all computer systems and all reporting functions.
High School Diploma or GED required.
Bachelor’s Degree preferred.
3-5 years related experience required.
5-7 years related experience preferred.
Experience in the hospitality/travel industry or within assigned market segment preferred.
MINIMUM SKILL REQUIREMENTS:
Must have excellent oral and written communication skills.
Must have good analytical skills and decision-making ability.
Must have the ability to communicate issues and concerns at all levels of the organization.
Must have planning and problem solving skills that include the ability to tie strategies and planning actions to results.
Must be able to work independently and multi-task, prioritizing as appropriate.
Must have strong interpersonal skills with the ability to direct and lead activities through internal and external resources.
Requires working knowledge and experience using Microsoft Office products including Word, Excel, and Outlook.
Must be able to simultaneously manage several objectives and reassign priorities.
Must have ability to manage the customer decision and relationship process.
Must be able to scan and assess competitive arena to refine/improve customer value proposition.
The ability to successfully work in home based local is required.
La Quinta Inns & Suites - 2 years ago
La Quinta...Spanish for "Next to Denny's?" LQ Management is owner of the La Quinta (which is Spanish for the villa)...