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SCOPE

The Group Sales Manager position is based at Rosewood Mayakoba.  The position sells to the group market for Rosewood Mayakoba by prospecting, building relationships, and generating demand that leads to closing contracts in the corporate group and social segments.  The manager will ensure that sales activities, top accounts and bookings are strategically focused on maximizing revenue for rooms, catering, spa and other ancillary revenue centers of the resort. 

   
DUTIES AND RESPONSIBILITIES

• Solicit new and existing accounts to meet/exceed revenue goals through telephone solicitation, outside sales calls, industry events/trade shows, site visits and written communication.
• Prepare correspondence to group accounts in timely manner.
• Account management using SFDC (Delphi) + sales/account revenue management software.
• Prospect for new business, creating new leads and awareness of the hotel.
• Travel to strategic trade shows and customer events.
• Maintain expenses within the budgeted guidelines.
• Targets accounts, markets, or segments with heavy emphasis on proactive solicitation and account saturation.
• Partners with counterparts to effectively manage the business opportunity.
• Responds to and manages larger and more complex incoming opportunities for the property.
• Focuses efforts on accounts with significant potential sales revenue.
• Develops effective and strategic sales plans and actions.
• Works with partners to develop creative ideas and proposals for events.
• Maximizes revenue by upselling suites, events and ancillary revenue.
• Understands the overall market - competitors’ strengths and weaknesses, economic trends, supply and demand etc. and knows how effectively and professionally sell against them.
• Uses negotiating skills and creative selling abilities to close on business and negotiate contracts.
• Build and strengthen relationships with existing and new customers to enable future bookings. Activities include sales calls, entertainment, FAM trips, trade shows, etc.

• Provides excellent customer sales service, reflective of the Rosewood brand, in order to grow share of the account.
• Maintain knowledge of all Rosewood Hotels & Resorts to facilitate cross selling.  Build relationship with sales counterparts from Global Sales Office and sister hotels to relay leads and requests. Communicate need dates to counterparts and Global Sales Office.

• Participates in site visits.
• Develops and facilitate execution of group contracts using professional legal knowledge and strategic negotiation.
• Coordinate all details of the sales processs with the assistance of Group Sales Coordinator.

Skills and Abilities:

• Ability to travel and work independently
• Capable of planning and executing sales trips (local, domestic, international) including detailed follow through.
• Professional appearance & demeanor.
• Exceptional interpersonal skills, easily able to build rapport and trust with clients, partners and colleagues.
• Working knowledge of reservations and sales & catering systems.
• Pre-opening sales and operations experience.
• Knowledge of Delphi SFCD, Opera, Ideas, and Microsoft Office software.

• Familiar with travel throughout key US markets.
• Prepare reports pertaining to the operation of the group sales market to include, but not limited to the annual and monthly forecast, account production reports, sales activities and meetings.
• Partner closely with all related departments such as revenue management, marketing, group sales, e-commerce, and Operations to help guide overall property strategies and tactics as appropriate.
• Work with Rosewood Global Sales Organization and sister resorts to maximize opportunities for both resorts.

QUALIFICATIONS

·         Four-year college degree or equivalent education/experience

·         Minimum 3 years sales experience in a related position in luxury hotel sales environment preferably for a Forbes 5 Star destination resort

·         Relationships in the corporate incentive event market with planners from the United States is required

·         Highly motivated and flexible, possessing the ability to take initiative and succeed under pressure.

·         Incisive analytical skills and problem-solving skills as well as the ability to objectively communicate troublesome spots ahead to the hotel’s senior leadership.

·         Demonstrated record of driving sales revenues in resort environment through engaging relationships and strategic actions

·         Strong understanding of group sales contracts, meaning and implications of legal clauses, contracts and addendums.

·         Ability to negotiate, convince, sell, and influence group business decision makers and influencers.

·         Ability to manage extensive amounts of information in an organized manner..

·         Excellent written skills sufficient to produce sales and marketing communication.

·         Strong computer skills (Google Suite, Microsoft Office, LinkedIn, Salesforce, social media).

·         Excellent spoken and presentation skills in English.  Working knowledge of Spanish desired.

·         Ability to remain calm when resolving problems using good judgment.

Travel Requirements:

·         Travel throughout the US, and Mexico to promote resorts to travel partners.

·         Travel for internal sales and marketing meetings.

·         30% of time expected for travel.

Physical Demands:

·         Reaching, bending, pushing, pulling, twisting, lifting, and climbing.

·         Frequent need to perform standing and walking activities related to inspecting the property and attending industry events.

·         Constant need to perform the following physical activities: grasping, turning, finger dexterity.

·         Occasional need to stand for long periods of time.

·         Lifting/carrying up to 10 lbs. frequently and 25 lbs. occasionally.

·         Higher weight threshold may apply when traveling with luggage.

·         Vision requirements: constant need to view small print.

·         Frequent need to see small details and things clearly beyond arm's’ reach.

Document Addendum

Job descriptions are only valid with this addendum page; signed by authorized Management only and according to authorized levels below. This job description will be review on a regular basis to incorporate any new responsibilities, which reflect the business requirements.

Since its grand opening in 2008, Rosewood Mayakoba beckons guests in search of the ultimate escape. Inspired by Mayan traditions, this 620-acre resort enclave sits along a mile‐long arc of white Caribbean sand, nestled just north of the picturesque waterfront town of Playa del Carmen. Designed to blend harmony with natural landscapes, Rosewood Mayakoba is an oasis of luxury offering 129 suites with private plunge pools, garden showers, individual docks and the finest modern design and details. For further peace of mind, the resort is built to abide by the highest of eco-standards, offering indulgence with awareness, and has received the Rainforest Alliance Certification. Rosewood Mayakoba takes guests on an exclusive trip of a cultural immersion. From the ruins of Mayan civilization to the lush natural landscape, Riviera Maya is the perfect destination for art lovers and culture buffs. For fashionistas, shopping in Playa del Carmen and Cancun promises a luxurious and fun experience. Scattered along gilded avenues are the authentic markets that showcase an impressive mix of only the best Mexican handicrafts and silverware.