Functions of Sales Department in Hotel Industry

Sales Department in Hotel Industry

A sales manager oversees the hotel’s marketing efforts. The manager develops a sales team comprised of various employees, from account managers to account associates. The team may also include coordinators and administrative support staff. The revenue manager must have a strong knowledge of the hotel industry and the competitive market. Once the team has identified key accounts, the revenue manager develops relationships with them. The revenue manager also attends all department meetings and targets these key accounts.

A hotel’s sales department usually consists of a director of sales, a marketing director, and a team of sales managers. Entry-level sales positions are commonly called account executives, sales associates, and marketing assistants. Other titles may include researcher and sales and marketing assistant. Each position is tasked with determining how to increase revenue and generate profit from a hotel’s business verticals. The sales manager may also have administrative duties like answering the phone, filing, as well as other general duties.

A hotel’s sales manager may also serve as a financial manager and oversee the hotel’s sales and marketing activities. These professionals are responsible for generating revenue through various marketing and sales efforts, including direct sales to potential guests. The results of these activities are typically measured in revenue generated, although the latter can also include the number of leads and proposals generated. The goals and outcomes of each activity are monitored. Whether the manager is generating more revenue, ensuring that sales staff are utilizing their abilities, and monitoring the effectiveness of their efforts, are all important functions of sales department.

Functions of Sales Department in Hotel Industry

Another crucial part of a sales department’s job is customer relationship management. Many hotels experience customer loss when their salespeople don’t follow the guidelines and policies of management. In such a situation, a sales team must develop a system that keeps clients happy and satisfied. Once a sales team has mastered this task, it can focus on the other aspects of the hotel’s business. So how should a hotel sales manager improve the sales department?

A hotel sales manager spends a substantial portion of their time identifying and researching potential accounts. The majority of their accounts are trade associations that host conferences in a city. They reach out to conference planners both local and abroad to solicit business. They also keep themselves up-to-date with events in the city. They will also work on developing marketing strategies to increase the overall success of a hotel. Once they know their audience and the types of events that they attend, they can effectively market their hotel and increase profits.

In the hotel industry, a sales manager will also be the main contact for companies that want to book rooms. For example, Coca Cola may inquire about sending out-of-town guests to a manager’s hotel, which the sales manager will negotiate. They’ll also enter a group room block into the PMS. A room block is a group of rooms booked from one account. In this case, the sales manager would be the primary point of contact with Coca Cola representatives, building a relationship and negotiating the best rates.