The Sales Prospector is responsible for prospecting, qualifying and generating new sales leads. This individual will be a highly motivated, self-starter able to identify and develop new business prospects from multiple sources including inbound marketing leads, prospect lists, discovery and individual research. A dynamic personality with a drive to reach decision makers is essential! Goal of 80 calls per week 8 prospective “leads” turned over per month.
Primary Responsibilities:
Ø Hot Prospect (Past D’s, T’s and TD’s) all Sales Markets and Accounts that have not been touched in 6+ months. All contact with potential customer will be relayed directly to DOSM and will be assigned to corresponding Sales Manager and loaded in Delphi as activity.
Ø To complete any other tasks that are asked of by department heads
Ø If Sales Manager is out on leave or prolonged period of time, this manager will take on market and goal until replaced.
Ø Develop new business via telephone and mass communication such as email to introduce and identify appropriate buyers within the target market.
Ø Follow up on leads and conduct research to identify potential prospects.
Ø Conduct a needs analysis and determine prospects pain points to determine how sales managers will speak to those needs. • Identify key buying influencers within these prospects to determine budget and timeline.
Ø Build and cultivate prospect relationships by initiating communications and conducting follow-up communications to move opportunities through the sales funnel.
Ø Work with the DOSM to develop and grow the sales pipeline to consistently meet quarterly revenue goals.
Ø Manage data for new and prospective clients in Delphi.fdc, ensuring all communications are logged, information is accurate and documents are attached.
Ø All leads must be presented at the daily BRM (Business review Meeting) with a complete BRM sheet and signed off on by the DOSM.
Ø Proactively identifies, qualifies, and solicits new business to achieve resort revenue goals
Ø Effectively manage and develop relationships with key internal and external customers, ensuring a high degree of customer satisfaction
Ø Effectively uses sales resources and administrative/staff support
Ø Possesses effective communication skills
Ø Presents ideas, expectations and information in a concise, well organized manner
Ø Participates in 1:1 meetings with the DOSM: Discuss their production from their market/territory, what companies are booking and why, what areas or companies are on the hit list for the next 30 – 60 days for prospecting and site inspections and why.
Ø Attend all meetings related to the group sales department
Ø Maintain the highest ethical standards while representing El Conquistador Tucson, A Hilton Resort.
Ø Maintain a thorough understanding and direct knowledge of El Conquistador Tucson, A Hilton Resort’s primary competitors.
Relationships:
Internal: All hotel departments: To communicate client expectations.
Reservations: To confirm guestroom availability.
National and Regional Sales: Share leads and account and client Information.
External: Guests: To provide service.
Travel Agencies: To promote hotel services and generate business.
Competition: To stay informed of competitive strategies and business conditions.
Qualifications:
Education/Experience: Bachelor’s Degree in Business, Communications or related field.1-3 years telemarketing and/or inside sales experience. Demonstrated ability to meet and/or exceed determined sales and activity quotas. A proven track record of strong client relationships. Excellent client service skills. Excellent written and verbal communication skills.
Certification and/or License Requirement: Alcohol awareness certification as required by local or state government agency.
Skills:
Interpersonal skills.
Sales/ negotiating abilities.
Attention to detail.
Computer Skills.
Planning and organizational abilities.
Working Conditions:
Will be required to work nights, weekends and holidays.
Will be required to work in fast paced environment.
Organizational Structure:
· Reports to: Director of Sales and Marketing & Director of Group Sales
· Job title also known as: Sales Lead Generator.
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