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Hotel Sales Coordinator Duties and Responsibilities
The size of the hotel and the clients it aims to serve play a significant role in a hotel sales coordinator’s daily tasks. However, a look at job postings reveals several core duties central to all who hold the position, including the following:
Seek New Clients At the heart of the job is bringing business to the facility, so hotel sales coordinators look for opportunities. They may, for instance, set up a presentation at a local bridal fair to advertise their hotel as a wedding reception venue and place to accommodate out-of-town guests. They might also cold-call trade organizations to judge interest in holding the group's national conference at the hotel. Face-to-face interaction, phone calls, and email correspondence are par for the course.
Negotiate Contracts When a customer shows interest, the hotel sales coordinator works on "sealing the deal." Actions may include presenting options, listening to needs, and negotiating terms. The final result is a contract listing specifics and prices.
Act as a Liaison The hotel sales coordinator acts on behalf of the client to make sure everything goes as planned. For instance, they may talk with the food service manager about what will be served or enlist maintenance staff to set up projectors or other tech equipment needed for a conference. Double-checking everything and maintaining open communication as the event approaches keeps problems from arising.
Solicit Feedback Happy customers are returning customers, so smart hotel sales coordinators judge satisfaction levels and do what they can to rectify any negative comments. This follow-up conversation also provides the chance to talk about future needs and to request referrals.
Contact Repeat Customers From time to time, hotel sales coordinators may get in touch with people who previously used the hotel. They may present special offers or inform them of new amenities of interest. Building such relationships keeps the company top-of-mind and encourages loyalty.
Report to Management Managers want to know what is going on at their facility. Hotel sales coordinators provide information on sales and marketing efforts, notable successes, and promising leads. This knowledge helps leaders make decisions about improving customer satisfaction or trying out a new marketing technique, among other things.
Hotel Sales Coordinator Skills and QualificationsHotel sales coordinators possess outstanding verbal and written communication skills. They are good listeners, competent conversationalists, and adept at presenting information in ways others can understand clearly. Because they interact with a range of people while performing their job, exceptional interpersonal skills serve them well. Other factors critical to success include:
- Salesmanship - understanding the needs of clients and demonstrating how the facility meets that criteria leads to bookings
- Organization skills - managing the efforts of multiple people and departments to achieve desired results requires staying on top of things and collaborating extensively
- Attention to detail - customers want their event to go as planned, so coordinators cannot let things slip through the cracks
Hotel Sales Coordinator Education and TrainingEmployers typically seek candidates with a bachelor's degree in business, marketing, hospitality management, or a related field. A solid sales record definitely helps, too. All new hires should expect a period of on-the-job training in which they become thoroughly versed about the hotel and its offerings.
Hotel Sales Coordinator Salary and OutlookThe average annual salary for a hotel sales coordinator, according to Glassdoor, is about $46,000. People on the low end of the pay range earn about $21,000 per year, while the highest paid make around $56,000. A report issued by Deloitte lists travel and tourism as one of the world's fastest-growing sectors, with bookings hitting almost $1.6 trillion in 2017. As the state of the global economy greatly affects travel, long-term predictions for the hospitality industry are difficult to make.
Aspiring hotel sales coordinators may want to check out the following for more information on the profession:
Hotel Sales and Marketing - coordinators and similar hospitality industry professionals can network and share ideas in this LinkedIn group of more than 18,000 members
Hospitality Sales and Marketing - this comprehensive textbook offers a good introduction to the industry, including many interesting, real-world examples
American Hotel and Lodging Association - did you know that there are more than 54,000 properties in the hotel industry? The website for this influential organization offers an array of such facts on the industry and careers in it
National Association of Sales Professionals - want to learn "the latest and greatest in influence"? Check out this community for people looking to grow their career and stand out to employers American Marketing Association - this well-established organization is a go-to place for all things associated with the marketing industry
The New Gold Standard: 5 Leadership Principles for Creating a Legendary Customer Experience Courtesy of the Ritz-Carlton Hotel Company - gain insight into the actions that have led this hotel giant to become one of the best-known and most respected names in hospitality
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