SENIOR SALES MANAGER, FIELD SUPPORT
Reports to: Aparium Director of Sales, the position is exempt.
WHO WE ARE
Aparium has twice been named Travel + Leisure's Top 25 Hotel Brands Worldwide. We were founded in 2011 and born with an intense focus on unearthing the amazing moments unique to every city. Since its founding, Aparium has grown into a new kind of hotel brand, one that ventures off the beaten path, both geographically and philosophically. It is a sophisticated hotel brand known for its singular ability to combine the business acumen of large hospitality companies with the charm of boutique hotels, bringing the disparate forces together in bustling, smaller markets.
THE ROLE
The role is a jack of all trades, a road warrior, with the experience of stepping into a temporary role at a hotel to tackle catering, business travel, group mix, lead the sales team or all the above. If you only prefer to "see the forest" and not "plant the trees," then this is not a role for you. All leaders of Aparium are required to get down and dirty to unearth existing needs and personally ensure what needs to be fixed is repaired.
As the Senior Sales Manager, Field Support, you will be deployed to support a hotel during transitions, initiative implementations, turnover, and openings. While on deployment, your role will vary based upon the sales support assignment, which most likely may be a minimum of 30 days. Sometimes it is a little shorter or a little longer. You are adaptable and can quickly develop a trusting and transparent relationship with the executive committee, sales team, and associates of the hotel you are supporting and can step right into the need you are there to fulfill. With an exciting and dynamic portfolio of hotels under management and a pipeline in development, this will be a lifetime experience while visiting new cities and creating lifelong connections.
WHO YOU ARE
You are confident in being a General (strategic thinker) and a Soldier (tactical doer). You are adventurous and driven, and your experiences have led you to understand that there is an art + science to the how and what a sales leader is responsible for, the passion for understanding and supporting the direction of the business, and the importance of knowing how people drive the success of the company. You are a self-starter with strong communication skills. Eager to explore, always on the go, you are comfortable quickly assimilating to your environment; you thrive in it.
Adapting your leadership, communication, and approach to various roles, people, and situations sounds like a dream job to you. You understand how a successful sales department should be running; you have a trainer's mindset and can guide any team through all sales process phases. You gain deep satisfaction from creating and implementing systems, processes, tools, and sales strategies that help teams succeed long after you are gone.
WHAT YOU WILL DO
- Uphold and role model the company's principles of People, Place, and Character; and ensure direct reports also model our values that drive collaboration, intuition, and translocal hospitality.
- Collaborative peer and a key partner with the Aparium Director of Sales, EVP of Commercial Services, SVP of Marketing, the Corporate Revenue Management team, and the Regional Operations team; works as a team to develop best-in-class tools and training for our Sales Teams
- You are a driven seller and understand that accountability and measuring success plays a key role in driving success. All expected efforts are tracked and measured by:
- Weekly KPIs include solicited connections, site visits and solicitations.
- Attend networking events outside of the hotel that drive referrals, contacts and new business.
- Weekly booking goals to align with the hotel weekly goals - ITYFTY + Crossover - the goal is to see the pace of bookings/revenue stay as consistent as possible through any transition.
- Weekly review of hotel funnel for audit and conversion purposes.
- Bi-Weekly one on one meetings with Aparium Director of Sales to ensure strong productivity (only applies when there is not a DOS on property)
- Demonstrates passion and knowledge for all aspects of an amazing hotel sales experience, including Group Sales, Business Travel, and Banquets & Catering.
- Fluent in Sales KPI's and P&L's and demonstrates critical thinking skills by connecting those with Sales observations to be effective in corrective actions that focus on root causes of issues and the highest priorities in all aspects of Sales
- Prepare for each deployment by connecting with relevant Aparium leaders and hotel Executive Committee members to understand current Sales operations, team dynamics, and what is expected of you during your short-term assignment.
- Quickly establish trust and rapport with the Executive Committee and associates by listening, demonstrating empathy, communicating directly and transparently, and being willing to roll up sleeves and dive in to support the team, no matter the situation.
- Assess the support and coverage needed to address sales needs and communicate with the hotel General Manager and/or relevant Executive Committee members what the priorities and plans to address them are during your assignment
- Participate in and/or leads daily and weekly meetings with the hotel Executive Committee and department(s) assigned to support and provide tactical directions to all aspects of the sales operation within the role of your assignment.
- Provide hands-on support at the hotel for potential interviewing, training, scheduling, supervising, coaching, and motivating associates for the sales department as necessary.
- Be prepared and represent the DOS role, if applicable, in all required meetings, including the Revenue Strategy Meeting and any other property-level meetings.
- Observes daily hotel conditions of all physical facilities and equipment in the Banquet and Catering operation; make recommendations for corrections and improvements as needed.
- Communicate regularly with the Aparium Director of Sales to provide updates and align priorities, discuss plans, and request any additional resources to support the operations
The list of tasks and duties mentioned above is just the beginning of the adventure. Be prepared for more exciting challenges! You might be called on to tackle extra duties or tasks that aren't listed here, all to meet the ever-changing needs of our business.
POSITION REQUIREMENTS
- Will continuously travel from hotel to hotel on assignment
- Minimum of three (3) to five (5) years of hospitality sales experience, with a mix of Group Sales, Business Travel, and Banquets and Catering experiences
- Delphi FDC and Lanyon system knowledge preferred but not required
- Bachelor's degree in a related field of Hospitality Management or equivalent work experience
- Adaptable interpersonal skills to communicate and address all associate levels of the hotel
- Professional proficiency of the English language in reading, writing, and verbal communication
HOW YOU LEAD
- Engage others in general conversation tactics to build rapport quickly; leading and adapting communication and presentation tactics to engage your audience; displaying adaptable interpersonal skills for a wide range of audiences and stakeholders
- Approach fact-finding and discovery missions in a collaborative effort; valuing input and experiences of others that creates additional insight to uncover deeper issues that may need to be addressed or removed as a barrier to implementation.
- Value the importance of making decisions with integrity, maintaining confidentiality across internal workgroups, and knowing how to use discretion when appropriate; knows how to keep a secret by understanding the difference between transparency and confidentiality
- Highly analytical in thought and recommendations, although never acting like the smartest person in the room; and continually seeking out the facts; able to express a point of view without being driven by your ego.
- Demonstrates business acumen and practices sound financial decisions by ensuring the actions and plans put into place support the achievement of sales goals and budgets
- Demonstrates the ability to identify strategic needs yet can be a "soldier" to ensure a strategic plan is implemented.
Pay rate: $90K- $100k
Benefits: Aparium offers a variety of benefits to include medical, dental, vision 401(k), short term disability, long term disability, life insurance, commuter benefits, discounted parking, travel benefits and more
As an Equal Opportunity Employer, Aparium Hospitality Services celebrates diversity and is committed to creating an equitable and inclusive environment for all employees to ensure they feel a sense of belonging. We do not discriminate and believe every individual should be proud of who they are, where they come from and take pride in who we serve.
Aparium Hotel Group
life insurance, short term disability, long term disability, 401(k)
Feb 26, 2025