Inside Sales Manager

Compensation Type: Yearly Highgate Hotels:

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America.

With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value.

With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands. www.highgate.com

Location:

Highgate Corporate Offices Irving, TX

Overview:

The Inside Sales Manager is responsible for effectively managing and responding to all inbound group and transient sales inquiries from third party platforms and direct channels including but not limited to Cvent, HotelPlanner, brand e-leads, and other electronic lead sources. The role manages and processes incoming leads, ensuring rapid response times, accurate qualification and conversion into booked business. The ideal candidate thrives in a reactive sales environment, is highly CRM focused, and understands the importance of speed to market and pipeline discipline. This role requires strong multitasking ability, timely follow up, effective communication and strict adherence to pricing and inventory strategies to maximize conversion and revenue.

He / She will be a solid relationship builder and will be charged with becoming familiar with all accounts in his/her market segments. He/she is also responsible for closing on assigned leads within a given market/territory/segment to positively impact hotel revenues. The Inside Sales Manager will work in conjunction with the Director of Sales to achieve the goals of the assigned properties.

Responsibilities:

• Monitor and respond promptly to inbound sales inquiries from platforms such as Cvent, Hotel Planner, brand e-leads and other reactive channels.
• Ensure all leads are qualified, evaluated, and responded to within established response time guidelines.
• Prepare and deliver customized proposals aligned with client needs and hotel capabilities.
• Quote rates and concessions in alignment with revenue management to optimize pricing, inventory control and profitability.
• Understand demand patterns and apply appropriate yielding strategies in all proposals.
• Drive speed-to-market performance by prioritizing new leads, tracking response time SLAs and removing bottlenecks in the sales process.
• Fully qualify leads where possible and build relationships with key stakeholders and clients.
• Consistently utilize AI tools and CRM platforms to track leads, activity, pipeline status and conversion performance. Ensure accurate data entry, opportunity management and reporting within the CRM.
• Execute consistent and strategic follow up to convert inquiries into confirmed business.
• Effectively manage a high volume of concurrent leads across multiple platforms and brands.
• Prioritize inquiries based on needs, deadlines and revenue potential.
• Maintain organization and attention to detail in a fast paced environment.
• Communicate professionally and promptly with clients via email and phone.
• Build rapport and maintain strong relationships with planners, intermediaries and direct clients.
• Develop a full working knowledge of the operations of the hotel to include room count, meeting space and hotel capabilities.
• Develop a complete knowledge of company sales policies and SOP’s. Ensure knowledge of and adherence to those policies by the sales team.
• Meet or exceed set goals.
• Monitor production of all top accounts and evaluate trends within your market.
• Assist in the preparation of required reports in a timely manner.
• Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).
• Use your computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.
• Abide by Prime Selling Time (PST).

Qualifications:

• College course work in related field helpful.
• Experience in a hotel or a related field required.
• High School diploma or equivalent required.
• Must be skilled in Windows, Company approved spreadsheets and word processing (excel, word, powerpoint, brand sales systems, delphi, STS, etc.)
• Long hours are sometimes required.
• Light work - Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently or constantly to lift, carry, push, pull or otherwise move objects.
• Must be able to effectively communicate both verbally and written with all levels of employees and guests in an attentive, friendly, courteous and service oriented manner.
• Must be effective at listening to, understanding, and clarifying concerns raised by employees and guests.
• Must be able to multitask and prioritize departmental functions to meet deadlines.
• Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.
• Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the portfolio.
• Maintain high standards of personal appearance and grooming.
• Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.
• Maximize efforts towards productivity, identify problem areas and assist in implementing solutions.
• Must be effective in handling problems, including anticipating, preventing, identifying and solving problems as necessary.
• Must be able to understand and evaluate information, data, etc. from various sources to meet appropriate objectives.
• Must be able to maintain confidentiality of information.
• Perform other duties as requested by management.