Key Responsibilities
As the Regional Sales Manager, you will work with the VP to identify target markets to develop the business and cover the sales & marketing activities.
.Specifically work in market alongside distributors to train and support them to ensure they are representing the brands and business effectively to drive agreed growth levels.
.Develop tools, training and reporting documents to ensure the distributors are well equipped to achieve the agreed objectives.
· Identify regional, local groups and high-end independents in designated territory that fits the brand’s profile, as well as develop and manage corporate gifting opportunities in respective territory.
· Business development and build awareness of the business and brands to achieve annual revenue and profit targets.
· Manage the current clients through regular hotel visits and communication, and identify key contacts at a hotel or regional level to build effective working relationships.
· Develop and implement aggressive sales plans for a particular region. Monitors progress towards meeting the plan’s requirements.
· Meets regional sales financial objectives by forecasting requirements; preparing annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
· Work with Operations i.e. Supply Chain Management & Customer Service to ensure the achievement of highest level of service for our clients with high availability across the product range for core lines.
· Provide market, competitor and brand insight for the marketing and management team based in London that supports the development of the commercial programme across the region.
· Recommends product lines by identifying new product opportunities, and/or product, packaging, and service changes; surveying consumer needs and trends; tracking competitors.
General
· Submit weekly business commentary and activities report
· Prepare monthly performance review on the last day of each month.
· Ensure all contracts and customer price lists are up to date.
· Enforce yearly price increases.
· Update and maintain salesforce.com
· Ensure all clients data is updated on the contact data base each month
· Ensure all new account information is added to the contact database each month
· Ensure all leads and enquires are responded within 24 hours and the results are regularly updated
· Attend weekly and monthly Meeting.
· Ensure all customers files are being kept up to date on the shared drive.
· Forecasting new business on a yearly, quarterly and monthly basis.
· Review demand forecast on a monthly, quarterly and yearly basis.
· Monitor regularly clients’ results to check shortfalls and take necessary action to improve.
· Identify potential business opportunities with new accounts
· Submit budget on a yearly basis and review on a quarterly basis.
· Maintain an agreed call plan with all accounts to
Ø Take orders
Ø Review range (add to range/change range)
Ø Review contract
Ø Negotiate prices
Ø Offer Christmas Gifts
· Effectively manage travel schedule, considering budgets and business requirements
· Become an expert in the industry in regards to assigned territory, and effectively build Molton Brown’s presence and brand awareness
· Establish networks with local hospitality organizations
Internal Contacts
· Hotel Division Team
· Hotel Sales Coordinator
· Customer Service
· Supply Chain Management
· Finance
· Marketing
External Contacts
· Prospective Clients
· Existing Clients, Distributors and Partners
· Industry Organisation
Skills and Experience
· Previous sales experience in either Hotel industry, Distributor or relevant experience in the Asia Pacific region
· Understanding of the luxury travel/lifestyle market, specifically the hotels & resorts
· Ability to successfully prospect and close new business
· Thorough understanding of the meaning of luxury
· Experience with a luxury brand selling B2B
· Self-starter with the ability to work independently to achieve assigned goals and objectives
· Successful track record of achieving sales goals and budgets
· Effectively manage travel budget
· Effective communication both verbally and in written form
· Experience of working with distributors would be beneficial
This job description is not intended to be an exhaustive list of all responsibilities, skills, efforts, or working conditions associated with the position. It is intended to provide a description of the principle elements essential for the performance of the position and may be altered to accommodate changes in market trends or management needs.
