The Senior Sales Manager is responsible to develop new sales opportunities, build a robust sales platform and manage assigned account base in order to generate revenue and maximise performance both for the short and long term in line with sales target. S/He should be abe to conduct active market research and intelligence for the hotel to provide feedback on competitors, market trends and identifying new business potentials. S/He has to maintain flexibility to perform other duties and projects as required and as directed by leadership team as deemed necessary to support Hotel’s overall business objectives.
- Research market place and pursue opportunities for potential new accounts
- Manage assigned account base to exceed targets for total revenue
- Develop and maintain contact with key decision makers, influencers, meeting planners, event organisers, associations and other producers closely aligned to each business unit
- Act as a trusted business advisor by clients; ensure that commitments are met and value is delivered
- Conduct sales-related activities (such as sales calls, site inspections and in-house entertainments)
- Monitor and report on sales activity undertaken and measurement of results through maintaining of accurate records in the sales tools and action plans
- Work closely with Revenue Management to ensure that pricing and yield management principles are being communicated and implemented.
- Monitor competitor practices and accounts, monthly RGI scorecards and diagnostic tools in order to understand competitor trends
- Ensure that all stakeholders are made aware of systems, procedures, and information relating to the delivery of all revenue from sales market segments
- Maintain strong presence in the local community by participating in business / industry organisations, associations and developing a broad external network
- Ensure active management of individual GAPs and personal development plan.
- Provides support and coaching to new team members within the sales team.
- Other duties as assigned by Director of Sales or the management
Job Requirements:
- Diploma/Degree in Business or Hospitality management or related disciplines
- Minimum 5 years’ experience in a sales capacity or equivalent work experience including development of account portfolio and business development.
- Strong presentation, commercial and communication skills
- Strong influencer and persuader
- A self-driven personality
- Resourceful and goal oriented
- Strategic and tactical thinker - ability to develop strategic sales plans, establish goals and objectives, set performance targets and deliver projects on time
- In-depth knowledge of sales principles and techniques
- Proactive approach to developing and maintaining strong relations with clients and stakeholders including customers’ senior management
- Comprehension of Hotel systems and revenue management principles
- Keeps abreast of changes and assesses trends in market conditions and consumer buying behaviour to create strategies that drive business opportunities
- Flexible work approach, positive and adaptable to changes.
