JOB SUMMARY
- Responsible for managing Special Corporate segment of the Hotel (i.e. RFP Accounts).
- To identify, solicit & prospect new business opportunities with potential revenue for all areas of the Hotel i.e. Guestrooms (Transient & Groups), catering events, F&B outlets, Retail etc.
- Build and strengthen relationships with existing and new corporate customers to enable future bookings.
- Activities include sales calls, entertainments, sales trips, roadshows, site inspections etc.
- To meet and exceed individual and team sales targets.
- To generate a YOY ADR increase (stipulated %) for the RFP accounts.
- To contribute positively to Engagement Survey department result by being proactive in all aspects of department and interdepartmental issues.
JOB DUTIES & RESPONSIBILITIES
- To meet and exceed individual assigned sales goal and shared responsibility for team members for achievement of total department sales budget. Derive creative upsell initiatives.
- To conduct 5 sales calls daily and 3 sales activities ie Entertainment & Site Inspection per week.
- To submit sales call report on weekly basis.
- To identify and develop new potential accounts (to prospect at least 2 new accounts per week).
- Develop sales plans to generate business from identified markets/accounts.
- Determine corporate account needs and initiate sales activities of each assigned market/account to enable future bookings.
- Promote Marriott Bonvoy benefits (Transient and Events) and ongoing promotions to the customer in order to solicit and secure increased future business.
- Actively participate in MI Leads Generation (Cross-property referral program) to meet property and team goals.
- Continuously communicate the benefits and ongoing promotions of the hotel to the customer.
- Management and growth of corporate accounts by tracking individual transient, group and catering production goals.
- Negotiate transient rates for assigned accounts.
- Prospect new business through phone solicitation, physical sales calls, site inspections, trade shows, sales blitz, e-mail, research via newspapers & online resources.
- Gather market intelligence: new product ideas, competition activities, new customer trends and performance.
- Support Sales Centre Team by providing information to close groups/catering.
- Sell the benefits of the Sales Center/property sales and event management structure.
- Be actively involved in ensuring prompt follow-up on incoming phone calls, site inspections, proposal / inquiries. Accuracy in booking, commitments to customer on all sales/operational documents and adhering to the standards set by the department in execution and filing of all said documents.
- Be a team player motivating peers and subordinates in support of department goals in sales and operations. To manage and develop Interdepartmental relations while not compromising customer satisfaction, revenue, profitability or associate morale of department / Hotel. To initiate team building activities.
- To share responsibility for development and training of direct reports.
- To adhere to personal behavioural norms of intergrity such as grooming, ownership, contactability, accountability, responsibility, visibility and punctuality.
- Perform any other duties assigned by immediate supervisor or department head according to changing business, economic, customer needs or restructure within Sales & Marketing Department.
JOB REQUIREMENTS
- Minimum Diploma in Hotel Management and/or Sales & Marketing
- At least 3 years of relevant Manager experience or 2 years of relevant Assistant Manager experience in handling Proactive Sales
- Strong overall sales skills with sales system knowledge
- Understanding of hotel's business mix needs of transient, group and catering business
- Self-confidence, energetic & enthusiastic
- Ability to present ideas, expectations and information in a concise, well-organized manner
- Excellent interpersonal conflict management skills
- Software knowledge (i.e. Microsoft Office)
- Understanding and achieve team and individual goals
- Effective time management skills
- Understanding of sales strategies and account profitability
- Demonstrated leadership skills, customer development and relationship management skills
- Able to start work within short notice period
