What’s the job?
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. Conducts active market research and intelligence for the hotel to provide feedback on competitors, market trends and identifying new business potentials. To support Director of Sales by driving performance of Corporate Sales team.
YOUR DAY TO DAY
- Research market place and pursue opportunities for potential new accounts
- Manage assigned account base for self and that of Corporate Sales team 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
- Monitor and report on sales activity undertaken and measurement of results through maintaining of accurate records in the sales tools and action plans
- Development of sales strategies and action plans to ensure plans are implemented, results are monitored and goals are achieved – launch tactical promotions if required
- Act as a trusted business advisor by clients; ensure that commitments are met and value is delivered
- Planning and preparation for overseas sales visit, trade fairs, educational or familiarization groups to promote the hotel and develop potential business
- Minimum of 20 sales-related activities (such as sales calls, site inspections and in-house entertainments) per week
- 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
- Develop and maintain strong relations with stakeholders whose support, cooperation, and services are critical to the success of sales
- 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.
- Other duties as assigned by Director of Sales or the management
What we need from you
- Diploma/Degree in Business or Hospitality management or related disciplines
- Minimum 3 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
- Pay attention to forecast revenue shortfalls and communicate these in a timely fashion to all stakeholders to ensure that action is taken to combat any deficit
- Work closely with Revenue Management to ensure that pricing and yield management
- 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
